Introduction to Managed SPE
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An overview of the premium Ballistix service: Managed SPE. This deck contains an offer. Mention "SlideShare" and we'll honor it.
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Introduction to Managed SPE
- 1. INTRODUCTION TO MANAGED SPE How Ballistix can help you turbocharge your sales performance Justin Roff-Marsh Founder: Ballistix
- 2. THE NEXT 59 MINUTES Define best-practice in sales function design Profile our new service offering Help you calculate the net cost of working with us Provide tips for DIY’ers
- 3. A TALE OF TWO SALES FUNCTIONS Organization one (Bravo Industries) Head office, plus 3 branch offices Each office has 2 field reps 2 customer service reps A general manager / sales manager Head office also has A lone marketing specialist
- 4. A TALE OF TWO SALES FUNCTIONS $150k PA Marketing Specialist $100k PA $50k PA VP of Sales CSR CSR General Manager CSR CSR Sales Rep Sales Rep General Manager Sales Rep Sales Rep CSR CSR General Manager Sales Rep Sales Rep CSR CSR Sales Rep Sales Rep
- 5. A TALE OF TWO SALES FUNCTIONS Organization one (Bravo Industries) Meaningful selling conversations (/week) Field: 12 x 2 = 24 Phone: 12 x 15 = 180 Minimal growth Poor on-time performance Poor margins Conflict between head office and regions Invested 10’s of thousands of dollars in CRM to try and improve sales
- 6. A TALE OF TWO SALES FUNCTIONS Organization two (Alpha Industries) No branch offices (logistics company manages inventory) 2 national enterprise-class field salespeople Each field salesperson has a dedicated EA 6 customer service reps, including One quotation specialist One order entry specialist 3 inside salespeople Two full-time research analysts
- 7. A TALE OF TWO SALES FUNCTIONS $150k PA $100k PA $50k PA VP of Sales Inside Sales Lead Inside Sales Inside Sales Inside Sales EA Marketing Specialist EA Analyst Analyst CSR CSR CSR CSR Proj Lead Proj Lead Inside Outside Sales Rep Sales Rep CSR CSR
- 8. A TALE OF TWO SALES FUNCTIONS Organization two (Alpha Industries) All accounts owned by customer service team All opportunities owned by inside sales or salespeople's EAs Total sales activity (meaningful conversations) per week: 340 Field: 2 x 20 = 40 Inside: 3 x 100 = 300 Dramatic reduction in costs Customer service improved Dramatic rise in sales activity
- 9. A TALE OF TWO SALES FUNCTIONS Criteria Bravo Industries Alpha Industries 4 + 9 + 8 = 21 1 + 6 + 13 = 20 $1.9 million $1.4 million 204 340 Quotation lead time Measured in days Measured in hours Issue lead time Measured in days Measured in hours Headcount Payroll cost (pa) Meaningful selling conversations (pw) Costs down by 26%. Sales activity up by 67%* *Doesn’t include savings from closing regional offices or costs associated with outsourcing logistics or increased salesperson travel.
- 10. MANAGED SPE: THREE OPTIONS Do it yourself ($0 + $0pm) SPE Sales Process Engineering Assisted SPE ($12.5k + $0pm) Get some help Managed SPE ($0 + $7.7k pm)
- 11. MANAGED SPE Let us design, build and supervise your sales function And we’ll also provide critical process inputs: Sales technology Promotional collateral Recruitment and training
- 12. MANAGED SPE Your Organization Strategy SPE Consultant Creative Technology Recruitment
- 13. MANAGED SPE Price and terms Solution design workshop: $0 (included in first month of engagement) Normally $12,500 Outsourced Sales Operations engagement $7,700 a month (+ T&L) Terms No minimum term Two month (bi-lateral) notice to terminate That’s it!
- 14. OFFER: SAVE $4,800 Commit to an MSPE engagement within next 7 days We’ll give you the ability to cancel (without penalty) at the end of month one You either: Get to commence a MSPE engagement with zero risk Get a stand-alone Solution Design Workshop for $7,700 (instead of $12,500)
- 15. COMPONENTS OF MSPE Strategy One- or two-day Solution Design Workshop at start of engagement Periodic strategic planning meetings (as required) Quarterly engagement review call
- 16. COMPONENTS OF MSPE MSPE Consultant All consultants are full-time Ballistix employees All have extensive experience implementing SPE All have prior sales management or marketing experience
- 17. COMPONENTS OF MSPE Sales technology Enterprise-class CRM (if required) Management information system Suite of other tools and services Lead management, broadcast email, document automation, custom management information, etc
- 18. COMPONENTS OF MSPE Hosted CRM, customized to suite requirements of SPE
- 19. COMPONENTS OF MSPE Management information in our in-house MIS
- 20. COMPONENTS OF MSPE Management information in our in-house MIS
- 21. COMPONENTS OF MSPE Promotional services Brochures, sales letters and traditional collateral Websites, landing pages, PPC and SEO Video editing and multimedia Promotional strategy (offer formulation and campaign design)
- 23. COMPONENTS OF MSPE Traditional direct response ads
- 24. COMPONENTS OF MSPE Broadcast email
- 25. COMPONENTS OF MSPE Landing pages
- 26. COMPONENTS OF MSPE Landing pages
- 29. COMPONENTS OF MSPE Recruiting Customer service representatives Promotional (marketing) personnel Sales coordinators Salespeople (inside and outside) Our advantage We recruit the same profiles of people, over and over We can speak with confidence about the SPE model
- 30. MSPE: THE ECONOMICS Cost: equivalent to a capable salesperson In most cases engagement will be cashflow neutral (or better) Lower-cost sales function Contractor costs eliminated (promotion, technology, recruiting) Within a month or so … Dramatic improvement in customer-service quality Within 3-6 months … Double the volume of sales activity Thereafter … Ongoing improvement
- 31. OFFER: SAVE $4,800 Commit to an MSPE engagement within next 7 days We’ll give you the ability to cancel (without penalty) at the end of month one You either: Get to commence a MSPE engagement with zero risk Get a stand-alone Solution Design Workshop for $7,700 (instead of $12,500)