FIELD SALESA radical inside-out approach to the design and

management of the sales function

Justin Roff-Marsh

Founder: Ballistix

Is sales even broken?

THE SYMPTOMS

Salespeople average just a

couple of bus-devmeetings a week

Salespeople over-service some accounts and ignore others

We have friction between sales

and other departments

Salespeople don’t prospect enough

Salespeople are up to their elbows

in customer service

THE ROOT CAUSESalespeople

average just a couple of bus-devmeetings a week

Salespeople over-service some accounts and ignore others

Salespeople don’t prospect enough

We have friction between sales

and other departments

Salespeople are up to their elbows

in customer service

Salespeople own accounts and

operate as autonomous agents

TWO QUESTIONABLE ASSUMPTIONS

Sales is an

OUTSIDE

activity

TWO QUESTIONABLE ASSUMPTIONS

Sales is an

OUTSIDE

activity Sales is an

INDIVIDUAL

pursuit

Sales is primarily an

inside function

Sales is a team

endeavor

THOUGHT EXPERIMENT!

If, tomorrow, you were to find yourself with no

sales (and no customer service function):

What would you do?

Who would you employ first?

ULTIMATE SALES FUNCTION

CSR CSROrders, RFQs

and Issues

ULTIMATE SALES FUNCTION

CSR CSROrders, RFQs

and Issues

S person(Inside)

OutsideInside

Sales Opportunities

S person(Inside)

Sales Opportunities

ULTIMATE SALES FUNCTION

CSR CSROrders, RFQs

and Issues

Campaign CoordResearch

Analyst

S person(Inside)

OutsideInside

Sales Opportunities

S person(Inside)

Sales Opportunities

Field Specialist

Field Visit Requests

ULTIMATE SALES FUNCTION

CSR CSROrders, RFQs

and Issues

BDM

S person(Inside)

OutsideInside

Sales Opportunities

S person(Inside)

Sales Opportunities

Field Specialist

Field Visit RequestsCampaign

CoordResearch Analyst

Bus Dev Coord

Field Appointments

ULTIMATE SALES FUNCTION

CSR CSROrders, RFQs

and Issues

S person(Inside)

OutsideInside

Sales Opportunities

S person(Inside)

Sales Opportunities

Field Specialist

Field Visit Requests BDMCampaign

CoordResearch Analyst

Sales Opportunities

ULTIMATE SALES FUNCTION

CSR CSROrders, RFQs

and Issues

S person(Inside)

OutsideInside

Sales Opportunities

S person(Inside)

Sales Opportunities

BDM

Bus Dev Coord

Field AppointmentsField

Specialist

Field Visit RequestsCampaign

CoordResearch Analyst

But, can this work in reality?

ADDRESSING CONCERNS

Single point of contact

Personal relationships

Quality of (work) life

Sales commissions

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