INTRODUCTION

TO MANAGED SPEHow Ballistix can help you turbo-

charge your sales performance

Justin Roff-Marsh

Founder: Ballistix

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

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

A TALE OF TWO SALES FUNCTIONS

GeneralManager

SalesRep

CSR SalesRep

CSR

GeneralManager

SalesRep

CSR SalesRep

CSR

GeneralManager

SalesRep

CSR SalesRep

CSR

VP of Sales

SalesRep

CSR

Marketing Specialist

SalesRep

CSR

$150k PA

$100k PA

$50k PA

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

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

VP of Sales

SalesRep

CSR

Marketing Specialist

SalesRep

AnalystEA EAInsideSales

InsideSales

InsideSales

ProjLead

ProjLead

CSRCSRCSRAnalyst

Inside Sales Lead

CSRCSR

Inside

Outside

A TALE OF TWO SALES FUNCTIONS

$150k PA

$100k PA

$50k PA

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

A TALE OF TWO SALES FUNCTIONS

Criteria Bravo Industries Alpha Industries

Headcount 4 + 9 + 8 = 21 1 + 6 + 13 = 20

Payroll cost (pa) $1.9 million $1.4 million

Meaningful selling conversations (pw) 204 340

Quotation lead time Measured in days Measured in hours

Issue lead time Measured in days Measured in hours

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.

MANAGED SPE: THREE OPTIONS

Sales Process EngineeringSPE

Do it yourself($0 + $0pm)

Get some help

Assisted SPE($12.5k + $0pm)

Managed SPE($0 + $7.7k pm)

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

Strategy

RecruitmentTechnology

Your Organization

SPE Consultant

Creative

MANAGED SPE

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!

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)

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

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

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

COMPONENTS OF MSPE

Hosted CRM, customized to suite requirements of SPE

COMPONENTS OF MSPE

Management information in our in-house MIS

COMPONENTS OF MSPE

Management information in our in-house MIS

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)

COMPONENTS OF MSPE

Brochures

COMPONENTS OF MSPE

Traditional direct response ads

COMPONENTS OF MSPE

Broadcast email

COMPONENTS OF MSPE

Landing pages

COMPONENTS OF MSPE

Landing pages

COMPONENTS OF MSPE

Websites

COMPONENTS OF MSPE

Websites

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

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

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)