Inbound 16 (Hubspot)
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The document proposes redesigning the traditional sales function by challenging two assumptions: that sales is an outside activity and an individual pursuit. It suggests sales is primarily an inside function and team endeavor. To illustrate, it presents a thought experiment where various roles like CSR, analysts and specialists work together as a sales team from inside the company. It acknowledges common concerns about changing compensation, relationships and customer contacts but argues this new model could work in reality.
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Inbound 16 (Hubspot)
- 1. THE DEATH OF FIELD SALES A radical, inside-out, approach to the design and management of the sales function Justin Roff-Marsh Founder: Ballistix | Author: The Machine
- 2. ? IS SALES EVEN BROKEN?
- 3. THE SYMPTOMS Salespeople average just a couple of bus-dev meetings 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
- 5. TWO QUESTIONABLE ASSUMPTIONS Sales is an OUTSIDE activity
- 6. TWO QUESTIONABLE ASSUMPTIONS Sales is an INDIVIDUAL pursuit Sales is an OUTSIDE activity
- 7. ? SALES IS PRIMARILY AN INSIDE FUNCTION
- 8. ? SALES IS A TEAM ENDEAVOR
- 9. THOUGHT EXPERIMENT If, tomorrow, you were to find yourself with no sales function (no customer service or promotions either), what would you do?
- 12. THOUGHT EXPERIMENT CSR Orders, RFQs and Issues CSR
- 13. OutsideInside S person (Inside) CSR Orders, RFQs and Issues CSR THOUGHT EXPERIMENT
- 14. OutsideInside S person (Inside) Sales Opportunities CSR Orders, RFQs and Issues CSR THOUGHT EXPERIMENT
- 15. S person (Inside) OutsideInside Sales Opportunities S person (Inside) Sales Opportunities CSR Orders, RFQs and Issues CSR THOUGHT EXPERIMENT
- 16. S person (Inside) Camp. Coord OutsideInside Sales Opportunities S person (Inside) Sales Opportunities CSR Orders, RFQs and Issues CSR THOUGHT EXPERIMENT
- 17. THOUGHT EXPERIMENT S person (Inside) Camp. CoordResearch Analyst OutsideInside Sales Opportunities S person (Inside) Sales Opportunities CSR Orders, RFQs and Issues CSR
- 18. THOUGHT EXPERIMENT S person (Inside) Camp. CoordResearch Analyst OutsideInside Sales Opportunities Field Specialist Field Visit Requests S person (Inside) Sales Opportunities CSR Orders, RFQs and Issues CSR
- 19. THOUGHT EXPERIMENT S person (Inside) Camp. CoordResearch Analyst OutsideInside Sales Opportunities Field Specialist Field Visit Requests S person (Inside) Sales Opportunities CSR Orders, RFQs and Issues CSR BDM
- 20. THOUGHT EXPERIMENT S person (Inside) Camp. CoordResearch Analyst OutsideInside Sales Opportunities Field Specialist Field Visit Requests S person (Inside) Sales Opportunities CSR Orders, RFQs and Issues CSR BDC BDM Field Appointments Sales Opportunities
- 21. THOUGHT EXPERIMENT S person (Inside) Camp. CoordResearch Analyst OutsideInside Sales Opportunities Field Specialist Field Visit Requests S person (Inside) Sales Opportunities CSR Orders, RFQs and Issues CSR BDC BDM Field Appointments Sales Opportunities
- 22. ? BUT, CAN THIS REALLY WORK IN REALITY?
- 23. COMMON CONCERNS • What happens to salespeople’s commissions • What about the importance of personal relationships? • Don’t customers demand a single point of contact? • What happens to the quality of team members’ work lives?