As you may already know, I’m speaking this year at the Constraints Management Group’s annual conference (CMUC2010) in April. CMG has organized for me to present a one-hour conference call on the afternoon of April 8 (US) for their clients and friends – and for anyone else who’d like to attend! It’s free. And it […]
Why your CRM has no hope of delivering the expected ROI and why you should probably keep it anyway. A Customer Relationship Management (CRM) application seemed like such a great idea, didn’t it? The rest of the organization had reaped such enormous rewards from automation, and the sales process was certainly in need of productivity […]
Here’s a useful exercise. Calculate your market size. But, instead of calculating total revenues or total unit sales, try calculating total face-to-face, business-development meetings (FTFBDM). Imagine you wish to determine the optimal size for your sales team. The normal approach is to start with one of the standard measures of market size (revenues or unit […]
As you know, we build a lot of sales processes, here at Ballistix. You may not know that we build almost as many customer-service teams, inside-sales teams, pre-production teams and even small project teams (in knowledge-based environments). The work we do in these non-traditional (for us) environments is very gratifying and, often times, generates enormous […]
Unlike Australia, the United States is the land of the ‘Manufacturer’s Representative’. Most manufacturers rely on a network of independent representatives to provide distribution across this huge continent. (Australia is a huge continent too, but only small areas of it are populated.) A typical manufacturer’s representative (Rep) is essentially a commissioned salesperson who promotes the […]
Early next year, we’ll running a special promotion (a competition, in fact) around our new online Sales Process Engineering ROI calculator (pictured on left). More about the competition in a moment. This promotion will be directed to the 60,000+ executives on our house database. But, here’s an opportunity to preview that calculator (and perhaps get a […]
It seems so obvious. If that team member has a Blackberry and a company car; if they call on customers and help resolve their problems; then they must be a salesperson, right? Well, maybe not! Sure, that’s the way things have traditionally been done: the person in the field is automatically the salesperson. But, in […]
I just posted two more client interviews to our YouTube channel: http://www.youtube.com/user/BallistixAU You’ll find an interview with Patricia Smith (Albert Smith Signs), who have recently seen a dramatic uplift in sales, and one with Charley Courey (9Wood), who relates how Ballistix have helped them to stabilize a previously chaotic project environment.
Your Director of Sales should be charged with the responsibility for maximizing sales, right? Well, maybe not! If he or she is, it might be worth reflecting on what this says about how your critical business functions are resourced. Let’s assume (for simplicity) that your business consists of just two basic functions: Sales Production Ask […]
