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
4. THE ROOT CAUSE
Salespeople
average just a
couple of bus-dev
meetings 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
9. 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?
11. ULTIMATE SALES FUNCTION
CSR CSR
Orders, RFQs
and Issues
S person
(Inside)
OutsideInside
Sales
Opportunities
S person
(Inside)
Sales
Opportunities
12. ULTIMATE SALES FUNCTION
CSR CSR
Orders, RFQs
and Issues
Campaign
CoordResearch
Analyst
S person
(Inside)
OutsideInside
Sales
Opportunities
S person
(Inside)
Sales
Opportunities
Field
Specialist
Field Visit
Requests
13. ULTIMATE SALES FUNCTION
CSR CSR
Orders, RFQs
and Issues
BDM
S person
(Inside)
OutsideInside
Sales
Opportunities
S person
(Inside)
Sales
Opportunities
Field
Specialist
Field Visit
RequestsCampaign
CoordResearch
Analyst
14. Bus Dev
Coord
Field
Appointments
ULTIMATE SALES FUNCTION
CSR CSR
Orders, RFQs
and Issues
S person
(Inside)
OutsideInside
Sales
Opportunities
S person
(Inside)
Sales
Opportunities
Field
Specialist
Field Visit
Requests BDMCampaign
CoordResearch
Analyst
15. Sales
Opportunities
ULTIMATE SALES FUNCTION
CSR CSR
Orders, 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