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Slides from SBI's most recent webinar by Ryan Tognazzini on "Designing Organizational Models for Inside Sales."
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Welcome to today’s session….
June 14, 2012
“Designing Inside Sales
Organizational Models”
View & listen to the recorded webinar here!
2
Logistics for today’s call….
At the conclusion of the presentation, the moderator will facilitate the “Question & Answer” session utilizing the “Questions” feature.
3
Additional questions can be sent directly to: [email protected]
Sneak Preview of Sales Benchmark Index’s annual research study, “Make the Number: How Sales Leaders Plan to Allocate People, Time, and Money in 2013”
Thursday, July 12th Speaker: Greg Alexander, CEO Sales
Benchmark Index1:00 p.m. Central30 minutes Register at the Link Here!
Join us for our next Webinar….
Logistics for today’s call….
Ryan TognazziniBrief Bio• Associate Principal at Sales
Benchmark Index• Prior to SBI, spent 10 years with
Cintas Corporation, a $4B business services company:• Ran a $20M business as a GM in
San Francisco• Managed a $5M portfolio as a Key
Account Manager in the healthcare vertical
• 13 years of experience in sales and marketing, compensation planning and building and enabling sales organizations
Buyer Behavior Has Changed
Source – Sales Executive Council
Customer Begins
Due Diligence
Customer’s First Contact
with Sales
Purchase Decision
57% Complete
Customer Purchase Decision Timeline
Customer’s largely deciding on their needs, leaving
suppliers to compete on price
What the Buyer WantsWhat is the primary way you would like to conduct
business with us?
$6B Information Mgmt. Company
$3B Transportatio
n Svcs. Company
$550M Software (SaaS)
Company
Strategic Relevance of Inside Sales
71% of companies planned to expand in
2011
Primary focus on
expanding the inside sales force
8.95%Average
unemployment in the US in
2011
Freemium No-Touch Light
Touch
High Touch Inside Sales
Field Sales
Field Sales
with SEs
Acquisition Cost vs. Sales Complexity
$0-50 $100-1000
$ 1000-2500
$2500-10,000
$20,000-
75,000$75,00
0+
Customer Acquisition Cost Estimates
• Cost of acquisition increases roughly 10X with the increase of sales complexity
• Where are you on the spectrum?• What is cost to acquire? • How much should it cost?• What roles does sales play (inside vs. outside)
Source – Matrix Partners
Inside Sales Structure OptionsTop 1%Develop
Long Tail
Securities &
Investing
Institutional
Private Mkts
Banking & Credit
Consumer
Investment
Accounting &
Consulting
Strategic
Boutique
Big 5 Acct Firms
Advertising &
Comm
Agencies
PR Firms
Govt
Pharma
Commercial
Stratification Geography
Industry Vertical
Radian 3 Electroline Venture
Neptune Flux Capacitor C3PO
PRCC WatchBright
Anti Cloning
Activity
Hunter
Farmer
ProductBuying Roles
CFO CSO
COO HR
CEO
CMO
Inside Sales Structure OptionsTop 1%Develop
Long Tail
Securities &
Investing
Institutional
Private Mkts
Banking & Credit
Consumer
Investment
Accounting &
Consulting
Strategic
Boutique
Big 5 Acct Firms
Advertising &
Comm
Agencies
PR Firms
Govt
Pharma
Commercial
Stratification Geography
Industry Vertical
Radian 3 Electroline Venture
Neptune Flux Capacitor C3PO
PRCC WatchBright
Anti Cloning
Activity
Hunter
Farmer
ProductBuying Roles
CFO CSO
COO HR
CEO
CMO
Hybrid
Phase 2 (Design) Phase 3Phase 1
Conduct Discovery Process Execution
People
Technology
Work Flow: Lead
qualification –Sales Process
Ideal Structure &
Support Requirements
Process Automation
Means1. Exec Interviews2. Documentation
Review3. Expert Panel4. Metric Data5. Customer Surveys6. Sales Rep and
Partner rep Survey7. Sales Rep DILO8. Mystery Shop9. Sales Mgmt.
Survey10.Prospect Survey
1. Program Management & Communication
2. Field Integration3. Sales Program
Design - tactical level
4. Business & Sales Process
5. Reporting & Metrics
6. Enablers, Technology & Tools
7. Recruiting & Training
8. Campaign Program (s)
9. Customer Transition10.Audit Schedule &
QBR
1. People – Ideal Structure; centralized / decentralized, hunter, farmer, product specialist , etc
2. Process – Sales Process, lead management process, onboarding, training, account transitioning,
etc
3. Technology - CRM, Marketing Automation, Social Networking, account transition tracking, reporting, etc.
How Does It Work?
12
Key Takeaways – Designing Inside Sales
The buyer climate is changingUse Outside-In ThinkingDisciplined ApproachWant help? Connect with me at:
http://www.linkedin.com/in/ryantognazzini
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Q&AView & listen to the recorded webinar with Q&A here!
14
Sign-up for a free Inside Sales planning consultation by: E-mailing [email protected]
Have copy of webinar slides available for download here Additional questions can be sent directly to:
Sneak Peak of Sales Benchmark Index’s annual research study, “Make the Number: How Sales Leaders Plan to Allocate People, Time, and Money in 2013”
Speaker: Greg Alexander, CEO Sales Benchmark Index Thursday, July 12th 1:00 p.m. Central 30 minutes Register at the Link Here!
Thank-You for attending…
Further interest….
Sales Benchmark Index will….
Join us for our next Webinar….
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