The Death of Field Sales

Attend this presentation and learn:
• Why the standard sales model is broken – and why customers will go to tremendous lengths to avoid interacting with salespeople
• Why salespeople should not own customers, should not earn commissions and should not operate autonomously
• How to take field salespeople from performing two business-development appointments a week to four a day (an order-of-magnitude improvement)
• Why you should replace the outdated outside-in approach to the design of sales with the customer-focused, inside-out approach
• How to reduce sales-related expenses and, simultaneously multiply your volume of sales activity
• How to extricate salespeople from customer service and production-related activities (and why production will rejoice when you do)
• Why qualification destroys value: and why a higher conversion rate means fewer sales
• Why salespeople should not be responsible for customer retention

Dec 31st, 1969
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Sure, there’s new technology and fancy new verbiage—but the basics remain unchanged.
Salespeople still operate autonomously, they still own relationships with customers and they still, predominantly, earn commissions.

This is in spite of the fact that salespeople are fast becoming less relevant to customers than they have ever been before. Given the choice, customers are voting with their feet and transacting online, rather than interacting with salespeople, whenever they have the opportunity.

At last, we have a new approach to the design of sales.  A radical departure from standard practice that eliminates salespeople’s autonomy, returns the ownership of customers to the organization and banishes sales commissions.

The approach—what we call Sales Process Engineering (SPE) involves the industrialization of the sales function: the application of division-of-labor, the formalization of workflows and the centralization of scheduling.
 
Attend this presentation and learn:
• Why the standard sales model is broken – and why customers will go to tremendous lengths to avoid interacting with salespeople
• Why salespeople should not own customers, should not earn commissions and should not operate autonomously
• How to take field salespeople from performing two business-development appointments a week to four a day (an order-of-magnitude improvement)
• Why you should replace the outdated outside-in approach to the design of sales with the customer-focused, inside-out approach
• How to reduce sales-related expenses and, simultaneously multiply your volume of sales activity
• How to extricate salespeople from customer service and production-related activities (and why production will rejoice when you do)
• Why qualification destroys value: and why a higher conversion rate means fewer sales
• Why salespeople should not be responsible for customer retention

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