Most organizations are constantly looking at their sales teams to determine the state of the business. When revenue is great, sales is usually praised; when revenue doesn’t come in, sales is often blamed. While there’s certainly a logic to this, this is also a huge burden placed on a small group of people within a wider organization.
In addition, most organizations have a mix of inside and outside sales reps who may not be dividing and conquering in the most efficient way. Put simply, inside sales is generally done virtually while outside sales is done face-to-face. However, dividing accounts, deals, and commissions appropriately between inside and outside representatives can become quite a headache for even the most experienced sales manager.
As a result, most sales teams need a more advanced sales model to succeed.
Enter Managed Sales Process Engineering (MSPE). MSPE is a support system that provides in-depth consultation, structuring services, and custom resource management to sales teams. An MSPE provider acts as a recruiter, trainer, coach, and project manager for sales teams in order to foster higher functionality within business units.
Before considering a total restructuration, organizations in need of a change can find a more affordable and efficient option in MSPE. There are also two main financial benefits to managed SPE services:
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Sales-related cost savings: put simply, a more efficient and lean sales operation requires far less resources, which saves money outright.
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Resource reduction: MSPE can cut out a number of extraneous resources, and may replace a CRM or marketing agency—even freelancers and content creators.
With MSPE, salespeople focus exclusively on selling and all other tasks are performed by other specialists:
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Sales coordinators assume ownership of sales opportunities and plan logistics.
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Technical experts (project leaders) assume responsibility for solution design, generation of proposals, operations, and client relationship management.
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Customer service representatives assume responsibility for the ongoing management of accounts, including follow-up to encourage repeat business.
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A promotional coordinator interfaces with marketing to ensure that sufficient opportunities are generated to feed the sales coordinator and support the sales representative.
The modern marketplace demands a lean, agile sales system to achieve results and maximize revenue. Ballistix offers an MSPE platform that covers these bases and more. To learn more, visit their resource center or visit www.ballistix.com for details.
