Ballistix - Sales Process Engineering

Video Testimonials

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Marketing Results

Speaker:

Will Swayne. Founder and Chief Executive.

Location:

Australia

Product:

Marketing Results provides web development and internet marketing specialising in high-throughput lead-generation marketing.

Duration:

6 months

Situation:

Craft-shop situation in sales and production impairing the ability to easily scale the business.

Action:

Introduce division of labour to both sales and production environments.  Add a master scheduler to plan both functions.  Add the standard Ballistix sales management-information system.  Custom build a part-manual / part-electronic production scheduling system.

Result:

The salesperson now has twice the output for half the time spent — a 400% increase in throughput. Sales have increased by 30% and, in production, on-time delivery and service quality has improved significantly.  Business is growing effortlessly.

Agentrics

Speaker:

Fabiano Aguilar. Senior vice president, Americas and Europe.

Location:

USA

Product:

Agentrics provides supply chain and procurement services to retail giants like Walgreens in more than 20 countries.

Duration:

12 months

Situation:

No formal pre-existing sales function.

Action:

Build a centralised salesforce able to operate on an international basis.

Result:

Salespeople now perform five to fifteen business development meetings each week.

9-Wood

Speaker:

Charley Courey, President

Location:

USA

Product:

Specialty manufacturer of suspended wooden ceilings

Duration:

7 months

Situation:

Project managers would oversee many tasks in the production process simultaneously. Bottlenecks slowed execution and inhibited responsive customer service.

Action:

Ballistix standardise the workflow process and put in place technology and central coordinator to manage and oversee hand-off of tasks through individual phases.

Result:

Improved execution and management has visibility of the process to respond to scheduling crises before they arise. There is now capacity for higher throughput without bogging down delivery.

Kitagawa-Northech

Speaker:

Tim Winard, Chief Operating Officer

Location:

USA

Product:

Develops and manufactures work-holding products for companies in North and South America that perform CNC machining.

Duration:

6 months

Situation:

BDMs held many responsibilities meaning they had a limited ability to increase activity in response to the GFC.

Action:

Ballistix used division of labour to create a sales support and promotion team and get Kitagawa’s territory managers out seeing more customers.

Result:

Kitagawa has an easily scalable sales process where BDMs now perform three times as many appointments with one-third fewer people in that position and management has complete visibility of existing opportunities.

 

Orion Energy Systems

Speaker:

John Scribante, President

Location:

USA

Product:

Ultra-efficient energy management systems for the commercial and industrial sectors.

Duration:

9 months

Situation:

No formal sales process and salespeople performing only a couple of BDM appointments per week.

Action:

Ballistix built a sales support team comprising sales coordinators and a promotional team using direct mail pieces to generate “warm” sales opportunities.

Result:

Division of labour resulted in BDM conducting more than 20 face-to-face appointments per week per while direct mail offers increased appointment-setting promotion dramatically.

Shippers Supply Company

Speaker:

Henry Camp, Owner

Location:

USA

Product:

Distributor of packaging supplies

Duration:

9 months

Situation:

Operating in a commoditised market where price competition prevails. No control of autonomous salespeople creating a situation where they relied on sales “superstars”.

Action:

Ballistix helped Shippers to promote “Easy Supply Program” (a new product offering to differentiate the Shippers product in market) and a sales support team to allow salespeople to concentrate solely on BDM appointments.

Result:

Now making 15-20 business development call each week and have subsequently expanded sales force to cope with increased BDM activity. Sales have increased every month since the project began.