About this Presentation
Structuring a relationship with intermediaries is particularly sensitive because tight integration is critical — but, by their very nature, intermediaries need to retain the ability to operate autonomously. Roff-Marsh (developer of Sales Process Engineering) presents — for the very first time — a detailed and practical approach to the structuring of these relationships. He’ll provide an acid test for evaluating the viability of intermediary relationships, as well as a detailed plan to deliver a win for the firm, a win for the intermediary and a win for the ultimate customer.
What Will You Learn
To help you get the most value from this session, we’ve highlighted a few key points. These takeaways capture the main ideas and practical insights from the presentation, making it easier for you to review, reflect, and apply what you’ve learned.
Sales process engineering can be applied to structuring relationships with intermediaries, with the aim of maximizing the productivity of these relationships.
Companies should centralize activities that can be done at head office, such as customer service and order processing, allowing representatives to focus on business development in the field.
Maintaining a positive working relationship with intermediaries is crucial for the success of the partnership.
Instructor(s)
Justin Roff-Marsh
For 20 years, Justin Roff-Marsh’s deep thinking and writing on Sales Process Engineering has blazed a trail for others to follow. Justin is the author of The Machine: A Radical Approach to the Design of the Sales Function. (Winner of Gold in the Sales category of the Axiom Business Book Awards.) And he’s the founder of Ballistix—a consultancy with operations in the USA and Australia, delivering engagements worldwide. Although Justin was a science nut as a child (and still is today), he commenced his career in sales. He sold insurance and then progressed to manage a team of 100 salespeople. He then co-founded a firm that sold financial education and quickly discovered that his product lacked the margins required to sustain a typical field-based sales force. He developed his approach to sales process engineering in response to this challenge. Justin’s approach to the sales process is as revolutionary as Deming’s was to manufacturing. He argues passionately that the application of scientific management principles to the sales process is the next great uncharted frontier for industry.