I’m so happy to post this video!
On the one hand it demonstrates that organizations can implement SPE without the assistance of Ballistix.
On the other hand it suggests that we’ve made huge progress in our efforts to codify and communicate both the principles and the practice of SPE.
Aside from reading our books and attending our events, Daniel Dunsford had no help from Ballistix. But that didn’t stop him from following our prescription (almost to the letter), and, as a consequence:
- Slashing his sales-related costs
- Boosting his sales revenues
- Multiplying his firm’s profitability
Daniel is the principal of AR Cash Flow, a provider of receivables financing, based in Sydney, Australia. One of the things that I found striking about this interview is that Daniel made the correct call on a number of tough decisions:
- From day-one, he established the critical 1:1 ratio between sales coordinators and salespeople – and scaled-down his sales team to make this possible (rather than under-resourcing the sales coordinator role and rendering the transition impossible)
- He saw the light and eliminated sales commissions right away (rather that allowing them to cast a pall over the team-based structure)
- He bit the bullet and took-on the business development role himself – until he had proof of concept (rather than relying on indirect feedback)
Anyway, that’s enough from me. Here’s Daniel telling the story, in his own words.