Team Quality Services allows manufacturers of automotive components (think seats or wiper assemblies) to purchase the capacity of assembly-plant-based Quality Liasion Representatives.
This means that component manufacturers don’t have to maintain their own teams of mobile reps.
Chris Straw started TQS 20 years ago. It’s now a $15m business, based in Auburn Indiana, with operations in the USA, Canada, and Mexico.
Prior to Chris reading The Machine, the TQS sales function consisted almost entirely of traditional field-based salespeople.
Today, those salespeople have all been transitioned to other roles and the TQS sales function is now an inside sales team.
Before the transition, TQS’s sales growth had flatlined. However, in the new inside sales team’s first twelve months of operation, just two operators were able to grow monthly bookings by 24%.
And that month-on-month revenue growth has continued ever since.
Chris Straw and Aaron Dykhuizen tell their story in the video interview below.
Sayfa Systems experienced a period of rapid growth a year or so before they started working with us, here at Ballistix. This growth exposed weaknesses in Sayfa’s operations and caused the senior team to worry about their ability to continue to scale the organization. Consequently, as you’ll discover in the interview below, our engagement with […]
I’ve noticed an interesting trend. I’m seeing organizations starting to celebrate the fact that they’re implementing SPE—inside the organization, and even outside! I’m thinking, maybe the popularity of The Machine is empowering executives to be a little bolder. Or maybe we’re just doing a better job of selling the end-state. Either way, it’s a nice trend. […]
I criticized the religion of Inbound Marketing in a previous post. Inbound Marketing: Retards Growth and Turns Marketing Folk into Zombies. I complained that marketing folk were swallowing the dogma and failing to recognize the practical limitations of inbound (or content) marketing. But what I didn’t address are two deeper points: Inbound vs outbound is […]
I’m getting tired of battling marketing departments over their irrational devotion to Inbound (and Content) Marketing. It seems that marketing folks can’t help but fall violently in love with these concepts, rendering them useless to the rest of the organization. Here’s my beef. I know, from personal experience, that the content marketing thing works, in […]
Slaying Sacred Cows
It’s all the rage nowadays. Build a team of Sales Development Reps (or SDRs) to multiply the productivity of your salespeople. Thing is, as anyone who’s watched Boiler Room knows, this is not exactly a new idea. Boiler Room features a New York bucket shop that uses a call center and high-pressure sales techniques to […]
As I write, I’m flying back to LA after attending the Inside Sales Professionals annual conference in Chicago. Today, I presented The Death of Field Sales, an introduction to our inside-out approach to the design of the sales function. Here are my observations on state of the inside-sales community. The good First, inside sales is […]
The Titanic is Sinking All is not well in sales. The sales environment, in a typical organization (most every organization, in fact), is seriously dysfunctional. But rather than focusing on the obvious dysfunction, management is busy with incremental improvement initiatives: Sales training Sales force automation (technology of various types) Bolt-on lead-generation activities (outsourced telemarketing, for […]
Four appointments a day, five days a week Jennifer retrieves her Blackberry from her purse and flicks it free of its protective case in one easy gesture. Moments later, she’s talking to David – her assistant back at head office. “Good meeting,” she answers, “you can go ahead and schedule the RDM. Yep, you can […]