Double-Digit Growth for Industrial Organizations
We grow industrial organizations. We do this by increasing the clock speed of the entire organization, department by department. In particular, we reengineer the front-of-house to improve service quality and massively increase sales activity.
By front-of-house, we mean those departments that support the organization’s sales function, which includes promotions, sales, customer service, design engineering, and field-sales support.
We sell the idea that organizations should optimize for speed rather than cost and introduce the organization-wide implications of this radical change in focus.
All else being equal, an organization with a faster clock speed is more profitable and grows faster. It consumes less capital, holds less inventory, and harvests greater economies of scale.
We call this approach the Speed-Based Operating System.
Read An Ode-to-Speed
https://bit.ly/an-ode-to-speed-flipbook
We help the leadership team design a practical model for the Speed-Based Operating System and a plan to transition to this new mode of operation. Then, if necessary, we chair a steering committee that assumes responsibility for leading the transition.
The result of transitioning to the Speed-Based Operating System is that the organization as a whole is optimized for speed. That’s the speed at which operating profit is generated and the speed at which growth initiatives are run.
- Each department marches to a speed-based metric (just like the standard on-time delivery metric in production environments).
- All metrics reference the rate at which operating profit is generated, not just the rate at which work is performed locally.
- And, every department has a real-time visual display of that metric on a dashboard that can be accessed by any team member, anywhere on the planet!
Besides significantly increasing your organization’s clock speed, our Speed-based Operating System results in:
- A new, better approach to day-to-day management decisions
- A new approach to the high-level design of the organization
- A new approach to sales (a focus on the pursuit of new business, rather than account management)
Managed SPE (Sales Process Engineering)
The Speed-Based Workshop workshop and the steering committee participation are included in our full-service Managed SPE program.
Managed SPE engineers highly efficient sales environments for dramatic organizational growth. It drives this growth by ensuring that our clients’ salespeople have significantly more selling conversations than their competitors’ salespeople do.
In practice, this means rebuilding organizations’ front-of-house so that account management moves to Operations and salespeople can focus exclusively on the pursuit of new business. By front-of-house we mean promotions, sales, customer service, design engineering and field-sales support.
The methodology that drives Managed SPE is based on Justin Roff-Marsh’s award-winning business book, The Machine: A Radical Approach to the Sales Function.
You can get the first four chapters of The Machine in print or as audio by visiting here. There’s no charge.
https://info.ballistixspe.com/machine-insights
Learn more about our Managed SPE Solution Design Workshop
The build of our Managed SPE solution begins with a one-day workshop. This Workshop is designed to answer the three most critical questions your organization is likely to have about Sales Process Engineering.
- How should your sales process be designed, resourced and managed?
- How should the reengineering initiative be structured?
- What will the financial impact be?
Learn more here (link to SDW page )
Useful resources
You will find a bunch of useful resources on our website in addition to those listed below.
Our Documentary: Double-Digit Growth
If you’re aiming for double-digit growth but consistently end up settling for singles, this documentary explains why (and, what to do about it).
The Shockingly Effective Approach to Selling into Project Environments
This video will cause you to rethink your approach to sales (and growth) if you sell into construction projects–or any kind of projects, for that matter.
The shockingly effective approach to selling into project environments
SPE Shorts
These quick one-minute shorts challenge conventional thinking on a wide range of topics from sales commissions and account management practices to why sales should never be responsible for revenue.
https://www.youtube.com/@Ballistix/shorts
An Ode to Speed
This mini book sells the idea that organizations should optimize for speed rather than cost and introduce the organization-wide implications of this radical change in focus.
https://bit.ly/an-ode-to-speed-flipbook
The Machine
The Machine is Justin Roff-Marsh’s Axiom award-winning book on sales transformation. In The Machine, Justin shows executives how to build a ridiculously efficient sales process to out-communicate, outsell and ultimately, outgrow their competition.
Insights eBook
This collection of articles written by Justin tells you why you should stop caring about personal relationships (as it relates to B2B selling) and almost every other touted truism used in sales. Read Justin’s insights on the fundamental problems that plague modern sales, the folly of personal relationships in B2B selling, why you need to stop paying your salespeople commissions, why revenue should always be the responsibility of Operations, never Sales and more!
Beyond the Machine Short Course
Our Beyond The Machine Short Course is a collection of four SPE master classes. Each class builds upon what’s taught in The Machine and includes practical tips and insights from building SPE at the frontlines. A typical class goes for about 25 minutes.
