..and now that we have a team focused solely on sales, we’re opening up a number of new doors with our existing client base.

DESCRIPTION OF FIRM

Intégro is a leadership development consultancy that helps transform organisational cultures through the development of trustbased leadership. The business has two primary divisions: we distribute Inscape Publishing Inc. Behavioural profiles throughout Australia and New Zealand – the best known being the DiSC range of profiles; we are also a global leadership development consulting company.

SITUATION BEFORE BALLISTIX

Intégro has been in business for over 30 years and during this time has established a strong client base for our profiles, and a reputation as being “the DiSC people”. In recent years our emphasis has been largely on product development within niche areas of leadership development, which has generated significant interest in our process–based methodology. We recognised that in order to accelerate the growth of the business we would require a formal sales process, with particular emphasis on opportunity management. We are a relationship–focussed business, and all of our current team were also responsible for facilitation and consulting in addition to the sales function. Struggling to follow up post–marketing activity due to the consultants’ hectic schedules, it became evident that we required a dedicated sales team to grow the business and pursue the opportunities.

THE STRATEGY DEVISED

Following our initial contact with Ballistix, our team agreed that the feasibility study
was an essential starting point to review our current sales process. A few of the key findings from this study highlighted the fact that our business model could incorporate a dedicated sales person without affecting our ability to deliver the consistency of relationship between the sales function and delivery. The other significant decision was that we needed to change our approach to marketing. In previous years our marketing was sporadic and ultimately challenging to effectively follow up leads. So incorporating a more process–based, fluid marketing approach was not only preferable to implement, but effective as well.

EXECUTION

One of the key recommendations we have is maintaining a clear understanding of your goals for the project and communicating that with Ballistix. This worked well for us, as we had been operating with a somewhat informal approach to sales management. This meant that introducing a sales “process” was new territory for the team and it took some time to gain the clarity needed regarding the benefits of being process–driven in our sales cycle. Through continuing to use open communication, and through the sales meetings, we’ve been able to find a steady rhythm that works well for our business. This includes following the Ballistix process and maintaining one of our core operating values, which requires flexibility in approach to task.

RESULTS

The addition of the sales team and the installation of the MIS have really shown us the greatest benefit. The MIS is practical and functional, as it helps us to see exactly where we are at with our opportunities. From a business management perspective, this has been one of the most valuable assets. The dedicated sales team is also working well for us by gaining us more access into our current client base. We have a number of people who purchase product from us and now that we have a team focussed solely on sales, we’re opening up a number of new doors with our existing client base.

As we are only a few months from the end of the official project with Ballistix, we have not seen a significant increase in the number of sales quite yet, not withstanding economic and cyclic influences. We are confident that the increase in appointments (up about 10 per week) and new business opportunities that we are uncovering, will continue to see us gain the growth that we are seeking. We also expect to expand this sales process model into our international organisations.

If you require any further information, please do not hesitate to contact me.

Sincerely,

LAUREN AYERS

Marketing Director

When Will Swayne, CEO of Marketing Results first met with Ballistix he was about to embark on a marketing campaign. I t soon turned out that the business’ real constraint lay in production capacity. He didn’t need to sell more: He needed to make more!

Since engaging Ballisitix Marketing Results has boosted productivity by 50 per cent, and the enhancement has been achieved in just 20 per cent of the time it typically takes.

Will explains: “We have applied TOC in many ways to a reasonably sophisticated level in our sales process. Incoming calls are now taken by a sales coordinator who has an initial chat with the prospect, sends out the company’s literature and books them in for a half-hour consultation with me. The coordinator later sends out any relevant information and follows up.”

“By taking more calls each day they can really drive lead generation, so we are maximizing a scarce resource and that relieves me of many processes. Instead of taking five hours to get a sale it takes just one hour.”

Will believes adopted properly the increase in throughput is massive.

“As a business owner you have to have the discipline to focus on the right things — your strengths. Today sales and production are the constraints, so the focus is on hiring and training for more growth.”

WILL SWAYNE

CEO | Marketing Results

Metromix is based in the state of NSW in Australia and operates three quarries which supplies the local construction materials market.

We normally sell approximately 1 million tones per annum. As a revenue improvement project we identified the benefits of being able to sell an extra 10% and what that would do our profit.

We at Metromix agreed to use the Ballistix sales process to try and achieve that goal.

What Ballistix did for us, was to run a workshop flowcharting the ‘current sales process’ and then with the input of the sales team flowchart ‘the proposed sales process’. Once the proposed sales process was agreed upon, the process of resourcing the project with additional staff and software commenced. In our case, we needed to recruit a sales coordinator and a field sales person.

The project was launched and the people were trained in the process required.

Would you believe since the launch of the project, the demand for our products has been well
above average and has put enormous pressure on our production staff. With that in mind our focus has been on selling our low volume/high margin products during this period. Although it’s too early to evaluate the sales process we are well and truly committed to it.

We enjoyed working with Ballistix and I believe the main reason our companies work well
together was simply the team was committed to the process. My only advice is that should you wish to use the Ballistix Sales Process, be committed to the project or don’t bother.

We are very much looking forward to 2008.

Yours faithfully,

WILLIAM SANDERSON

Quarries Manager
Metromix Pty Ltd

I recommended Justin and Ballistix to my senior management and BOD to undertake the ‘re-engineering’ of our sales process.

We are in a mature marketplace with excess capacity, and overzealous competitors. Justin’s science/methodology is proving to be the proper medicine for our ailing sales approach. We are enthused by the early results, and look forward to repeatable, scalable and reliable sales.

KEITH OGLIVIE

Midwesco

Just a short note to let you know that our recent project to restructure the sales team has exceeded all our expectations.

We began this process after seeing a decline in our percentage of tenders won and receiving customer feedback that we had lost intimate contact with the market.

After an extensive restructure of our sales process we are seeing a much improved success rate on tenders, greater face-to-face customer contact and revitalized employees who have a clear understanding of their role in the team.

As always, you and your team were easy to work with and represented the height of professionalism in offering consulting services.

Please pass on my thanks to your team and we look forward to working with you in the future.

ANDREW OKELY

Manager Minerals Processing
Outotec Pty Ltd

Programmed Property Services is the largest provider of Trade services in Australia in New Zealand; we have over 5000 long term maintenance contracts in Australia.

One of our core services is long term painting services. This is a part of our business that has seen very minimal growth in the last 5 years.

We engaged Ballistix to see how their system could reverse this trend.

The Ballistix process was very different to any system we have used before. Initially we were concerned that making such a drastic change to the way we currently do business could be quite disastrous. We decided to roll out the process only in 2 states and in our metropolitan offices only. This was done intentionally, to minimize the impact if the system was not successful.

The key changes we made were employing 2 sales coordinators, who effectively took control of our 4 sales peoples diaries. We also engaged a part time market research person who is assisted by our marketing manager, to develop and maintain campaigns. The sales co-coordinators were trained well in the Ballistix system and have proven to be the key factor in making this system work. We also took away the mundane day to day sales reporting functions and non sales related tasks away from our sales team.

The system was executed reasonably smoothly, some initial IT problems were soon resolved and the system was in place quite promptly. After some initial hesitance from our existing sales team, of which some members have been with the business over 15years, the system was adapted by them and now is a routine.

The system has been operating in our business for over 3 months now and although it is very early to give a true indication, so far the results have been outstanding. Our sales team has seen more NEW customers in a 3 month period that we would normally not see over a 6 month period. Our general sales inquiry is up about 40% in this new customer market. Our current win results have not yet been significantly increased, however our sales cycle is normally 6-8 months, we expect to have some of this enquiry converted within the next 3 months.

I would have no hesitation in recommending the Ballistix system to any organisation that is looking to increase the sales activity of their sale force and to better manage the capacity of their sales staff.

Yours sincerely,

NATHAN D’COUTO

Programmed Property Services

Ronstan is an Australian manufacturer of sailing equipment and stainless steel architectural fittings.

We engaged Justin of Ballistix to conduct a Solution Design Workshop as we set about a review of the way our sales force is managed, looking for new direction.

Justin’s approach was extremely effective and impressive. At the two day workshop he demonstrated an ability to understand our business and it nuances, and to tailor a solution and structure that made great commercial sense. He was very insightful and intelligent with all comments, observations and questions.

The work shop has contributed in a meaningful and significant way to our planning in the sales area. We anticipate being a far more effective sales organisation as a result of Justin’s work and we will certainly be considering using Ballistix again in an expanded role.

Managing Director

Ronstan

Southern Cross Truck Rental provides short- and long-term rental of trucks and trailers and has been servicing the rental needs of transport companies and associations across sout-west Sydney for the last 3 years.

In the past we found that Sales Representatives were difficult to manage and retain which resulted in Southern Cross Truck Rentals having no dedicated sales people and lacking a formal sales process.

Ballistix was looked upon to provide an alternative approach to our deficient sales process.

Ballistix consultants worked hands-on in our business conducting the following activities:

• Designing and implementing formal sales processes and supporting technology
• Recruiting necessary personnel
• Coaching team members and management on their critical contributions to the process
• Managing the development and integration of technology (reporting)
• Fine-tuning the project plan
• As a result of the project we are showing increase in activity, positive feedback from customers and have acquired new accounts.

During the 3 month project we found Ballistix to be dedicated, courteous and very responsive to our needs.

I have no hesitation recommending Ballistix’ services and would be happy to clarify this statement.

Yours sincerely,

STEPHEN BLACKMORE

Director

Superior Glove is Canada’s largest work glove manufacturer. The company sells specialized work gloves across North America and Europe to companies such as Toyota Manufacturing, US Steel and Alcelormittal.

Joe Geng, Superior Glove’s President was attracted to Ballistix as he believed the consultancy’s Sales Process Engineering (SPE) methodology offered a solution to his firm’s lack of clarity around the sales process.

Joe explains:

“We really had no idea what was happening day to day with our sales team. We had a gut feeling that our sales team was spending too much time on customer service issues but no way to measure how bad the situation really was.”

More specifically, Joe had concerns that sales leads weren’t being followed-up a timely manner (sometimes not at all) and the sales team was underutilized partially due to structuring sales territories on guess work.

An unfortunate consequence of this situation was that it was taking Superior Glove at least a year to determine if a new hire was effective.

“We tried in the past implementing a CRM system to help us manage our sales force and get a better understanding of what was going on in the field. This failed miserably,” explains Joe.

“Our sales management spent a lot time chasing our sales team to report on CRM but the results were spotty. Our sales team wanted to spend time selling not filling in reports on our CRM.”

Looking for a solution they reached out to Ballistix.

“We were impressed with Ballistix’s Sales Process Engineering methodology and decided to commission a project,” adds Joe.

After a challenging and exhaustive Solution Design Workshop a number of critical changes to the current sales process were mapped out:

Add a sales coordinator for every two salespeople. The goal was to give the team sales coordinators to manage calendars, book appointments, follow up leads and so on to free up a huge chunk of time so the sales people could focus on what they do best—sell!.

Restructure the customer service department to ensure that customer issues were being handled properly. This was to dramatically reduce the number of customer issues and repeat order calls that were preventing the sales team from focusing on new sales.

Implement a systematic work flow for finding and adding new distributors. In spite of the fact that a critical key for growth was finding and building relationships with new distributors, there was no formal plan in place.

Implement a sales reporting system. The data required for this report was entered by the sales coordinators and viewed by the sales manager and sales team each week.

Joe was delighted how well the changes went and, more importantly, how well the changes were embraced by the sales team.

“Most salespeople were thrilled to hand over customer service, appointment setting and sales reporting to the sales coordinators and spend all their time in front of customers, generating new business,”, adds said Joe.

According to Joe, the sales Management Information System (MIS ) implemented by Ballistix was a big breakthrough.

“The MIS was managed by the sales coordinators, not the sales people. This was huge,” explains Joe..

“It allowed us to have an accurate view of what was going on in each sales territory. This allowed our sales management to see ahead of time where we were having issues and take the appropriate actions to improve the situation. For example, we were able to see territories where a salesperson was underutilized and increase marketing efforts in that area or help the salesperson to find and set up new distributors.”.

THE RESULTS

Joe reports in the 9 months since working with Ballistix, the sales team utilization has increased dramatically to sit at an average of 80% across the entire team. More importantly, overall sales have increased by 10% in a difficult economic environment with a massive 50% increase in US sales.

“Another big breakthrough is that we now have the visibility to see if a new sales person is working out within months, not years. This has given us the confidence to add new sales people and develop new territories at a much faster pace than we ever previously dreamed possible,” concludes Joe.

JOE GENG
Superior Glove
President