Ballistix built an event program that generates 50% of the region’s sales opportunities while simultaneously reducing costs from an overhead perspective. We have also reduced the size of field sales team from 10 to just a few — and transferred the remaining salespeople.
The result is an easily scalable sales process where BDMs now perform three times as many appointments with one-third fewer people in that position and management has complete visibility of existing opportunities. Kitagawa has gone on to record an on-time delivery rate of 95%.
The consistency of activity has meant that ESP sales are 400% greater than the target we set for Ballistix — and more than 600% greater than the sales level we were achieving prior to re-engineering