The Machine: A Radical Approach to the Design of the Sales Function

The Machine: A Radical Approach to the Design of the Sales Function

A silent revolution in salesIn The Machine, Justin Roff-Marsh shows readers how to follow the intrepid executives on three continents who have implemented his ideas over the last 15 years, building ridiculously efficient sales functions–and market-dominating enterprises–as a consequence.

Roff-Marsh calls these executives his silent revolutionaries.

This revolution has been brewing for a long time. For the last 20 years, organizations’ ability to produce has overtaken their ability to sell, and, for at least as long, customers have unfailingly embraced every opportunity to avoid interacting with traditional field salespeople.

Applying the division of labor to sales might not seem controversial, but this innocent-sounding idea decimates the sales management orthodoxy and replaces it with a strange new world where sales is primarily an inside activity, where salespeople earn fixed salaries and focus their attention exc

Price: