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

The Machine: A Radical Approach to the Design of the Sales Function
ISBN-10
1626342245
ISBN-13
9781626342248
Series
The Machine
Category
Organizational change
Pages
240
Language
English
Published
2015
Author
Justin Roff-Marsh

Description

"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 ... 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 exclusively on selling conversations, where regional sales offices become redundant, and where marketing and engineering become seamlessly integrated with sales. The Machine is a field guide for the executive who’s prepared to wrestle sales away from autonomous field-based artisans in favor of a tightly synchronized team of specialists."--From publisher description.

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