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The Machine: A Radical Approach to the Design of the Sales FunctionBy Justin Roff-Marsh
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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 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. Readers will embrace The Machine either to exploit the new sales order or to avoid falling victim to it.
- Sales Rank: #24348 in Books
- Published on: 2015-10-20
- Original language: English
- Number of items: 1
- Dimensions: 9.10" h x 1.10" w x 6.10" l, .0 pounds
- Binding: Hardcover
- 244 pages
Review
"We doubled our top-line revenue in the year following our implementation of The Machine and are applying these same concepts to an international company we just acquired and seeing the same sort of gains in effectiveness."
--Aubrey Meador, President of ARCA
"The pioneering work of Justin Roff-Marsh in the design of effective sales 'machines' is, in my view, world leading. Organizations who ignore it in the connected, globally competitive twenty-first century do so at their peril."
--John Lyons, independent company director and coauthor of Marketing without Money
"There's no reason for the sales department to be the least predictable and most chaotic part of a company. The Machine offers a proven system for growing sales in an organized, consistent way."
--Andrew Warner, Founder of Mixergy
"In his provocative book, The Machine, Justin Roff-Marsh has thoughtfully and forcefully challenged the status quo as it pertains to the design of the sales function. Some readers will be angry, some dismissive, and a select few will be enlightened by this alternative approach."
--Mike Schleyhahn, President of Swagelok San Diego
"The Machine will challenge everything you know about the sales process! It makes a lot of sense, passes all logical tests, and in the end, might just keep you awake at night. I can attest that the ideas are valid and the payoffs real."
--Jeff Stuart, President of Hydra-Power Systems Inc.
"Justin's approach to addressing the tired structure of sales environments is nothing short of revolutionary. The Machine shows how to drive growth with a tightly synchronized machine, as an alternative to herding individual salespeople."
--Paul O'Dwyer, author and business growth coach
"Justin's book is a delight. Justin translates the idea that the whole is greater than the sum of its parts to sales, demonstrating that there is a substantially better way to sell."
--Humberto R. Baptista, CEO of Vectis-Solutions and lecturer at TOC Schools
"As an operations guy, I'm driven by process, efficiency, and repeatability. The notion that the sales function is an art immune from the rigors of process has never sat well with me. The Machine shatters that myth."
--Marc Allman, COO of AMS Controls
"Justin Roff-Marsh gets to the root causes of underperforming sales quickly and succinctly. It is clear he knows sales inside and out and has thought deeply about the profession's problems. The book is both global in its implications for sales and practical in its applications for selling."
--Charles Coury, President of 9Wood
"We have worked with Justin and his team for the past seven months and I am continually impressed with the team's professionalism and knowledge."
--Jim O'Connell, President of Hotsy Pacific
About the Author
Justin Roff-Marsh is the founder of Ballistix and the developer of Sales Process Engineering. Ballistix builds highly efficient sales functions for organizations in North America, Australia, and the United Kingdom. Sales Process Engineering is a radical approach to the design and management of sales functions. Roff-Marsh propagates his (generally controversial) ideas via his popular blog (salesprocessengineering.net) and via a busy international speaking schedule.
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