The Machine: A Radical Approach to the Design of the Sales Function
Language: English
Published by Independently Published, 2015
- Softcover
- Used
Seller: World of Books Inc, Montgomery, IL, U.S.A.World of Books Inc
AbeBooks seller since March 23, 2026
Condition: Used - Very good
£ 6.77
Quantity: 1 available
Add to basketItem description from seller
In 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.…
Seller Inventory # CIN1096000555VG
- Title
- The Machine: A Radical Approach to the Design of the Sales Function
- Author
- Justin Roff-Marsh
- Publisher
- Independently Published
- Publication year
- 2015
- Condition
- Very Good
- Binding
- Paperback
- Language
- English
- ISBN 10
- 1096000555
- ISBN 13
- 9781096000556
Don’t read this book if you’re looking for an affirmation of the sales status quo. Roff-Marsh argues that the marketplace has changed dramatically since the evolution of the standard sales model and that radical change is being forced on organizations—like it or not!
Here are just some of the radical changes that Roff-Marsh advocates (and sacred cows he slays) in this comprehensive and impeccably-argued treatise.
Salespeople should be inside, not in the field.
Engineers should perform necessary field sales activities.
Revenue should be the responsibility of Operations, not Sales.
Sales should focus exclusively on the pursuit of new business.
Only commercial relationships are truly important.
Personal relationships are more likely to be the consequence of good commercial relationships than they are to be the cause of them.
Salespeople should be paid their market value in the form of a salary.
Piece-rate pay (commissions) should be eliminated in sales, just like it has been elsewhere.
Sales performance should be mandatory, not optional.
Salespeople should be actively managed, and it should be a condition of their employment that they generate a commercially reasonable volume of new business.
Salespeople should not prospect.
The marketing department should be responsible for replenishing salespeople’s opportunity queues daily.
The qualification of sales opportunities (or leads) destroys value.
Salespeople should be selling to your competitors' customers—not to folks who are actively looking for a new supplier.
The Sales Development Rep role should be eliminated.
SDRs are one of many common examples of sub-optimization in sales environments. You increase the salesperson’s win rate but you reduce the total volume of business won.
Salespeople should focus on selling programs, not products.
Unless a product is new and revolutionary, it should be packaged into a program of some kind (or it should be sold without salespeople).
Shut down your branch offices and open (fewer) distribution centers.
It’s speed to customer that’s important (not proximity).
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.
If you employ salespeople and you’re committed to the growth of your organization, you really should read this book.
"Synopsis" may belong to another edition of this title.
World of Books Inc
Montgomery, IL, U.S.A.
AbeBooks seller since March 23, 2026
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