The Machine: A Radical Approach to the Design of the Sales Function
Idioma: inglés
Editorial: Independently Published, 2015
- Tapa blanda
- Usado
Librería: World of Books (was SecondSale), Montgomery, IL, Estados Unidos de AmericaWorld of Books (was SecondSale)
Vendedor de IberLibro desde 20 de diciembre de 2007
Condición: Usado - Bueno
EUR 4,44
Cantidad disponible: 1 disponible
Añadir al carritoDescripción del artículo del vendedor
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.…
N° de ref. del artículo 00109787529
- Título
- The Machine: A Radical Approach to the Design of the Sales Function
- Autor
- Justin Roff-Marsh
- Editorial
- Independently Published
- Año de publicación
- 2015
- Estado
- Very Good
- Encuadernación
- Paperback
- Idioma
- inglés
- 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.
“Sinopsis” puede pertenecer a otra edición de este título.
World of Books (was SecondSale)
Montgomery, IL, Estados Unidos de America
Vendedor de IberLibro desde 20 de diciembre de 2007
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Founded in 2002, World of Books is a leading online destination for buying and selling both preloved and new books, committed to making sustainable reading accessible to all. With a mission to help people read more and waste less, World of Books offers a huge range of affordable, high-quality books — giving both new and preloved titles a second life. The company also operates World of Books – Sell Your Books, an easy-to-use platform that allows customers to trade in unwanted books for cash, helping to keep books in circulation while promoting sustainability. As a Certified B Corp, World of Books is driven by a vision to become the world’s largest and most sustainable dedicated online bookstore. The company measures its success through the positive environmental impact it creates, the value it provides to customers, and its ability to operate profitably while supporting its sustainable mission …
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