YOURS FREE: The Machine Sampler
The Machine: A Radical Approach to the Design of the Sales Function
Hardcover & Kindle by Justin Roff-Marsh
The elusive nature of double-digit growth.
Most industrial businesses aim for double digit growth. But each year, because of a simple design flaw, we end up settling for single digits. Ignoring this flaw leads us to make four big mistakes that artificially handicaps the growth of our organizations.
Fortunately, this problem is pretty easy to fix—in theory. (It’s a little more complicated in practice.) The Machine shows how to redesign your sales organization for double-digit growth, year after year. You can get the first four chapters in print or as an audio book.
Get the Machine Sampler
Printed copies only available in USA, Canada, UK, Australia and New Zealand. You can buy the full version from Amazon here.
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What's inside the book?
Request the Sampler and we will give you the first 4 chapters of The Machine plus a heap of bonus content.
Introduction
- The Titanic is sinking
- Quiet revolutionaries
- Are things really that bad?
- A new assumption
Chapter 1: After the revolution
- Four appointments a day, five days a week
- Management by numbers
- Arresting the decline
- Theory into practice
Chapter 2: Four key principles (and how to win a boat race)
- Why do we persist?
- How did we get here?
- Directions of the solution br Putting division of labor to work: four key principles
Chapter 3: Re-envisioning the sales function
- Principle 1: Centralize scheduling
- Principle 2: Standardized workflows
- Principle 3: Specialize resources
- Principle 4: Formalize management
Chapter 4: The death of field sales
- The modern field salesperson is a misnomer
- Why customers postpone interaction with salespeople
- The inside-out approach to sales
- The economics of inside sales