{"product_id":"the-machine-a-radical-approach-to-the-design-of-the-sales-function","title":"The Machine: A Radical Approach to the Design of the Sales Function","description":"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!\nHere are just some of the radical changes that Roff-Marsh advocates (and sacred cows he slays) in this comprehensive and impeccably-argued treatise.\nSalespeople should be inside, not in the field.\nEngineers should perform necessary field sales activities.\nRevenue should be the responsibility of Operations, not Sales.\nSales should focus exclusively on the pursuit of new business.\nOnly commercial relationships are truly important.\nPersonal relationships are more likely to be the consequence of good commercial relationships than they are to be the cause of them.\nSalespeople should be paid their market value in the form of a salary.\nPiece-rate pay (commissions) should be eliminated in sales, just like it has been elsewhere.\nSales performance should be mandatory, not optional.\nSalespeople should be actively managed, and it should be a condition of their employment that they generate a commercially reasonable volume of new business.\nSalespeople should not prospect.\nThe marketing department should be responsible for replenishing salespeople’s opportunity queues daily.\nThe qualification of sales opportunities (or leads) destroys value.\nSalespeople should be selling to your competitors' customers—not to folks who are actively looking for a new supplier.\nThe Sales Development Rep role should be eliminated.\nSDRs 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.\nSalespeople should focus on selling programs, not products.\nUnless a product is new and revolutionary, it should be packaged into a program of some kind (or it should be sold without salespeople).\nShut down your branch offices and open (fewer) distribution centers.\nIt’s speed to customer that’s important (not proximity).\nThe 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.\nIf you employ salespeople and you’re committed to the growth of your organization, you really should read this book.\u003cbr\u003eASIN: 1096000555\u003cbr\u003eVSKU: DBV.1096000555.G\u003cbr\u003eCondition: Good\u003cbr\u003eAuthor\/Artist:Roff-Marsh, Justin\u003cbr\u003eBinding: Paperback\u003cbr\u003e\u003cb\u003eNote:\u003c\/b\u003e Any images shown are stock photographs and product may differ from what is shown.  \u003cbr\u003e\u003cb\u003eCondition Notes\u003c\/b\u003e: Gently used with minimal wear on the corners and cover. A few pages may contain light highlighting or writing, but the text remains fully legible. Dust jacket may be missing, and supplemental materials like CDs or codes may not be included. May be ex-library with library markings. Ships promptly!  \u003cbr\u003e","brand":"Dream Books Co.","offers":[{"title":"Default Title","offer_id":41463935303738,"sku":"DBV.1096000555.G","price":6.19,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0555\/6011\/0138\/files\/1096000555-0.jpg?v=1781286469","url":"https:\/\/shop.dreambooksco.com\/products\/the-machine-a-radical-approach-to-the-design-of-the-sales-function","provider":"Dream Books Co.","version":"1.0","type":"link"}