**A silent revolution in sales**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.

lgli/The Machine A Radical Approach to the Design of the Sales Function 1626342245.epub

lgrsnf/The Machine A Radical Approach to the Design of the Sales Function 1626342245.epub

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La máquina Un enfoque radical del diseño de la función de ventas

La machine Une approche radicale de la fonction vente

Business book summary, Austin, TX, 2015

United States, United States of America

Austin, Tex, 2015

PS, 2015

0

lg2333747

{"isbns":["1626342245","9781626342248"],"last_page":240,"publisher":"Greenleaf Book Group Press"}

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. A silent revolution in sales 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

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 ... 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{u2019}s Prepared To Wrestle Sales Away From Autonomous Field-based Artisans In Favor Of A Tightly Synchronized Team Of Specialists.--from Publisher Description. Part 1. The Case For Change And A New Model. After The Revolution -- Four Key Principles -- Reimaging The Sales Function -- The Death Of Field Sales -- The Machine Within The Machine -- One Big Idea, Many Possible Applications -- The End Of Commissions, Bonuses, And Other Artificial Management Stimulants -- Part 2. Putting It All Together. Formulating A Plan -- How To Convert Opportunities Into Sales -- How To Generate Sales Opportunities -- Technology: Why Crm Sucks! -- Managing The Sales Function. Justin Roff-marsh. Includes Bibliographical References And Index.

Préparez-vous à une discussion franche sur les dysfonctionnements des fonctions vente et marketing. Justin Roff-Marsh, consultant, affirme que désormais l'approche traditionnelle ne fonctionne plus : les stocks s'entassent, les clients tentent de se soustraire aux visites des commerciaux, les technologies commerciales ne font qu'empirer les choses et le système de commissions et de primes pousse les vendeurs à sous-performer. Roff-Marsh, qui a survécu à la dure réalité du monde de la vente, associe à son approche 'vieille école' du leadership une compréhension plus nuancée de la motivation humaine. Les exemples auxquels l'auteur fait référence, bien que quelque peu hardis, fournissent des solutions censées et logiques. Les vendeurs, les directeurs de vente et les PDG les plus chevronnés découvriront des stratégies inédites et ambitieuses susceptibles de réinventer la fonction commerciale. getAbstract recommande sa démarche axée sur le changement en tant qu'analyse instructive d'une approche alternative à l'intention des vendeurs, responsables commerciaux et cadres supérieurs audacieux, soucieux de déployer une stratégie de vente inédite et globale

Prepárese para hablar claramente acerca de lo que está mal con las ventas y la mercadotecnia. El consultor Justin Roff-Marsh dice que los enfoques tradicionales ya no funcionan: los inventarios se acumulan; los clientes evitan las visitas de los vendedores de campo; la tecnología de ventas empeora las cosas, y las comisiones y bonos llevan a que los vendedores rindan por debajo de lo esperado. Roff-Marsh, un superviviente del mundo de las ventas duras, entrelaza su enfoque de la vieja escuela con un liderazgo con una comprensión más moderada de la motivación humana. Sus ejemplos, si bien a veces son estridentes, proporcionan soluciones sólidas. Incluso vendedores experimentados, ejecutivos de ventas y presidentes ejecutivos descubrirán nuevas tácticas y estrategias desafiantes para reinventar las ventas. getAbstract recomienda el manual impulsado por el cambio de Roff-Marsh como un tratamiento ilustrativo de una táctica alternativa para vendedores audaces, gerentes de ventas y directivos de alto nivel que busquen una estrategia de ventas original y completa

2019-02-20