Los Angeles, CA - The sales environment in a typical organization (most every organization, in fact), is seriously dysfunctional. But rather than focusing on the obvious dysfunction, management is busy with incremental improvement initiatives. The Machine presents a radically different approach to the design of the sales function. It challenges the standard autonomous-agent model where individuals are responsible to sell with a process well known to the manufacturing industry for more than 150 years namely: division of labor and centralized workflow management. According to the book’s author, Justin Roff-Marsh, this results in the sales function transitioning from its current pre-industrial form to a process (in the formal sense of the word). The implications for sales are significant:
- Salespeople are freed to focus exclusively on selling (four appointments a day, five days a week)
- Salespeople are supported by a team of specialists who take responsibility for promotion, clerical tasks and technical activities
- The management of sales opportunities (and salespeople's calendars) is centralized and management is provided with both current and accurate data and with the control required to execute their decisions
For more information, please visit www.fourappointmentsaday.com.
