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The Machine: Interview with Justin Roff-Marsh

Dr. Cindy Gordon and Justin Roff-Marsh discuss Justin’s latest book entitled “The Machine” in which he asks executives to wrestle their sales teams away from autonomous field-based artisans in favor of a tightly synchronized team of specialists.

Through Sales Process Engineering (SPE), Roff-Marsh outlines:

• Why it’s imperative for organizations to shift to this new sales function SPE design,
• Real-world success stories of implementing the structure
• The six deeply held sales assumptions that trap most executives
• The death of field sales
• Another approach to sales compensation
• The problems with CRMs

More information on “The Machine” can be found at Justin Roff-Marsh web site.