The Machine: A Radical Approach to the Design of the Sales Function

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 Here are just some of the radical changes that Roff-Marsh advocates (and sacred cows he slays) in this comprehensive and impeccably-argued treatise.Salespeople should be inside, not in the field.Engineers should perform necessary field sales activities.Revenue should be the responsibility of Operations, not Sales.Sales should focus exclusively on the pursuit of new business.Only commercial relationships are truly important.Personal relationships are more likely to be the consequence of good commercial relationships than they are to be the cause of them.Salespeople should be paid their market value in the form of a salary.Piece-rate pay (commissions) should be eliminated in sales, just like it has been elsewhere.Sales