Full Funnel Freedom / 034 Re-engineering the Organization to Make a Tonne of Money Consistently with Justin Roff-Marsh

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Episode notes

Today’s guest Justin Roff-Marsh is the author of The Machine: A Radical Approach to the Design of the Sales Function. He is also the founder and CEO of Ballistix, an international management consultancy specializing in Sales Process Engineering. Justin shares insights into how organizations can consistently make a tonne of money by simply re-engineering their sales processes and adopting a radical sales approach.

What You'll Learn:

- Why the top organizations focus on having fewer field salespeople

- How to cultivate a team-based approach to sales 

- Effective leadership using management by numbers

- Why commission models are never effective in sales

- Understanding the radical approach to sales

- Process-oriented leadership and why it's so effective

- How to improve the outcome of selling conversations

- How to improve your team's overall productivity

- Why leaders need to manage for consistency instead of output

- The engineering approach to processing information

If you've been in sales for the last 20 years, you'll have noticed that organizations have upped their ability to produce while struggling to boost their ability to sell. You'll also have noticed that buyers no longer like interacting with traditional salespeople. Justin believes that the sales manager of the future is one who's prepared to wrestle sales away from autonomous field-based salespeople in favor of a highly efficient team of specialists. 

Resources:

- Ballistix  https://ballistix.com/

- Justin Roff-Marsh: The Machine: A Radical Approach to the Design of the Sales Function https://www.amazon.com/Machine-Radical-Approach-Design-Function/dp/1626342245/

- The Sandler Summit 2023 https://www.hamish.sandler.com/orlando 

- Sandler on Instagram https://www.instagram.com/sandlerinyyc/  

- Sandler in Calgary - www.hamish.sandler.com/howtosandler

- Full Funnel Freedom https://fullfunnelfreedom.com 

- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/