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    The Machine

    The Machine

    The Machine

    A Radical Approach to the Design of the Sales Function

    by Justin Roff-Marsh

    For the last 20 years, organizations had been able to produce more than they’ve been able to sell. Sales management radical Justin Roff-Marsh presents a nontraditional sales approach that incorporates the division of labor, in which sales responsibility shifts from autonomous agents to a centrally coordinated team to build more efficient sales functions.

    What You'll Learn

    • Why a centrally coordinated team should be responsible for sales.
    • The four key principles for applying the division of labor to sales.
    • A model for creating the new sales environment in your organization.
    • To generate sales opportunities and manage the sales function.
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