Until now, TOC (Theory of Constraints) has lacked a systemic approach to sales management. In Reengineering the Sales Process, Justin Roff-Marsh presents a comprehensive and carefully reasoned approach to the design, resourcing and management of this critical process. This approach applies process-engineering principles to mechanize the process (standardization, division of labor and automation); and drum-buffer-rope to synchronize its operation. The result is a process where salespeople focus exclusively on business-development appointments (five a day, five days a week); where all activities are scheduled by a central sales support team; where commissions and bonuses are eliminated and where management has insight into and control over activities at the most granular level possible. As well as theory, this book provides guidance on execution. How exactly to generate sales opportunities, how to manage promotional expenditure, how to work with resellers, and how to produce effective collateral material. It also contains a set of case studies on how to apply the Sales Process Engineering (SPE) suggested by the author.
Book Description
Editorial Reviews
Review
Reengineering the Sales Process fills a gap in the Theory of Constraints knowledge. Marsh systematically shows the reader an approach to getting more sales by applying drum-buffer-rope to the sales process. This is a must read for all VP of Sales and anyone interested in Sales Process Engineering (SPE)" --Dr Lisa Lang, TOC Expert, Science of Business
About the Author
For years, Justin Roff-Marsh s deep thinking and writing on the subject of sales process engineering has blazed a trail for others to follow. Justin is the founder and managing director of Ballistix a Brisbane-based management consultancy, servicing clients in Australia, and the USA. He's the author of Reengineering the Sales Process and the editor of AdVerb a periodical that is read by over 10,000 managers and academics the world over. He s an expert in the Theory of Constraints the process-engineering methodology that underpins Ballistix s contrarian approach to the sales process. Justin s approach to the sales process is as revolutionary as Deming s was to manufacturing. He argues passionately that the application of scientific management principles to the sales process is the next great uncharted frontier for industry. Justin is a math and science nut with a background in sales. Some 12 years ago, he left the Hudson Institute (a national financial-planning firm he helped launch) to start a direct-marketing agency a firm that benefited from these two qualities. Over the next few years, Justin laboured to extend statistically-based management principles from promotions to the entire sales process. His goal was the application of division-of-labour to sales freeing salespeople from all tasks other than the performance of business-development appointments. His breakthrough came when he figured out how to apply shop-floor (factory) scheduling to the management of sales process resources. His method (sales process engineering) has been embraced by divisions of organisations including Drake (Aust.), GE Energy (US), Eagle Datamation (Intl.) and an assortment of smaller businesses in Australia, New Zealand and the USA.
Product Details
Would you like to update product info or give feedback on images?
|
Customer Reviews
|
Share your thoughts with other customers:
|
||||||||||||||||||||||
|
Most Helpful Customer Reviews
1 of 1 people found the following review helpful:
5.0 out of 5 stars
Reengineering is transforming,
By
Amazon Verified Purchase(What's this?)
This review is from: Reengineering the Sales Process (Paperback)
This book is revolutionary. Over the last 25 years I've worked as an executive manager and a consultant to business and industry. I have always felt most impotent in dealing with sales and marketing departments because in so many organizations they are treated as though there is some mystique about what they do and how they do it.
REENGINEERING THE SALES PROCESS cuts through all the clutter in no uncertain terms and lays out an effective plan for shedding the smoke and mirrors and giving executives a real "process" to measure and management. Read it!
Share your thoughts with other customers: Create your own review
|
|
What Other Items Do Customers Buy After Viewing This Item?
Tags Customers Associate with This Product(What's this?)Click on a tag to find related items, discussions, and people.
|
Sell a Digital Version of This Book in the Kindle Store
If you are a publisher or author and hold the digital rights to a book, you can sell a digital version of it in our Kindle Store.
Learn more
Customer Discussions
|
This product's forum
Active discussions in related forums
Search Customer Discussions
|
Related forums
|
