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 necessar...