This book challenges everything you thought you knew about sales! It then presents a radically new approach to the design and management of the sales process.

Let’s be honest. Sales in a typical organization (most organizations in fact), is seriously broken. But rather than focusing on the obvious dysfunction, management is busy with incremental improvement initiatives such as:

1.    Sales training
2.    Sales force automation 
3.    Bolt-on lead-generation activities 
4.    New commission structures and incentives

Trouble is, none of these activities actually address the root cause of the dysfunction. Sure, they may offer a temporary lift but things always go back to the way they were!

This eBook, The Machine, presents a radically different approach to the design and management of the sales function. It challenges the standard sales models and presents a new environment where salespeople just sell.
And an environment where all other activities are performed by a tightly synchronized, head-office-based, sales-support team.

We call this new way of thinking Sales Process Engineering (SPE). Those organizations that apply SPE discover the following benefits:

1.    A huge increase in the volume of sales appointments (on a per-capita basis)
2.    A significant increase in the territory that can be covered by the existing sales team
3.    A dramatic improvement in customer-service quality
4.    NO increase in operating expenses

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