"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.…

In this book, Justin Roff-Marsh shows readers how to follow the intrepid executives on three continents who have implemented his ideas over the last 15 years, building ridiculously efficient sales functions, and market-dominating enterprises, as a consequence. "The Machine" is a field guide for the…