It’s not often that a radical idea enters the sales world and significantly alters the way that things are done. However, there are many assumptions about the traditional approach to sales management that are not correct, and a radical idea was needed to make things optimal. Justin Roff-Marsh, the author of The Machine, explores the radical approach of removing autonomy from the life of a salesperson in this expert sales interview hosted by John Golden.
This expert sales interview explores:
- The radical approach that increased productivity
- How salespeople often respond to the radical approach
- The three adjacent functions to remove from a salesperson’s duties
The Radical Approach:
In many different areas of work, there is a well-defined division and process of labor amongst employees. However, this is not the case for many salespeople, who are responsible not only for selling but also quoting, prospecting, lead generating, doing sales reports, etc. In order to increase productivity, an attempt was made to remove activities from the sales team.
Selling the Radical Approach:
It can be difficult to sell the idea of this radical approach to salespeople directly, but very easy to sell the proposition in practice.
Removing Adjacent Functions: Yours to Lose Business
Part of the success found with this radical approach is taking away excess responsibilities from the salespeople so that they can focus purely on selling.
Removing Adjacent Functions: Marketing
Marking teams become responsible for generating 100% of the sales opportunities, including prospecting, lead generation, etc.
Why it Works:
It’s well understood in academic circles that extrinsic rewards do not increase performance in knowledge work environments.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.