Justin Roff-Marsh, Ballistix THE MACHNE
(Download a Free sampler here)
Justin Roff-Marsh is the founder and managing director of Ballistix — a management consultancy with operations in both Australia and the USA. He's the author of Reengineering the Sales Process, the editor of AdVerb — a periodical that is read by 9,500 managers and academics the world over — and a popular speaker.
Justin is also an expert (Jonah) 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.
Presentation
Reengineering Sales: double sales, without increasing operating expenses
The sales function today resembles production, as it looked, around 100 years ago.
Justin will explain how to transform sales from the sole responsibility of autonomous "artisans" to a new industrialized model.
The essence of this new model is 'division of labor'. A small team of salespeople perform only field-based, business-development appointments. And everything else is centralized.
This presentation is particularly appropriate for senior executives from engineer-to-order organizations.
Justin's approach to sales management is as revolutionary as Deming's was to manufacturing.There will be two opportunities to hear Justin speak:
Friday the 24th
Concurrent Session 1
04:45 p.m. - 05:45 p.m.
Saturday the 25th
Concurrent Session 2
02:15 p.m. - 03:15 p.m.
