Founder of Ballistix and Author of The Machine
For more than 25 years, Justin Roff-Marsh’s thinking and writing on the design of the sales function has blazed a trail for others to follow.
He’s the author of The Machine (A radical approach to the design of the Sales function) and the founder of Ballistix, an organization that builds sales and customer service teams on three continents. He’s also a practitioner in the Theory of Constraints, the process-engineering methodology Goldratt introduced to the business community in The Goal.
Justin argues for a principled application of division-of-labor to Sales. He counsels executives to reengineer their organizations so that salespeople are responsible solely for the pursuit of new business. In part, this entails replacing relationships with operational efficiency and eliminating both sales commissions and the concept of account management!