Why the design of your organization is all that’s between you and double-digit annual growth Most modern organizations force salespeople to spend nearly all their time on account management and only a fraction of their time actually talking to new prospects. What you need to do instead is create an environment that frees salespeople to dedicate 100% of their time to the pursuit of new business (new customers and new categories to existing customers). But this is easier said than done as it requires a complete rethink in the design and function of operations, marketing and of course, sales. If you’re not growing to plan, it’s not a sales problem. It’s an organizational design problem that manifests within the sales department. A sales model for double-digit growth The Machine shows how to redesign your sales organization for double-digit growth, year after year. You can get the first four chapters in print or as an audio book by visiting the page below. If you prefer to read the book in its entirety, you can buy the full version on Amazon (just search The Machine Justin Roff-Marsh in the Amazon store). GetTheMachineFree.com getthemachinefree.com
Industrial Distribution September/October 2023: Page 2
