Summary of The Machine

A Radical Approach to the Design of the Sales Function

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The Machine book summary
Blunt talk about what’s wrong with sales, and how to fix it.


8 Overall

8 Applicability

8 Innovation

8 Style


Brace yourself for plain talk about what’s wrong with sales and marketing. Consultant Justin Roff-Marsh says that traditional approaches no longer work: inventories pile up; customers avoid visits from field salespeople; sales technology makes things worse; and commissions and bonuses drive salespeople to underperform. Roff-Marsh, a survivor of the hard-knocks world of sales, interlaces his old-school approach to leadership with a gentler understanding of human motivation. His examples, if sometimes strident, provide sound solutions. Even seasoned sellers, sales executives and CEOs will discover challenging new tactics and strategies for reinventing sales. getAbstract recommends Roff-Marsh’s change-driven manual as an illuminating treatment of an alternative tactic for daring salespeople, sales managers, and senior leaders seeking an original and comprehensive sales strategy.

In this summary, you will learn

  • Why traditional sales approaches no longer work and
  • How to implement a new approach that will increase sales without increasing costs.


Forget What You Know
Despite tremendous changes in organizations and the marketplace, sales operations in companies look much as they did five decades ago. The conventional wisdom that most firms invariably follow results in familiar sales organizations under the leadership of a manager...
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About the Author

Speaker and consultant Justin Roff-Marsh counsels firms about changing their sales methods.

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