008: Justin Roff-Marsh, The Machine

Justin Roff-Marsh is the author of The Machine, which is a philosophy of taking an engineering approach to building a polished sales process, especially in complex sales. I had a few questions for Justin on division of labor within a sales team as well as the employee vs entrepreneur mindset in the workplace today.

  • Should your sales team be a collection of that prototypical rainmaker, working on his own pipeline? Or should you build a team of tightly trained specialists? Justin provides has a very passionate answer along with a framework of how to think about it.
  • Should you give bonuses to your sales team? Justin says NO! And his logic makes a lot of sense.
  • Should you focus more on inside sales or outside sales? Find out inside the episode!

For more info on Justin’s consulting, check out the Ballistix website.