About this Presentation
In the 1950s, a significant change in the relationship between B2B vendors and their customers came into sharp focus. In 1954, in California, Ray Kroc sold milkshake machines for Prince Castle from the trunk of his car. Then, in 1959, Xerox energized the sales of their revolutionary 914 copier with their pay-per-print proposition. In the first case, the milkshake machine salesperson directly generated revenue for Prince Castle. However, with Xerox's pay-per-print proposition, the salesperson was no longer directly responsible for revenue generation. The sale of the contract was loosely coupled with revenue generation. Today, most commercial relationships more closely resemble the Xerox model. However, many sales departments are still structured and managed as if they were directly responsible for revenue generation. This profound misunderstanding of how revenue is generated leads to a litany of bad decisions. The consequences include distracting salespeople from pursuing new business, adding unnecessary friction to customer transactions, and systematically under-resourcing sales departments. This presentation highlights this critical design flaw and presents the structural changes required to reignite growth.
What Will You Learn
To help you get the most value from this session, we’ve highlighted a few key points. These takeaways capture the main ideas and practical insights from the presentation, making it easier for you to review, reflect, and apply what you’ve learned.
The application of TOC in the healthcare industry, specifically in a hospital setting, has shown significant improvements in efficiency and patient outcomes.
The implementation of a performance-based payment system in the Chronic Wound Therapy program has resulted in better patient outcomes and cost savings.
Visual management and creating buffers have been effective strategies in managing patient flow and resource utilization in the hospital.
Instructor(s)
Justin Roff-Marsh
For 20 years, Justin Roff-Marsh’s deep thinking and writing on Sales Process Engineering has blazed a trail for others to follow. Justin is the author of The Machine: A Radical Approach to the Design of the Sales Function. (Winner of Gold in the Sales category of the Axiom Business Book Awards.) And he’s the founder of Ballistix—a consultancy with operations in the USA and Australia, delivering engagements worldwide. Although Justin was a science nut as a child (and still is today), he commenced his career in sales. He sold insurance and then progressed to manage a team of 100 salespeople. He then co-founded a firm that sold financial education and quickly discovered that his product lacked the margins required to sustain a typical field-based sales force. He developed his approach to sales process engineering in response to this challenge. 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.