The Machine
A Radical Approach to the Design of the Sales Function
Summary:
The book advocates for a revolutionary redesign of the traditional sales function, proposing a model where sales is integrated into a synchronized system similar to a production line. It emphasizes process over individual performance, suggesting that a team-based approach and the division of sales tasks can lead to increased efficiency and scalability in sales operations.
Key points:
1. SPE: Sales Process Engineering applies lean manufacturing principles to sales, streamlining the process for better efficiency.
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