Re-Engineering Sales
  Sales are flat - and who's at fault?It's easy to blame your sales people. And according to Justin Roff-Marsh of Ballistix, many managers do, although they shouldn't. He believes that lack of sales has more to do with all the other tasks that have become a salesperson's responsibility - tasks which should be delegated to others, including appointment setting and on-going client management. The answer is to re-distribute the various roles in the sales process - it's what Justin Roff-Marsh describes as 're-engineering'. But as he tells Heather Dawson, that's not so easy when you don't HAVE a process to start with. Topics: Marketing & Sales |
 Justin Roff-Marsh, Ballistix |