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Modernize Your Sales Force Structure for Sales Gains

Randy MacLean, President — WayPoint Analytics

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Over time, sales costs have grown to be the largest expense category in many businesses. This is because the organization and execution of the sales process has been largely untouched by the automation and efficiencies seen in every other aspect of business. Simply put, most companies are working from a decades-old model, poorly suited to today's environment.

Justin Roth Marsh explains the problem and offers a new model in his book, "The Machine." This new model recognizes that it's time to bring the benefits of division of labor to the aging sales force. The days of a road warrior sales person, doing it all for their customers, are over. With the average age of a commissioned sales rep being 58 years old, and the average age of their customer contacts being in the millennial range, traditional wholesale distribution sales are fast finding themselves on the losing side of the profit equation.

Properly and strategically structuring your sales force, putting the right people in the right jobs, can bring down the cost of the sales force, increase their effectiveness, and lead to growth.

Pick up a copy of "The Machine" by Justin Roff-Marsh at https://www.amazon.com/Machine-Radical-Approach-Design-Function/dp/1626342245

Audio file: wp-tips_07.mp3