This book is profoundly comprehensive in dealing with its subject matter, covering every aspect from the details of a phone call to a customer for a specific purpose all the way up through the organisation to the strategic responsibilities of boardroom management. The well reasoned advice and specific do's and don'ts makes it crystal clear that Mr. Roff-Marsh has practiced what he preaches over many years and with many and varied companies and honed his approach into a proven business transformation methodology. I completely agree with another reviewer here that the book touches on much more than just sales.
I already had some knowledge of Theory of Constraints (TOC) which helped a lot, but this book lays out a particularly lucid path on how to implement Sales Process Engineering (SPE). Many books on TOC do not go as far with the nuances of the specific actions to take, and in which order, to ensure you begin to see the desired effects. I particularly liked how Mr. Roff-Marsh broadened the discussion by tying in the consequences of all manner of developments which have occurred since the Industrial Revolution and which explain why some of the things we take for granted are the way they are, not necessarily the way they should be.
The style of writing comes across as highly educated and the book flows extremely well from one subject to another. I really enjoyed reading it and I actually found a few passages "exciting" to see how they would turn out. Not the case studies, which might usually be the case, but the actual description of the process engineering steps themselves!
Mr. Roff-Marsh is very explicit on what is the "right" way and the "wrong" way which sat comfortably with me because the reasoned cause and effect logic is hard to argue with. Even though it seems just like common sense, it takes a strong vision and a firm approach to overcome inertia and implement real and lasting organisational change when there are many stakeholders involved. You won't have much luck sitting on the fence and there is none in this book. Consequently everything is specific and actionable.
I've seen sales done the traditional way (and done it myself when I had to) but after reading this book I can't imagine doing so again. With the SPE knowledge laid out in the book, not just what it is but how to do it, it would simply be illogical to persist with the traditional approach because the cause and effect relationships from your actions are completely missing. That is perhaps the most powerful part of the SPE approach. Everybody can see the effects of their actions and how their particular actions contribute to the whole system, including the fulfillment side of the business!
So, even if you've only read half this far, I cannot recommend this book highly enough. The length of this review is testament to how much time I'm prepared to invest in promoting it. I consider Mr. Roff-Marsh a thought leader in his field and the knowledge he shares in this book is worth its cover charge plus your small time investment multiplied by thousands.
Add Prime
to get Fast, Free delivery
Download the free Kindle app and start reading Kindle books instantly on your smartphone, tablet, or computer - no Kindle device required.
Read instantly on your browser with Kindle for Web.
Using your mobile phone camera - scan the code below and download the Kindle app.
Book recommendations, author interviews, editors' picks, and more. Read it now.
Customers who viewed this item also viewed
Page 1 of 1 Start overPage 1 of 1
About the author
This book does for sales what The Goal did for manufacturing
Learning how to implement a sales process is one thing, but redefining an entire sales system is another. The teachings of this book have had amazing impact to our moral and more importantly, our bottom-line. This book has led our company to prosperity in following it's basic principles of 1. Centralized Scheduling, 2. Standardized Workflows, 2. Specialized Resources and 3. Formalized Management
Top reviews from the United States
There was a problem filtering reviews. Please reload the page.
- Reviewed in the United States on November 6, 2015
- Reviewed in the United States on November 19, 2015
- Reviewed in the United States on November 23, 2021
- Reviewed in the United States on October 20, 2020
Top reviews from other countries
-
- Mark JenkinsReviewed in the United Kingdom on January 3, 2016
If you have a leadership role in sales, buy this book
- Peter Bl.Reviewed in France on November 21, 2015
Excellent and clear explanation of a brilliant concept
