Justin was featured in the May-June 2025 edition of the Industrial Distribution magazine. His feature article argues against the traditional Cost-Based Operating System and proposes a new alternative – the Speed-Based Operating System. May-June 2025 Read Article
My answer to the question posed in this headline is “no.” In most cases, salespeople should not be able to view the revenue associated with individual accounts they’ve won? June, 2023 View Article
Let’s assume you’re a salesperson. You have a compelling proposition for your target customers, but there’s one small problem. Your customers only make purchasing decisions periodically. This means that, most of the time, when you reach out to a prospective customer, they are not interested in having a conversation with you. March, 2022 View Article
There are two types of sales transactions: yours-to-lose and yours-to-win. Left to their own devices, salespeople will focus on the former and ignore the latter. It’s your job as a responsible, growth-minded executive to insist that they flip their priorities. October, 2021 View Article
If you hear a crazy idea often enough, there’s a danger that you’ll come to passively accept it — particularly if it’s on the periphery of your primary interest area. The commonly accepted idea that “sales leads are scarce” is one such idea. June, 2021 View Article
Assuming that a business has a compelling product (or service), and the ability to execute flawlessly, then growth should be simple. All that business must do is out-communicate its competitors. June, 2021 View Article
When you move your salespeople from commission to salary, they will not leave. (That’s assuming that they continue to receive the same net income, of course.) However, you will gain the ability to manage your salespeople like other team members. April, 2021 View Article
If you make revenue the responsibility of your sales department, you will handicap the growth of your organization. If you want your organization to grow, operations should be responsible for revenue and your sales department should focus exclusively on new business. March, 2021 View Article
Most executives think of sales as an outside activity. Justin Roff-Marsh claims that it isn’t and that it hasn’t been for at least 15 years. February, 2021 View Article
Okay, so thanks to COVID-19, your field salespeople are grounded. But, I’m here to argue that you should have grounded your field force 10 to 15 years ago! October 2020 View Article
