Justin Roff-Marsh: Ballistix

Posted on by Sean Saulsbury

Justin Roff-Marsh, Founder of BallistixJustin Roff-Marsh is the founder and president of Ballistix, a consulting firm specializing in Sales Process Engineering (SPE). Justin discusses SPE, The Theory of Constraints, how he built his company and why entrepreneurs should start their businesses with no money and no plan.

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  • Plavie

    The Goal and Atlas Shrugged are indeed the two basic books every one should read. Applying TOC to larger sales organizations is a great starting point. It puts structure and process in place. It does NOT bring behavioral adjustments to sales people unfortunately. Hence the need to train them on best practiced behaviors. KeyRoad Enterprises, my company, brings these training to growing companies. Check us out: http://www.keyroad.com

  • http://www.salesprocessengineering.net Justin Roff-Marsh

    Plavie

    Training is important, sure. But I think it’s a stretch to claim that a change in environmental structure and process does not cause behavioral change.

    In my experience, it most certainly does. If you put a person in a different environment, they behave differently: simple as that.

    In the environments we build, we put 4 appointments a day in salespeople’s calendars. They willingly perform them (even without training). This is a huge behavioral change!

    I suggest that if people had a more realistic understanding of what can be accomplished with training they might attempt less and accomplish more!

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