Reengineering the Sales Process - APICS ERP Events

Posted by Gerry Poe

apics san fernando valley"Reengineering the Sales Process" 
Presented by, Justin Roff-Marsh, Founder of Ballistix Management Consultancy.

Airtel Plaza Hotel & Conference Center (map)
7277 Valjean Avenue
Van Nuys, CA 91406
Phone: (818) 997-7676
Thursday February 9, 2012 – 5:30-9:00 pm

Imagine salespeople with four business-development appointments a day; five days a week! This is the hallmark of an effective sales process. How to achieve it, is the subject of this presentation. Our speaker will argue that sales, today, is conducted in similar fashion to production, 150 years ago. The modern salesperson is effectively an artisan: a person responsible for the entire end-to-end sales and customer-service function.

As a consequence, a typical salesperson performs just two true business-development appointments a week. Justin will show how to apply lessons from the recent history of manufacturing to multiply the effectiveness of the sales function. He’ll show you how to apply division-of-labor to the sales process to significantly increase throughput. He’ll then show you how to protect process integrity using standardization and — this is where it gets controversial — centralized scheduling.

The speaker will devote special attention to major-account-sales environments — demonstrating the importance of tight integration between sales and production, and showing how sales process engineering can deliver this. Justin will introduce you to both the logical basis for sales process engineering, and to its practical application. He’ll be happy to field questions — and, yes, even challenges — from the group.

Regardless of whether or not you ultimately choose to apply sales process engineering within your organization, this presentation will recast sales as a formal discipline — and give you tools you need to manage the sales function scientifically.

Who Should Attend: Anyone who is concerned about improving the effectiveness of individuals and organizations will gain from this presentation.

About our Speaker: For 12 years, our speaker’s deep thinking and writing on the subject of sales process engineering has blazed a trail for others to follow. Justin Roff-Marsh is the founder of Ballistix — a management consultancy with operations in both the USA and Australia.

He's the author of Reengineering the Sales Process and is currently in the process of completing The Machine (his second book). His blog is popular with managers and business owners the world over — and he’s a sought-after speaker. (sample)
Justin’s approach to the sales function is as revolutionary as Deming’s was to manufacturing. He argues passionately that the application of scientific management principles to sales is industry’s next great uncharted frontier.

His message is always controversial, but he never fails to delight audiences with his fast-paced presentation style, his encyclopedic knowledge of business and his impeccable logic.


Please register by Thursday, February 2nd to receive the $5 discount. Free parking is provided for all attendees.
No-shows who do NOT cancel at least 3 days before the event, will be billed for their meal.

To cancel, send an e-mail to and put Cancel PDM in the subject of the e-mail. Please include your name and the number of people who will be canceling (if you made a reservation for more than 1).


For questions concerning registration only please contact:

You can now pay by credit card prior to the day of the meeting or by check at the door on the day of the meeting. Credit Card payments are processed through PayPal. If you do not want to use PayPal please choose the "Pay By Check Or Cash At The Door" link. You do NOT need to set up a PayPal account to pay by Credit Card.

To register for the meeting please clich here:

Airtel Plaza Hotel & Conference Center (map)
7277 Valjean Avenue
Van Nuys, CA 91406
Phone: (818) 997-7676
 5:30 - 6:30 pm
 6:30 - 9:00 pm
Cost: Member
 $30 - Register by previous Thursday, February 2nd

$35 – February 3rd or later
Cost: Non-Member
 $35 - Register by previous Thursday, February 2nd

$40 – February 3rd or later
Cost: Student (full time with Student ID, or with APICS PDM discount card)

See you there!


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