Joining me on this episode of Accelerate! is Justin Roff-Marsh. Justin is the author of The Machine: A Radical Approach to the Design of the Sales Function. Among the many topics Justin and I discuss in this episode are what is sales process engineering, why he believes it’s important to reduce a salesperson’s autonomy through a division of labor, why 99% of companies need both outbound and inbound sales, and the traits of salespeople who thrive in an engineered sales process environment. This is a fascinating look at the future of sales.