Prescription For Growth (with Justin Roff-Marsh): Johannesburg

The event

Spend a day with Justin Roff-Marsh (author of The Machine) at this special one-day workshop hosted by Belgotex South Africa. Join your peers (owners and senior executives from South African manufacturers and industrial sales organizations) for a lively and entertaining discussion.

The objective for the day will be for each executive to fashion a simple (but detailed) plan to expedite the growth of their organization.

Ticket Price

Prices in USD.

Inclusions

Your fee includes the 8-hour workshop, lunch, and coffee and refreshments throughout the day.

You also have the option to bring a colleague (for a discounted fee) and to stay on for a post-workshop drink with Justin and fellow travellers at the hotel bar.

Agenda

This workshop starts with a practical growth formula and progresses through the steps you will need to take to actualize this formula. Theory is discussed only to the extent necessary to confirm that the formula is robust.

1. A simple, generic growth formula. Justin’s formula is powerful but deceptively simple. The key idea is that you ensure that your organization participates in a hugely disproportionate percentage of the selling conversations that occur in your marketplace (relative to your marketshare). 
2. Structuring for growth. This is easier said than done. Practically it requires a restructuring of your organization. The good news is that this restructure will provide a number of meaningful improvements in your operational performance.
3. The design of sales. You guessed it, a redesign of sales is required to enable a massive increase in the volume of selling conversations (without a commensurate increase in payroll cost).
4. The integration of sales and marketing. The traditional relationship between sales and marketing must be turned on its head. Marketing must generate sales opportunities on a just-in-time basis (they must subordinate to sales).
5. The role of management. This transition is no walk in the park for management. And the new, high-growth business model will require a dramatically different approach to supervision. Like racecar engines, massive increases in efficiency come at the expense of greater fragility.