Justin Roff-Marsh

Justin Roff-Marsh is a sales management radical. He takes issue with the starting assumptions that underpin the traditional approach to sales management and, consequently, rails against standard practices like salespeople's autonomous mode of operation, commission-based compensation, salespeople's ownership of accounts and much, much more! In place of the traditional approach, he advocates that the sales function should be a 'machine', featuring the division of labor, the centralization of everything other than critical field visits and a formal approach to management. After school, Justin rejected an offer from an engineering college and, instead, opted to study classical ballet full-time. While he loved ballet, he didn't care for the lifestyle of a dancer so he changed direction again. He achieved immediate financial success as commissioned insurance salesperson then progressed rapidly to sales management. Before leaving the insurance industry he ran a team of 100 salespeople. His next stop was a financial-services start-up and it was there that he developed his radical approach to sales. This approach contributed to the rapid growth of The Hudson Institute (Australia) which, in turn, prompted Justin to pine for his own business. He founded Ballistix as a direct-marketing agency some 20 years ago and subsequently added consulting services. Today, Ballistix has clients in Australia, the United Kingdom and the United States of America. Justin emigrated to the USA in 2008 to lead Ballistix's growth there (and to hone his tennis game in the Californian sunshine!)