Introduction to Sales Process Improvement

Gaining More of the Right Customers at Higher Margins and Lower Costs with Lean and Six Sigma

by Michael J. Webb

Number of pages: 182

Publisher: Sales Performance Consultants, Inc.

BBB Library: Sales and Marketing

ISBN: 9780977107209

About the Author

Michael Webb is the author of "Sales and Marketing the Six Sigma Way" (Kaplan, 2006), Introduction to Sales Process Improvement (SPC, Inc., 2005), and numerous articles on sales management, sales process, and sales kaizen.


Editorial Review

Marketing and selling often represent about half of the costs incurred in any business. There is enormous, and largely unseen, opportunity in most business to improve the performance of marketing, selling and servicing. Yet this world is comprised of human beings where perceptions and emotions rule.

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Wisdom to Share

Many business people think of quality and measures of quality as applicable only to products and services delivered to external customers.

Leads come from customer inquiries, cold calls, trade shows, websites, and similar efforts.

Sales process improvement aims to reduce defects that cause variation in the results of the sales process.

The “scientific approach” of Six Sigma shifts the basic of decisions from the realm of opinion to the realm of facts.

Many organizations bury themselves in ream of information about their marketing and selling operations.

In business, value takes many forms and can be measured in various ways, the most obvious being money gained or saved.

Sales help prospects and customers recognize their problems and solutions, help them make decisions, and generate a decision to take action.

To achieve improvement, you need clarity on the activities and results within the production process.

Sales process improvement provides the foundations necessary to apply tools from lean manufacturing and Six Sigma to solve sales and marketing problems.

Good marketing and selling in and of itself creates value for the customer.

Marketing and selling often represent about half of the costs incurred in any business.