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, Sales Performance Consultants, Inc
Category: Marketing

Bring science to marketing and selling organizations without causing more problems than results. Marketing and sales executives are working harder than ever to be more profitable, and more predictable. All too often they do not have the facts they need about the causes of variations in their results. Introduction to Sales Process Improvement illustrates an approach to identifying the value they create for prospects and customers. It illustrates how the analytical tools of the quality movement and Six Sigma can be applied to analyze causes for unwanted results so they can take corrective action. By this means, results can be improved and made more predictable, both for the customer and for the selling organization.