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Sales Process Measurement Shows How to Double Revenues Per Employee?

by Michael Webb | Comments (0)
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A while ago I published a white paper linking the sales process to a firm's profitability ("What Impact Does Your Sales Process Have on Your Financial Statements?") People all over the world have complimented that article.

If that subject interests you, you might also want to

  • Gain the cooperation of sellers and marketers in measurement work
  • Get the hard financial data senior executives need (to avoid costly management mistakes)
  • Find useful data in your accounting system (despite the abysmal state of sales and marketing accounting processes)

These are just some of what you'll learn in my new book; "Sales and Marketing the Six Sigma Way" (released this week by Kaplan Publishing - formerly Dearborn Trade Publishing).

Double Revenues per Employee?
For example, Chapter 3 includes a case study in which executives learned that poor qualification criteria was increasing their acquisition cost by 32% (of course, that's Cost of Poor Quality to you Six Sigma folks!).

Most important, reinvesting those resources in an improved process (not hard to do) doubled the company's revenues with the same number of employees!

The President of a mid-sized distribution and services firm in the oil industry wrote me this note about the book:

"Michael,
Thank you very much for an advance copy of your new book. I've started reading it and it has already helped. I noted something that's obvious (now that I've read it): 'We know whenever value has been added by the actions taken or not taken by the customer…' makes total sense! Thanks again."

Mushahid Khan
President, O'Rourke Petroleum

Visit the Amazon page for "Sales and Marketing the Six Sigma Way" right now and purchase the book at a discount.  (You will want to ask for it at retail stores for the next month or so until their distribution gets primed up.)

Michael J Webb
August 4, 2006

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