A Repeatable Approach to Sales Process Design Increases Sales Productivity 40% in Six Months Case Study
BackgroundA European supplier of HVAC equipment to OEMs had grown to nearly €1 billion. However, their product managers were challenged to manage expectations and meet growth forecasts for various product lines due to differing languages and cultures around the globe. Two challenges stood out. First, the firm had been trying to penetrate a new market – […]
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Process Excellence Makes Sales and Marketing Problems Solvable
Sales and marketing executives in B2B companies seem to be working harder every year, yet consider some recent results: 62% of companies had difficulty making target revenues in 2014. (Forrester) 42% of all sales opportunities end in “No Decision.” (HubSpot) B2B companies are delaying contact with salespeople. (Google and the CEB) A pass bet at […]
Is Your Sales Qualification Criteria Doing Its Job?
You probably have salespeople working overtime right now on deals your company does not want. that’s because they’ll be: bad business if you win them (too much trouble, not worth the revenue) lost to a competitor lost to no decision
The Root of Improvement
I recently had the opportunity to talk with Bob Miller, former Executive Director of the Shingo Institute. I asked him how he helps companies change their culture in a manner that enables improvement to really stick. His answer was quite interesting: Most people have a natural instinct to want things. They want better, […]
Three Reasons Sales and Marketing Are Allergic to Lean, and Why Cracking the Code Today is So Important
Peter Drucker, the father of business consulting, said, “The purpose of a business is to create and keep a customer.” One can imagine his friend, Edwards Deming, responding with his famous rejoinder, “By what method?” Given the importance of sales and marketing, why isn’t operational excellence more successful there? Their goals are the same – […]
Why Sales and Marketing Needs Operational Excellence
Every year CSO Insights (a research company for chief sales officers) conducts a study on sales management1. In 2014, the average win rate of forecasted deals across all companies was 45.9 percent, virtually the same as the 45.7 percent achieved in 2013. In other words, the average CEO would be better off placing “pass” bets […]
After 13 Years, The Shingo Award
Back in 1996, after 20 years in industry, I was tired of working sixty hours per week as a salesman and sales manager for people who cared if I made my number, but couldn’t assess the odds I faced or if I was doing a good a job. The worst part was when my employers kept throwing […]
“Sales Process Excellence” by Michael Webb Receives Shingo Research and Professional Publication Award
LOGAN, Utah – April 17th, 2015 – The Shingo Institute, part of the Jon M. Huntsman School of Business at Utah State University, has awarded Michael Webb with the Shingo Research and Professional Publication Award for his work “Sales Process Excellence.” Webb is president of Sales Performance Consultants, Inc., an Atlanta-based thought leader in the […]
