Book Review – One Small Step Can Change Your Life
Dr. Robert Maurer wrote a book about applying kaizen to one’s personal life. This is extremely appropriate to sales environments.
How to Sell Process to Your VP of Sales
Three Principles that EngageSales Minds and Heartsto Improve Discipline, Measurement,and Performance Most Sales Vice Presidents are in a tough spot. Everybody wants a piece of them: customers, salespeople, channel partners, employees, and executives of their own company. Above all they must … make the revenue number make the product mix forecast more accurately fulfill customer […]
Generating Support For A Sales Quality Initiative
By Michael J. Webb
Quality initiative in sales – an impossible dream? With the right proposition and simple techniques, not only is it possible but it can also be a successful venture.
Can Six Sigma Work in a Sales and Marketing Environment?
by Paul Selden Originally published in the ASQ Six Sigma Forum, 2001 William Latzko, a professor at the Fordham University Graduate School of Business and a colleague of W.E. Deming, remarked to me not long ago that the great opportunity for quality in the twenty-first century lies in sales process improvement. Indeed, quality thinking offers […]
How to Avoid the Four Most Common Mistakes of Sales Process Mapping
Clarifying and understanding your sales process is crucial. Here are the four most common mistakes companies make when they first begin to map out how they sell.
What’s Wrong With Six Sigma?
By Michael J. WebbSales Performance Consultants, Inc.February 2005 At a conference not long ago a speaker (who happened to be a friend) raised objections to applying Six Sigma in sales and marketing. The objections were oddly tangled, with some based on legitimate concerns and others based on misunderstanding. This article examines these concerns and misunderstandings […]
Why Your Sales Process Cost Matters, and What You Need to Know to Get it Right
By Michael J. Webb (pdf of this article) One of the most important management systems for the senior executive is the one that measures the costs of production. Executives must know not just the total cost of production, but also the cost of the stages of their production. Sales and marketing organizations need this every […]
What Is Operational Excellence in Sales and Marketing?
by Michael J. Webb (with Robert Ferguson) (pdf of this article) A reader from Microsoft recently asked me an interesting question: “What are the key parameters which define Operational Excellence in a sales and marketing organization?” I like the question, because Operational Excellence isn’t just a slogan or a matter of opinion. It is a […]
What Value Does Your Sales Process Create?
[i4w_actionset tagid=’1517′ autorun=1] By Michael J. Webb (pdf of this article) Most sales executives are challenged to produce better results these days. Jill Stillman, a sales executive I worked with a few months ago, seemed particularly frustrated. “There are only 100 firms in the country large enough to buy our services. I know them all. […]
Can Your Marketing and Selling Process Be Improved?
By Michael J. Webb, Sales Performance Consultants, Inc. Originally published in Marketing Times Spring 2005 (pdf of this article) Process improvement has revolutionized manufacturing over the past two decades, but is only now coming to sales and marketing. Yet it is coming, and it s something every marketing and sales executive should know about and […]
