What is the Purpose of the “Sales Process” in Your Company? by Michael Webb Most executives and managers would acknowledge that their company should have a sales process. But what does this term actually mean? To the extent that your company has a sales process, it is probably thought of as “what salespeople do,” which […]
Fourteen frequently asked questions about applying process improvement (and Six Sigma) to finding, gaining, and keeping customers. Ask me your question about sales process improvement in the dialog box at the right, and I’ll do my best to give you an answer.
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 […]
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.
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 […]
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 […]