Goodbye 2012 – Hello 2013
We at SPC hope you had a productive 2012 and a restful and memorable holiday season. In 2013, SPC will resume regular blog posting. The website has been redesigned to make it easier to find information relevant to making it easier to find, win, and keep customers. Please ask questions and leave comments. We look […]
What Is the Top Driver of Lean Process Excellence Success in Sales?
A Global Sales Director asks: What is the top driver of Lean Process Excellence success in sales? I would say the main driver is the focus on data and evidence from the customer gemba (i.e., field sales activities). (Since you used “Lean Process Excellence” in the question, I’m going to assume you are familiar with […]
Applying Six Sigma DMAIC to Marketing
A sales and marketing manager asks: “Is there a difference between traditional DMAIC, and applying Six Sigma to marketing?” Six Sigma, via DMAIC, is a method for maximizing sales performance and solving business problems. The sales management process and marketing (and servicing) are business functions that many companies have difficulty with. Some businesses try to solve these […]
Engaging Sales Managers in Process Improvement
Question: How can you best engage sales managers in process improvement when they face so many competing priorities, such as considering new market initiatives, overseeing changes in software systems, and, of course, reaching sales goals? Process excellence leaders struggle with this question because they’ve been trained to start with “defining the problem” by gathering data […]
How is Lean Different From Other Sales Process Methodologies?
Lean is about relentlessly increasing productivity. This doesn’t just mean eliminating waste. It also means increasing the value perceived by the customer. Lean thinking begins with what the customer wants, and works backwards from there. Accordingly there are four major differences between a Lean approach to sales and marketing, and traditional approaches you might be familiar with:
Getting Other People To See The Value Of Lean and Six Sigma
Question: "How do you get other people to see that Lean and Six Sigma are not just for manufacturing functions?" Answer: Stop talking about Lean and Six Sigma!
What Changes Will Create Quick Sales Improvements?
A reader if there are changes that will create quick improvements in sales. In fact, there are, if you have the right data.
Aha Moments About Lean Six Sigma In Sales and Marketing
The systems thinking of lean and six sigma leads companies to experience "aha moments." You can make these breakthroughs happen for more people more often.
Whose Problem is Sales Quality?
Why don’t salespeople see that quality principles apply to their work? Ask why enough times and the answers are revealed.
Are You Ready to Lead Your Salespeople on a Lean Kaizen Journey?
Many lean practitioners poke around the sales department because it is interesting. Michael Webb illustrates what is required to do this successfully.
