Should We Skip Your Book If We’re Not Planning To Do Six Sigma?

Julia Stalfort, COO of asked me a question about the book:

“Should I skip your book if we’re not planning to implement Six Sigma?

This is a great question, and one we are concerned with.

The answer is: “Do not skip the book!” 

Improving your sales and marketing results is a bit like building things. First you must have a foundation, and then you can build the layers on top of each other. Six Sigma is only the sharpest of the quality tools. Being able to use them is the pinnacle, just as running a marathon is a pinnacle.

It is the same with “Sales and Marketing the Six Sigma Way.” You’ll find ideas and techniques to define and measure your sales process better, and to learn more about what your customers want. These incremental steps will help you be more successful.

Incidentally, you’ll be moving toward Six Sigma, but that is not the point. The point is more of the right customers, at higher margin and lower cost.

Thanks, Julie, for your question.

If you have a question regarding the book, please don’t hesitate to ask.

Michael Webb
July 13, 2006

Michael Webb

Michael Webb founded Sales Performance Consultants to create a data-driven alternative to the slogans and shallow impact offered by typical sales training, sales consulting, and CRM companies. Michael helped organize and delivered the keynote speeches for the first conferences ever held on applying Six Sigma to marketing and sales. Connect with me on LinkedIn.

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