SPIF Tip #38: Sales Management Development Podcast
I was interviewed by Todd Youngblood, who runs the Sales Management Development Podcast. He agrees with me that the vast majority of B2B companies could benefit immensely from applying lean and Six Sigma thinking to sales and marketing. We discussed why so few companies have begun this journey, and what it looks like when you do.
Here is the link (23 minutes), and some topics we discussed:
The sales management development podcast: Michael Webb Interview
Can we apply logical, rational methods in sales, like they do in production plants?
Why are systems thinking, Six Sigma, and Lean so unusual in sales?
Ideas process excellence brings that sales needs
Why processes are not primarily about discipline
How to get managers and salespeople to figure out WIIFM
How to identify the small, easy changes that produce the highest impact
What are the first few things to work on that will create improvement?
What do you think of the podcast?