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

  • Apparent vs actual problems
  • Motion vs action (waste vs value)
  • How to distinguish value vs waste in sales

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?


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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