Tag Archives for " continuous improvement "

How Do You Sustain The Lean Process Initiative Long Term

Sustaining improvements in sales and marketing requires "step-after-next" thinking. Of course you must lead the teams to define their problems and solve them based on evidence. Then what? How can the team sustain the gains? More importantly, why should they? This article provides the answer.

Will This Year’s Sales Process Create the Results You Need Next Year?

"The ‘measurements’ weren’t telling anything about reality.
They were telling just the opposite …"

What do you measure in the day-to-day operation of your sales process?

Most companies have only rudimentary measurements (if they measure anything at all). They count initial contacts (e.g., phone dials or cold calls), appointments or demonstrations, proposals, and closes.

Unfortunately, this information is almost useless. …

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