Dr. Robert Maurer wrote a book about applying kaizen to one’s personal life. This is extremely appropriate to sales environments.
“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. …