Bob Apollo | The Art, Science, and Engineering of Sales Management
Where do many organizations plateau – or even see a decline – in sales? Bob Apollo, of Inflexion Point, says scalability can’t happen when sales are based on individual efforts rather than a structured approach. But that doesn’t mean Bob is a huge fan of process in sales… at least the rigid way many organizations […]
Rich Piech | The Toyota Factory Floor Sales Secret
When independent consultant Rich Piech starts working with a company that’s struggling to scale up… he often finds that they have a fundamental flaw: They’ve defined “sales” the wrong way. This has a domino effect, impacting the whole company. And, no, the sales department isn’t to blame, stresses Rich. What is sales… really? And who […]
SPIF Tip #48: Respect for Salespeople
In any organization, improving begins with open, frank discussions around crucial questions, like these: Why do we have to change? Why should we do this all alone? Why should we do this in addition to other work? What if sales problems are not caused by us? Why is this important to the organization? What are objective measures […]
Book Review – One Small Step Can Change Your Life
Dr. Robert Maurer wrote a book about applying kaizen to one’s personal life. This is extremely appropriate to sales environments.
How Should We Transition to a Proper Sales Process?
Michael Webb and Todd Youngblood discuss Todd’s approach to selling sales managers and VPs on the joys of sales process.
5 Whys Applied to Why Companies Don’t Get Results from Sales Training
Michael Webb picks up where Dave Brock and Christian Maurer left off: Why don’t ompanies get results from sales training? You’ll find the answer here.
5 Whys Applied to Why Companies Don’t Get Results from Sales Training
Michael Webb picks up where Dave Brock and Christian Maurer left off: Why don’t ompanies get results from sales training? You’ll find the answer here.
The Hidden Obstacle to Improving Sales Performance: Systems Thinking
Michael Webb responds to reader’s questions on why sales organizations are so hard to improve. The article illustrates systems thinking in six situations.
What Is Operational Excellence in Sales and Marketing?
by Michael J. Webb (with Robert Ferguson) (pdf of this article) A reader from Microsoft recently asked me an interesting question: “What are the key parameters which define Operational Excellence in a sales and marketing organization?” I like the question, because Operational Excellence isn’t just a slogan or a matter of opinion. It is a […]
What is Six Sigma… and Why Should Marketing and Sales Managers Care?
Michael J. Webb, Sales Performance Consultants, Inc.Originally published in Marketing Times Summer 2005Subsequently published in Marketing Watchdog Journal, August 2005 (pdf of this article) Six Sigma is a funny name for a serious way of boosting marketing and sales performance. It’s already transformed manufacturing in hundreds of companies, and it is now doing the same […]
