Many lean practitioners poke around the sales department because it is interesting. Michael Webb illustrates what is required to do this successfully.
by Michael J. Webb (pdf of this article) One of the most common questions from executives trying to improve sales and marketing results is this: “How can we get our salespeople’s cooperation in our new (blank) initiative?” Whether you are trying to implement process improvement, CRM, a product launch, or a lead generation campaign, getting […]
Starting with where your customers and salespeople really are, rather than where you wish they would be, always improves results.