A reader asks about combining the theory of constraints approach to the sales kaizen approach. The answer is: improvement in yield, revenue, and profitability.
Michael Webb and Bill Bentley present a remarkable approach to qualifying sales opportunities that simultaneously increases sales forecast accuracy, generates valuable data about the sales process, and helps salespeople sell more effectively.
By Michael J. Webb
Quality initiative in sales – an impossible dream? With the right proposition and simple techniques, not only is it possible but it can also be a successful venture.
How to use measurement techniques to make the sales funnel flow faster.