Which is More Important to Sales Productivity: Divison of Labor, or Quality?
A reader asks about combining the theory of constraints approach to the sales kaizen approach. The answer is: improvement in yield, revenue, and profitability.
How to Make Salespeople 25% More Productive in 90 Days or Less
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.
Generating Support For A Sales Quality Initiative
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 Sales Process Measurement to Improve Marketing and Selling Results
How to use measurement techniques to make the sales funnel flow faster.