Many process excellence leaders would like to help their sales organizations overcome their obstacles and achieve their goals. Yet, sales and marketing is different world than manufacturing production. There are reasons salespeople resist process approaches, and it can be difficult to deal with these challenges if you don't have the background you need.
However, once you learn the differences and gain some experience, you can multiply your impact (and your value) as a process professional.
In fact in most businesses, there is more potential for improving growth and profitability in sales and marketing than there is in production.
That’s because the same kinds of methods that work in operations don't just eliminate waste and cost of sales. They also increase revenue and margins and make it possible to manage and predict business growth. Supporting your business as it begins thinking this way is an opportunity for process excellence professionals like you.
I am a former B2B sales manager, sales trainer, and the author of "Sales and Marketing the Six Sigma Way" (4.5 stars on Amazon). My team and I have blazed a trail demonstrating that data and evidence can be used to increase revenue, lower costs, shorten sales cycles, motivate salespeople, and improve sales channels.
Done correctly, standard work and continuous improvement appeals to the professionalism and ambition of sales teams, and to senior management as well.
We've prepared a free introduction specifically for Lean and Process Excellence managers:
How Sales Process Excellence Can
Grow Your Company's Revenues and Margins
- A Guide for Process & Quality Improvements Professionals
by Michael J. Webb,
Author of "Sales and Marketing the Six Sigma Way"
pdf file, 6,900 words, double spaced, 26 pages (525kb)
Enter your name and email address at the upper right to download this ebook now.
This report will show you:
- Why bring Lean process excellence to sales and marketing?
- What's wrong with the current method of managing sales and marketing?
- How can the sales process "add value" for customers?
- What is the role of VOC, and why is it so crucial?
- How does process thinking work in sales?
- How do concepts of waste, undesirable results, and standard work to sales and marketing?
- What are some fatal mistakes that must be avoided if you are to succeed?
I realize you may be skeptical about applying process improvement tools to sales and marketing. Perhaps you have even tried, with limited success. Sales is different from operations. Yet finding economical, proven ways to increase sales is the largest problem most organizations now face.
This report will not only explain sales process improvement, but also give you at least three things you can do to start applying your expertise to your organization’s sales problems - and earning some of their respect, right away.
If Lean process excellence has been successful in your company, you owe it to your self to check out what it might mean for sales and marketing. Enter your name and email address in the form at the upper right side of this page and download the report now.