The engine that drives the growth of your entire organization—sales and marketing—is actually a production process. Instead of producing products, it produces customers.
When demand is high, sales needs to operate efficiently. When demand is low, the sales process itself must not only be efficient, it must also create value for your prospects and customers if you are to beat your competition.
Unfortunately, most organizations don't yet manage sales as a production process. This presents a huge opportunity to process excellence professionals like you. In fact, the opportunity for operational excellence in sales and marketing is usually much greater than it has been in production operations.
That’s because the same logical methods that work in operations can do more than simply eliminate waste and cost. They also enable companies to increase sales productivity and margins in the bargain. They make it possible to manage and predict business growth.
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, improve sales channels, and even motivate salespeople!
We’ve done this by showing clients how to appeal to the professionalism and ambition of their sales teams to bring standard work and continuous improvement to their sales and marketing functions. It isn't always easy, however, and sometimes the sales culture clashes with the requirements of process excellence. That's why we've prepared a whitepaper specifically for Lean and Process Excellence managers like you:
Bringing the Power
of Lean Process Excellence
to Sales and Marketing
- 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)
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.