Six Sigma Selling: How to Make Salespeople 25% More Productive in 90 Days or Less

Subscribe to this blog's feed

Get the book!

About

« How to Design Your Sales Process to Help Customers Buy Now | Main | Why People are NOT Your Most Important Asset »

February 24, 2009

How to Make Salespeople 25% More Productive in 90 Days or Less

You probably have salespeople working overtime right now on deals that will be:

bad business if you win them (too much trouble, not worth the revenue)
lost to a competitor
lost to no decision

If you’ve been around professional sales organizations for a long time, you already know that poor salespeople ignore qualification criteria; good salespeople, and their managers, obsess about it.

You’ve heard the acronyms. BANT, for example: Budget, Authority, Need, Timeframe. There are others. You may have worked with your team to define yours precisely.

Still, close ratios are erratic and deals are unpredictable. Sales people, trying to make quota, have little choice but to spend enormous amounts of time and money pursuing them. They can’t help it if many of the wrong prospects are in their sales funnel.

Right?

Not right.

Most companies use an approach to qualification criteria that fails in at least three crucial areas. It is:

Myopic: qualification criteria are driven narrowly by what they need
Remedial: qualification is used only to correct poor performers
Static: qualification criteria doesn’t change; yet market forces are continually changing

There is a far more productive approach to qualification than any you have probably heard of. Companies who fail to update this critical part of their sales process will continue wasting enormous amounts of time and money – which they probably cannot afford in this economy.

On Thursday, February 26, we will present a new and more effective approach to solving this problem:

How to Define Qualification Criteria
To Improve Forecast Accuracy
and Enhance Selling Behaviors
Guidebook Launch Webinar
Thursday February 26, 2009, 3:00pm Eastern Time
Identifying observable characteristics that tell you
how to sell to your customer, and determine whether you’ll win or lose
http://www.salesperformance.com/member-services/feb-26-webinar

In this webinar, you’ll learn an approach that has achieved some astonishing results:
•    90%+ forecast accuracy where ever it has been used
•    Works at the beginning of the sales cycle, not just at the end
•    Actually helps salespeople sell by influencing their decision making strategy

Rather than being myopic, remedial, and static, this simple new approach increases your company’s vision into customers, enables all of your salespeople to be more strategic, and changes with market forces.

It will lean out your sales funnel and improve the quality of your team's sales opportunities. And that will certainly increase your revenue, profitability, and success.

This will be the seventh sales kaizen webinar we have conducted since its inception last November.

I hope you can attend, because this one is really going to be good.

February 24, 2009 in Six Sigma / Quality | Permalink

Technorati Tags: lean selling, sales and marketing management, sales process improvement, sales qualification

TrackBack

TrackBack URL for this entry:
http://www.typepad.com/services/trackback/6a00d8342088ef53ef0112790b2d2a28a4

Listed below are links to weblogs that reference How to Make Salespeople 25% More Productive in 90 Days or Less:

Comments

Excellent topic, excellent approach to improving qualifying prospects for more effective selling. Would suggest that the selection process is critical in finding those that will be masterful at this critical skill

Posted by: Tony Cole | March 01, 2009 at 09:29 PM

Friends,

Sales man increases the capacity to listen and Find ways to be more efficient with time and to do more first appointments in order to get more sales working in your sales funnel.

Thanks,
http://www.greenbelt6sigma.com
Green Belt Six Sigma Training

Posted by: Greenbelt 6sigma | April 25, 2009 at 12:59 AM

Thank you, and please don't hesitate to contact us with additional questions if you have them.

Posted by: Nike Dunk High | July 16, 2010 at 06:10 AM

If you are willing to buy real estate, you will have to receive the business loans. Moreover, my father all the time uses a commercial loan, which seems to be really fast.

Posted by: MoralesHattie27 | August 09, 2010 at 11:23 PM

How to Choose the Best Watch for You ?Tips on Selecting the Right Mens Watch!
So your old watch is wearing out? The wholesale Chanel steel has scratches and the leather straps have guess men's watches worn off and you can't afford to repair it any further! What now? Looking to buy a new watch but don't know where to start from? Don't worry, most of us face the same issue while trying to select the best watch out there . So many new models come out constantly that it truly gets D&G watches difficult for one to make a selection.

How to Choose the Best Watch for You ?Tips on Selecting the Right Mens Watch!

Posted by: guess men's watches | August 27, 2010 at 11:25 PM

2010SJ The parents of students from anhui province,Cheap Nike Shoes said ms HongYa really just admitted to the daughter of Shanghai normal university to living is a month 800-1000 yuan,jordan shoes for cheap regardless all parents give this number, but also a child before listening in Shanghai university students' parents say, are not actually 1500 yuan, so I told her daughter money saving some flowers.

Posted by: Cheap Nike Shoes | September 12, 2010 at 04:41 AM

We have often repeated that the truth, because the error was also repeated in the propaganda, and not individual people but a large number of people publicity.Are you felt that it is right? I do not really think that, but can keep personal opinions!

Posted by: coach outlet | November 03, 2010 at 04:13 AM

The three then travel to Rebma, a reflection of Amber underwater, and there they meet their sister Llewella and Moire, the queen of Rebma.

Posted by: chanel bags | November 11, 2010 at 01:09 AM

Live and let live.*

Posted by: chaussure de basket | November 27, 2010 at 10:49 PM

Hola,
Ha hecho un trabajo muy bueno. Hay muchas personas en busca de eso ahora van a encontrar suficientes fuentes por tus consejos.
espera para obtener más consejos acerca de que

Posted by: Generic Cialis | March 18, 2011 at 01:57 AM

grea post i like it

Posted by: ズファジラン | April 27, 2011 at 05:57 AM

Time and tide wait for no man.

Posted by: rocket piano review | April 28, 2011 at 04:46 AM

Hola,Ha hecho un trabajo muy bueno. Hay muchas personas en busca de eso ahora van a encontrar suficientes fuentes por tus consejos.espera para obtener más consejos acerca de que

Posted by: Generic Cordarone | May 18, 2011 at 08:19 AM

I think you are right when you say this. Hats off man, what a superlative knowledge you have on this subject…hope to see more work of yours.

Posted by: Generic Viagra | June 25, 2011 at 08:21 AM

Many thanks for the article. I will have a link back to this information from our fresh blog. Thanks again.
http://www.cheaphatcaps.com
http://www.cheaphatcaps.com
http://www.cheaphatcaps.com

Posted by: Baseball Hats | July 11, 2011 at 02:09 AM

Ég held að þú ert rétt þegar þú segir þetta. Límmiðar á maður, hvað Greinar þekkingu sem þú hefur um þetta efni ... vona að sjá meiri vinnu ykkar.

Posted by: Generic Drugs Exporter | August 03, 2011 at 08:24 AM

Ola idea, Niza,
cousas boas, hai moita xente buscando sobre iso, agora van atopar fontes bastante polo seu post.
Estamos ansiosos para obter máis detalles sobre isto

Posted by: kamagra | September 17, 2011 at 03:34 AM

Ils offrent aussi des raisons d'affaires à puce pour s'assurer que de telles initiatives ont du succès et continue

Posted by: allegra | September 17, 2011 at 09:09 AM

Thanks for this. I really like what you've posted here and wish you the best of luck with this blog!

Posted by: renlewei | September 20, 2011 at 12:05 AM

I wonder how you got so good. This is really a fascinating blog, lots of stuff that I can get into. One thing I just want to say is that your Blog is so perfect!

Posted by: Generic Viagra | October 04, 2011 at 08:14 AM

Great information you got here. I've been reading about this topic for one week now for my papers in school and thank God I found it here in your blog. I had a great time reading this.

Posted by: Generic Viagra | October 31, 2011 at 07:58 AM

A good amount of time I find myself chucking a long, which is a perfect way to start Columbia 2011 my morning and Mens Columbia Interchange Jacket a great way to unwind at the end of the day.

Posted by: Canada Goose UK | November 25, 2011 at 04:00 AM

Thanks for the suggestions and tips that you have provided.This content was relevant for my queries.

Posted by: Rocket Piano | December 06, 2011 at 01:05 AM

Steve, so is it a boo hoo even it is later found that they were innocent? Just wondering!

Posted by: Mulberry Bags | December 28, 2011 at 02:42 AM

Verify your Comment

Previewing your Comment

Posted by: |

This is only a preview. Your comment has not yet been posted.

Your comment could not be posted. Error type:

Your comment has been posted. Post another comment

The letters and numbers you entered did not match the image. Please try again.

As a final step before posting your comment, enter the letters and numbers you see in the image below. This prevents automated programs from posting comments.

Having trouble reading this image? View an alternate.

Recommended Weblogs

What People Say

Frank Wiley, President - Magnitude Marketing, LLC
"Webb's breakthrough ideas show how marketing, selling, and servicing functions can be approached as a process - with input and outputs, causes and effects. I highly recommend this book to all senior executives - whether they are aiming for better forecasting, better market share, higher margins, or reduced cost of sales. It will completely change the way you view sales and marketing, and help you get a handle on sales process improvement."
Bill Bentley, President - Value-Train
"Hats off to Mike Webb for tackling this challenging subject. Improving sales and marketing is like training your cat to come when you call it. It's an interesting thing to think about but full of pitfalls to the uninitiated. Mike however is very initiated and this book does a good job of showing you how quantitative methods can apply to a traditionally hard to manage business. It's not that sales forces don't have metrics. You could argue that they have the ultimate metric. Did we make the sale? Like your cat, these groups seem to have a mind of their own and the cause and effect of the activities that go into making the sale aren't usually methodically examined and improved. Mike shows you how to do that with style."
Jeff Kostermans President & CEO, LeadGenesys
"Think about it... marketing and sales can easily represent nearly half of your company’s annual expenses. This expense is far from being optimized when 9 out 10 leads are typically discarded early in the sales cycle. Companies that do not apply a systematic and truly accountable approach to blending marketing and sales will undoubtedly struggle to survive in this increasingly competitive business climate. This book concisely applies practical Six Sigma methods to help companies boost customer value and realize greater ROI out of their marketing and sales investment. If you know there’s room for improvement between your marketing and sales teams, I highly recommend you leverage this book as a key competitive advantage."
Dan Kosch and Mark Shonka, Co-Presidents of IMPAX Corporation
“This book is essential reading for anyone in sales and marketing. Mike Webb’s unique perspective is captured in this excellent roadmap on how to organize, measure, and lead both marketers and sellers to greater success."
Ray McKinney, Director of Development - Matrix Technologies
“Michael Webb has once again demonstrated his clear and systematic thinking about delivering value to customers in this must read book, ‘Sales and Marketing the Six Sigma Way.' In this book, Mike provides tools to help measure your sales processes in terms important to your customers. Then, you can continuously improve your processes of Finding, Winning and Keeping Customers.”
Aaron Ross, Director, Corporate Development, Salesforce.com
"Sales and marketing organizations have historically been slow in adopting the benefits of Six Sigma for a variety of reasons, especially because of the effort required to "translate" the ideas, tools and case studies in ways that make clearly sense to their world. Michael Webb has created a book for them that finally makes it easier to understand both what the benefits are, and how to achieve them. Thank you Michael!"
Perry Marshall, Principal - Perry Marshall and Associates
"Michael Webb has a very incisive, clear-headed approach to untangling complex sales problems. 'Sales and Marketing the Six Sigma Way' breaks the sales funnel into its component parts and systematically identifies bottlenecks and disconnects that waste your time and resources. Selling might have been done by the seat-of-the-pants in the 20th century, but that isn't going to work now. Those who miss this shift will find themselves further and further behind quotas and locked in a corporate pressure cooker. But those who recognize and act will discover that the current business climate can be enormously rewarding and profitable. This book is not a sales rah-rah session. It takes enormously successful methods from manufacturing and applies them to the toughest job in your company - getting orders from customers. I wholeheartedly recommend Michael and his innovative methods."
Willis Turner, CAE, CSE - President/CEO, Sales and Marketing Executives International (SMEI)
"Michael Webb brings true understanding to sales and marketing through process thinking. If you want a harmonious relationship between sales, marketing and customer service that will drive customer value, you need to read this book!"
Sheila Mello, Author, "Customer-Centric Product Definition"
"If you don't know what you have done to succeed or what has caused you to fail, you are leaving your destiny to chance. In our experience, when you understand and remove obstacles to your customers achieving their objectives, you create customer value by helping them succeed. In addition, putting your own processes under the microscope can reveal the what's inhibiting you from achieving your sales goals. Michael Webb's straightforward approach to sales and marketing using the popular Six Sigma method is presented with a sense of humor and lots of examples. Well worth your time!"
Kamal Hassan, Global VP of Business Development, BMG
“If more books on the subject were as concise and fun to read as 'Sales and Marketing the Six Sigma Way,' the business world would be a better place. The book will provide sales and marketing executives with money-making tools they can use daily.”
Jack Snader, President Systema Corporation
"Applying Six Sigma to Sales and Marketing?? Initially I was skeptical, but after reading this book, I'm a believer. Applying these principles correctly will help sales managers solve many of the challenges they face every day in their quest to improve sales performance.”
Paul Greenberg, Author, CRM at the Speed of Light
"It isn't often that I can recommend a Six Sigma book because reducing defects tends to be product focused and internally oriented. This book is not only different but better than any other Six Sigma book I've ever seen because it actually shows how to use it to increase the value of your relationships and experiences with your customers. This is the way Six Sigma should be done."
Gregory T. Deininger, V.P. National Accounts, Marriott
"The name of the game is not to design the sales process around ourselves, but to create customer value. 'Sales and Marketing the Six Sigma Way' is relevant to all executives who are looking to deliver maximum results internally and externally.”
John Biedry, Senior Vice President Continuous Improvement, ServiceMaster
“Sales and marketing are new frontiers for Six Sigma and Michael’s book provides practical insights for any organization that is considering how to connect their continuous improvement efforts with top line growth and customer satisfaction."

Six Sigma Selling

Find more of the right customers, at higher margins and lower costs.

Get the book!

Recent Posts

Recent Comments

About

February 24, 2009

How to Make Salespeople 25% More Productive in 90 Days or Less

TrackBack

Comments

Verify your Comment

Previewing your Comment

Post a comment

Links

Categories

Archives

Recommended Weblogs

What People Say