We commence with the direction of the solution (division of labor) and four key principles. On an otherwise blank sheet of paper, we have a single salesperson. Yesterday, our sales function essentially consisted of a single salesperson. Tomorrow, sales will be the responsibility of a tightly synchronized team. Principle 1: centralize scheduling Our first principle […]
Our first order of business is to address two questions that have the potential to derail this discussion. The issue is not that these questions expose weaknesses in Sales Process Engineering (SPE). The issue is that these questions stand in the way of our discussion even getting started! Considering the radical nature of the change […]
If you didn’t get a chance to participate in last week’s conference call, you can listen to a recording of this call below. It’s an introduction to Sales Process Engineering (45-minute introduction to SPE, and 15 minutes of question time). This event was hosted by Constraints Management Group. It’s a preview of my two sessions at […]
How to sell expensive (or complex) products and services [Listen to a seminar on this subject!] If your organisation sells expensive (or complex) products and services, odds are, you get most of your new clients by ‘word of mouth’ or referral. If you’ve tried your hand at lead generation advertising, you’ve probably discovered that, even […]
As many of you know, I’ve been splitting my time between Australia and the US for the last six months or so. I’ve been interested to see that, although I’ve cut my available capacity in Australia by almost half, our volume of Aussie sales has stayed exactly the same (in fact, in recent times it […]
Imagine you were to awaken one morning suffering from a strange disorder: one that rendered your eyesight unreliable. When you open your eyes, your bedroom appears roughly as it did the night before. Your bed is below the open window, and your dresser is still adjacent to the door. However, a second look reveals that […]
Tell me, how’s your conversion rate? Specifically, is your organisation converting the optimal percentage of sales opportunities into sales? My bet is that you’ll find this question hard to answer … for two possible reasons: You don’t know what your optimal conversion rate is. You can’t bring yourself to be happy with a conversion rate […]
Applying the Theory of Constraints to the design, resourcing and management of the sales process [Presented at: TOCICO Conference, Miami 2004] Introduction The traditional sales process is hard to manage and all but impossible to scale. This paper introduces a radical new approach to sales process design, resourcing and management. The result of this approach […]
Everything you need to know about your sales process … you can learn on a factory floor! If you’re struggling to multiply the effectiveness of your sales process, I challenge you to take a wide-eyed stroll around a modern manufacturing facility. I’m betting that, among the noisy machines, the intimidating technology and the strange sights […]
