Measures and General Management, Slaying Sacred Cows

When higher conversion equals lower sales

I’ve discussed in the past that an assumption that underpins the design and management of most sales processes is that conversion (rate) is the primary driver of sales. The Sales Process Engineering method recognises this assumption as erroneous. In most all sales processes, opportunity flow (volume) is the primary driver, not conversion. It’s quite easy […]

Slaying Sacred Cows

Why sales training can decrease conversion rates!

Question: What’s the primary driver of conversion rate? Answer: In most cases, it’s not sales skill! The primary driver is most often what we call Opportunity Cycle Time: the time it takes to close an opportunity. What that means is that, if you want to improve conversion rates, you should look for a way to […]

Applying Sales Process Engineering

Gordon Ramsay and TOC

I was impressed to see Gordon Ramsay explain TOC basics to a failing restaurateur in his new reality show “Ramsay’s Kitchen Nightmares” the other night. Ramsay is the gruff, Scottish, Michelin-star-winning, celebrity chef. His show tracks his attempts to knock poor-performing restaurants into shape with his unique mix of screamed expletives, gentle reasoning and some […]