In order to be productive, we do NOT want members of a team to be busy, we want them to be responsive.
His full name was Dr Eliyahu Goldratt but the world knew him as Eli. He burst onto the world stage when his first book (The Goal) became a runaway best seller. The Goal went on to become one of the most-read business books of all time and Eli established himself as one of a small […]
In most discussions of sales, the greater organization doesn’t rate a mention. This is more than an idle curiosity. The fact that we traditionally consider the sales function in isolation is likely to be an admission of a fundamental flaw in the design of sales – as well as the cause of many of the […]
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 […]
Recently I posted a quick-and-dirty guide to process improvement. One particularly difficult question that I skipped over in that post was this one: When you are mapping your workflow, how do you determine the ideal level of granularity? In other words, how much detail is too much? Conventional wisdom is that: Planning and execution are […]
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 […]
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 […]