Ideas!

We hear it from customers all the time, “Yes, your product/service might work for the other firms in this industry, but we’re different.”  (Don't forget to look in the mirror.)

"...but Sales is different..."

Process Engineering principles are proven.  Six Sigma, TQM , Just-In-Time, Mistake-Proofing, etc. have all contributed mightily to the productivity gains of American business. 

The collective wisdom of Deming, Juran, Hammer, Crosby, Goldratt, Senge, Davenport, etc. has been applied over the last 20 years with astonishing effectiveness.  Manufacturing, Operations, Administration, Customer Service, Information Technology, Human Resources, Procurement and Logistics have reduced Cycle Time, Rework, Scrap, Work-In-Process and the impact of Dependencies.  They have eliminated Constraints.  They have harnessed the “Hawthorne Effect”.  They have increased Quality and exploited Best Practices, Metrics and Statistical Process Control.

…but Sales is different.  It’s the one business process that is un-addressable by the power of Process Engineering.  Bull!!!

Granted, of all business processes, Sales may be the one that most closely approaches “Art” vs. “Science”.  It truly is difficult to apply Process Engineering to Sales.  That’s why the magnitude of the potential competitive advantage from doing it is so compelling. 

…or do Sales executives lack the “whatever” to get it done?

Think about it…