- Six Sigma
This book provides step-by-step instructions on how to use Six Sigma tools to tackle common business challenges. An analysis of the territory planning process provides tools and techniques to improve the effectiveness of sales forces that suboptimize their efforts by calling on the wrong customers. It shows sales leadership how to use readily available data to ensure that the “right” customers are receiving the attention they need. It also quantifies the real cost of spending time with customers that are not improving the bottom line. Other chapters cover projects on improving product launch sales, improving the effectiveness of the sales rep/sales manager field ride process, and sales representative hiring profiles.
After reading this book, those in sales will be able to quickly apply concepts from this book to improve their own or their organization’s performance – regardless of their product or service.