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By Heather Baldwin |
September 5, 2006 |
| How to Apply Six Sigma to Sales |
| If someone were to say the words, “Six Sigma,” what would come to mind? Beyond the inevitable quip that it’s “just Greek to me,” you’d probably think of manufacturing process and quality improvement. That’s because Six Sigma has long been linked with reducing costs, improving product quality, and increasing productivity in factories around the world. But the same principles can be applied to sales and marketing organizations, asserts Michael Webb, founder of Sales Performance Consultants, Inc., and author of Sales and Marketing the Six Sigma Way (Kaplan, 2006).... read more. |
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 How to be an Industry Leader
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| The Three "C"s of Effective Compensation Plans |
| Is your sales force pay level correct? It’s an important question because your compensation plan has a direct and significant effect on the people you attract to your company, the turnover rate, the products you sell, the activities on which your reps spend their time, company profitability, and more. When compensation levels aren’t correct, the negative effects reverberate throughout the entire company, say Andris Zoltners, Prabhakant Sinha, and Sally Lorimer, co-authors of The Complete Guide to Sales Force Incentive Compensation (AMACOM, 2006).... read more. |
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| How to Bring the Mountain to Mohammed |
| Companies spend millions of dollars on technology to protect their executives from unwanted advances by salespeople. But have you ever noticed how those same companies complain when their own sales force can’t get through to other organizations’ executives? Michael Nick, founder of ROI4Sales, and Robert Kantin, founder of SalesProposals.com, point out that irony in their new book, Why Johnny Can’t Sell … and What to Do About It (Kaplan, 2006).... read more. |
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| Sure, Coach! I'll Buy It! |
| When most sales managers think of coaching, they think about mentoring their reps to higher skill and performance levels. In today’s tough selling environment, the same skills you use to nudge your employees to better results can be used to boost sales. Tim Ursiny and Gary DeMoss, authors of Coaching the Sale (Sourcebooks, 2006) point out that a good coach is not the one who strategizes; rather, he or she “acts as a powerful focusing lens to help the client solve his or her own problem.... read more. |
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