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Michael J. Webb

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Avoid The Four Most Common Mistakes of Sales Process Mapping

Process mapping is a well-known technique for creating a common vision and shared language for improving business results. It helped one management training and development firm realize that people within their sales department had been working at cross purposes, and crucial executive-level discussions with customers were not taking place. Based on sales process mapping, the…


Generating Support for a Sales Quality Initiative

A quality initiative in sales – an impossible dream? With the right proposition and simple techniques, not only is it possible but it can also be a successful venture. The goal is to achieve performance improvements similar to those achieved in manufacturing and elsewhere using quality-oriented techniques. Unfortunately, these initiatives often produce nothing but resentment…