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Sales Best Practice

Six Sigma – iSixSigma Forums Old Forums Healthcare Sales Best Practice

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  • #24897

    C Gorshe
    Participant

    I am looking for data or six sigma projects related to sales best practice.  Would prefer healthcare sales, but will accept all vertical markets for a project I am leading.  I work for a healthcare information systems company. 

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    #59790

    Yadav
    Member

    What exactly are you trying to accomplish. I’m not sure I have what you’re looking for because I don’t fully understand your issues. What’s your process, your defect and how are you measuring it?

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    #59792

    C Gorshe
    Participant

    Improve sales of a specific product from x to y  by identifying & transferring sales process best practice.  We will compare product sales by rep for a specified time period.  Determine what is the sales process for that product by identifying those reps that have the highest # & $$ sales for that product.  Goal is to reduce variation across reps resulting in increased sales.  Defects would be cancelled software contracts, unhappy customers, and reduced sales of that product.

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    #59815

    Michael Webb
    Participant

    I might be able to help you with this, as I have worked lots of projects with sales organizations where – skills were provided or enhanced- variation was reduced- and $ sales results were improved. They were not done within a six sigma framework, unfortunately. But they were done by real companies and credible business results were produced. Something important to note is that simply identifying reps with the highest $ sales may not identify the sales process for a given product. Independent variables in the market can cause dramatic variations that are unrelated to what a particular sales person does on a given sale. Examples would be density of likely customers in a given territory, local economic conditions, prespect’s experience with last sales person in the territory, etc.  Also, the ability or willingness of sales reps to tell you what is really going on in their deals varies considerably. Sales people know that any information they provide usually can and will be used against them.Michael WebbSales Performance Consultants, Inc. [email protected](708) 383-9309

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Viewing 4 posts - 1 through 4 (of 4 total)

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