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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