Six Sigma Sales Projects
Six Sigma – iSixSigma › Forums › Old Forums › General › Six Sigma Sales Projects
- This topic has 110 replies, 91 voices, and was last updated 19 years, 3 months ago by
Trev.
-
AuthorPosts
-
December 7, 2000 at 5:00 am #26979
AnonymousParticipant@AnonymousInclude @Anonymous in your post and this person will
be notified via email.How effective have you found Six Sigma in improving sales? What has been the primary focus: sales cycle time or closure rate?
0December 9, 2000 at 5:00 am #65604
TierradentroParticipant@johnInclude @john in your post and this person will
be notified via email.I would be very interested in receiving any info. you do based on your question. I also would like to understand how this process will work in sales. Thank you
0December 15, 2000 at 5:00 am #65623Six Sigma works very well in sales – providing you first know what you are trying to achieve.
Firstly, sales people believe that what they do is a ‘black art’ without form or structure, and it is helpful to first process map the sales process, and get the sales department fully involved!
Secondly, the success of Six Sigma is to improve customer experienced quality, which could very well be the speed of the sales process. Speed is always a good project to tackle, whereas closure rate will be more difficult – what constitutes a failure is more difficult to define!
However, what do your customers of the sales process say? If they say “you have a great sales team, shame about the product” then sales is not where you need to be working! If they say “great product, we want to buy, but you take so long to close the sale” then speed of sales is where to start. If they say “wonderful product, great sales team, but hey, why don’t you sell more and make more profit by closing more sales?” then go for sales-closure – but you sure have some strange customers!
A very good metric to improve on is the sales-customer contact time. How long are your sales people actively talking to customers each day – 1 hour, 2 hours 4 hours? Measure this and you might be very surprised, ten percent contact time is not unknown. Increase this to 25 percent contact time and sales could more than double. Wow!0December 15, 2000 at 5:00 am #65624Geoff,
Thanks for your post! I totally agree with your thoughts and am glad to hear that others have experienced the same scenario. It is amazing how many salespeople will withhold information under the guise of “it’s all art, and I can’t quantify or process map it.”
I have worked for a two letter company in the transactional quality area and experienced everything you said. What I found to be successful is to assure them that you are going to take the BS out of their job which is going to drive up productivity and hit the bottom line of the company. The challenge is to find out how to position the project so everyone feels that it is a win-win situation.
Keep up the great work.
Best,
Kyle0December 26, 2000 at 5:00 am #65648As a former GE Six Sigma BB, I focused on sales. What worked exceptionally well in measuring performance and success was to conduct a sales quality audit. It helped focus us on the largest areas of improvement in order to roll out impactful projects. I was able to have details on days and hours spent traveling, face to face time, adminstrative time, follow-up time, and time spent fighting fires. When you work in tandem with the leader in sales to position the audit as as way to help sales have time to do what they do best, the process works smoothly. If anyone wants specifics, I’ll be happy to share.[iSixSigma Community Note: See https://www.isixsigma.com/forum/showmessage.asp?messageID=23085 for a link to the document Sandy shared.]
0December 27, 2000 at 5:00 am #65650Susan, I’d be very interested in your specifics. We are about to launch a major initiative with sales as an important prong, along with my operation.
0December 27, 2000 at 5:00 am #65651Sandy, sorry I called you Susan. Must have had a brain lapse between screens.
0January 11, 2001 at 5:00 am #65693I’ll send you an example of a sales audit worksheet. The worksheet gave us a great deal of information/data in order to focus our efforts. Let me know if this is what you may need.[iSixSigma Community Note: See https://www.isixsigma.com/forum/showmessage.asp?messageID=23085 for a link to the document Sandy shared.]
0February 6, 2001 at 5:00 am #65793Sandy, Would you please forward the sales info to me also. I am a sales mgr of a home building company and believe your info to be useful. Thanks
0February 23, 2001 at 5:00 am #65883
FernandezParticipant@EstherInclude @Esther in your post and this person will
be notified via email.Hi Sandy–I noticed your post about implementing six sigma methodologies within the sales process at GE. I am currently looking at retention/turnover within our sales organization, and was curious if you had touched on any of those issues within the scope of your project or research. Thanks!
0July 24, 2001 at 4:00 am #67675I’m beginning to work a project around sales productivity for my company and the sales audit worksheet that Sandy mentioned sounds like a great tool. Does anyone have a copy that they could forward???
0September 12, 2001 at 4:00 am #68639I would be very interested in learning more about this
0September 22, 2001 at 4:00 am #68848Sandy, I would be interested in a copy of your sales audit if its still available. I am interested in using six sigma in sales and this would be a good start.Would you be available to chat? Thanks.Bob
0October 6, 2001 at 4:00 am #69125Bob:
Six Sigma for sales takes on a different approach in not only training but also engaging the sales force in creating a partnership. This foundation was crucial prior to implementing any typ of sales audit. In fact since they were so engaged, they worked to help refine the items on the sales audit. There is so much to be gained if we start off in the fron end (sales process) in order to minimize potential issues downstream. I would love to chat with you in greater detail. Let me know how.
Sandy
0October 6, 2001 at 4:00 am #69126
Niraj GoyalParticipant@NirajGInclude @NirajG in your post and this person will
be notified via email.Hello Sandy,
I will be very keen to receive details of your work.
Regards,
Niraj0October 6, 2001 at 4:00 am #69127Sandy,
I’d love to discuss this. Can you email me or give me a call.
email: [email protected]
phone: 770 754 44530October 8, 2001 at 4:00 am #69143Sandy: I’ve begun to look at Six Sigma and sales process and ran across your message. I would like to receive any documentation that is not propriatary. Thanks for your help.
0October 12, 2001 at 4:00 am #69217
MélanieParticipant@MélanieInclude @Mélanie in your post and this person will
be notified via email.Sandy,
Your approach to Sales sounds like exactly what we’re looking for. Can you pls send details?
Thanks for your help!
Melanie0October 16, 2001 at 4:00 am #69290Do you have any charts worksheets that can be used for the process you used?
Thanks0October 16, 2001 at 4:00 am #69291Sandy,
Would it be possible to send me the worksheet you have mentioned for the sales audit? Any info on how you measured and corrected sales turnover would be much appreciated also.
Thank you,
A.H.
0November 16, 2001 at 10:07 pm #70013I am fairly new to Six Sigma. My position is in the sales area. I’d love to get a copy of this tool too. I’m hoping the thread isn’t too old!
0December 21, 2001 at 1:12 am #70747Sandy
We are rolling out a six sigma sales process and I would very much like to speak with you. Please let me know if you are available.
Kathy0December 21, 2001 at 3:45 am #70748Kathy:
As a former MBB with GE , I spent considerable time with the Sales and Marketing areas. I also trained the Sales force in an accelerated Sales Green Belt training program. I would be happy to discuss this with you. You can contact me at 215-518-0115.
Sandy0December 21, 2001 at 3:49 am #70749
Vijay KumarMember@Vijay-KumarInclude @Vijay-Kumar in your post and this person will
be notified via email.Kind attention Smt Kathy and smt Sandy please confirm wether you both are sisters and were working in sale department of REPCO INC Orlando in year 1980.If yes then kindly reply on below given Email address.
Regards.
[email protected]0January 9, 2002 at 4:18 am #71074
James HaskeParticipant@James-HaskeInclude @James-Haske in your post and this person will
be notified via email.I would greatly appreciate a copy of that sales audit form as well. It would be an excellent example for me to use as a templete for my organization. Please email to [email protected]
Warm regards,
James Haske0January 27, 2002 at 1:44 am #71580
TierradentroParticipant@johnInclude @john in your post and this person will
be notified via email.Sandy,
I’m interested in getting the information of using 6 sigma to improve sales performance. Would you please share your thoughts and send audit form to me via [email protected].
Thanks very much,
John0February 6, 2002 at 1:47 am #71821I would greatly appreciate any documentation on Six Sigma and the sales process. Please send to [email protected]
This assistance may be the edge I need to launch Six Sigma in our sales office.0February 25, 2002 at 2:09 pm #72493Sandy,
I would appreciate a copy of the audit you utilized while working with the Sales Team. [email protected]. Thanks, Craig0March 5, 2002 at 6:45 pm #72835
Steve SaichekMember@Steve-SaichekInclude @Steve-Saichek in your post and this person will
be notified via email.Hi Sandy, I’m a new BB and my first project involves increasing sales volume. Could you please send any helpful info, such as the sales audit? Any assistance you could provide would be greatly appreciated.
Thanks
Steve
0March 12, 2002 at 2:23 am #73106I find it somewhat disturbing to see someone say blandly that sales people believe their job is a form of “black art”. This practice reflect a form of built in bias that should be absent from the statistical process to begin with. Unfortunately these things happen and it only shows the frustation that is the end result when applying any set of analytical techniques via a flawed methodolgy.
0March 18, 2002 at 8:50 pm #73339Hi Sandy,
I hope this thread isn’t too old and you are still out there. If so, please send me a copy of the sales auditing worksheet.
Thx
Chris ([email protected])0April 25, 2002 at 2:15 pm #74823
Walt MatwijecMember@Walt-MatwijecInclude @Walt-Matwijec in your post and this person will
be notified via email.Sandy,
I am interviewing for a position and the challenge will be to increase sales. I’m a 6 Sigma advocate and I’d like to understand the thinking in the audit. I would appreciate a copy of the audit and I actually try to implement some of the ideas in a plan I propose in the interview. Thanks ahead of time.
Walt
[email protected]
0May 5, 2002 at 5:23 pm #75155
Joe WinogradParticipant@Joe-WinogradInclude @Joe-Winograd in your post and this person will
be notified via email.Sandy, would really appreciate a copy of the sales audit worksheet and other materials/advice that you think would be helpful in improving the sales function at software/services company. Thanks very much, Joe
Joseph Winograd (http://mailto:[email protected])Phone: 708-747-0768 Fax: 708-401-00730May 6, 2002 at 9:09 pm #75211
Thomas TidiksMember@Thomas-TidiksInclude @Thomas-Tidiks in your post and this person will
be notified via email.Brant, very interesting comment form your side. I am 2 years in 6S as a BB but new to the market & sell organization. We are struggling to find the “right” projects. I don’t believe it is the “black magic” but more of what is left after cycle-time-reduction in areas of order, processing, shipping, receiving? I would like to know how to explain my sales reps the benifits of 6S for them. It is a struggle. I just heard a corporate director saying: “Thaty’s why I am not doing it.” On some point we may need to accept that 6S does not work for everything but some tools can help to improve.
0May 6, 2002 at 9:12 pm #75212
Thomas TidiksMember@Thomas-TidiksInclude @Thomas-Tidiks in your post and this person will
be notified via email.Sandy, I am a 2 year BB but new to market & sell. I’d like to learn as much as possible about projects for the sales organization. Will you please forward your audit form to
[email protected]
Thank you. Thomas
0May 6, 2002 at 11:36 pm #75215
Stephen NielsenMember@Stephen-NielsenInclude @Stephen-Nielsen in your post and this person will
be notified via email.This thread has been very interesting reading. I am a Black Belt and have applied the methodology to improving the leads to sales conversions in financial planning and wealth management product lines.
Running this project was quite valuable in that it produced a number of key insights into reducing the defects (appointments not resulting sales). Accordingly our salespeople (financial planners) were very keen to apply the learnings (who wouldn’t- if they could be shown the main factors that resulting in leads becoming sales that could be controlled, then they had tangible means to improve their results).
For me 6 sigma in sales is all about revealing these key insights. Sales is and will always be very “noisy”, but if you can expose and eliminate just a couple of key issues, you’ve had a win.
ps My main drivers of variation were cycle time “lead raising to sale” and “no. of leads per adviser”. We set about proving the optimum timing and numbers, and delivered this as tools to lift performance.
Hope this helps
Stephen0May 9, 2002 at 6:56 am #75290
David HamptonParticipant@David-HamptonInclude @David-Hampton in your post and this person will
be notified via email.Sandy
Another request I’m afraid for more details of your sales audit methodology – I am interested in applying this to car sales, where our salespeople spend a huge amount of time doing things other than interfacing with customers! I’m at [email protected]
regards
David0May 9, 2002 at 12:29 pm #75304Sandy,
I am currently working on a project that has to do with the sales prospecting cycle time. I will be focusing in on the rest of the sales process there after so any information that you or anyone can give about any part of the sales process and reduceing the cycle time would be greatly appreciated.
Thank you,
Dan
0May 9, 2002 at 12:33 pm #75305Hello Sandy,
Any information you can share regarding your 6S sales analysis would be greatly appreciated. From what you’ve disclosed, I ‘m confident it will assist by peeling back the layers of a sale and defining the inefficient sectors of the process. Many thanks, Roy :)
[email protected]0May 9, 2002 at 12:39 pm #75307Here is my email address that anyone can send any info on this subject. I have discovered some interesting results of just the prospecting part of the sales process. I would love some more information though. Thanks again.
[email protected]
Sandy,
I am currently working on a project that has to do with the sales prospecting cycle time. I will be focusing in on the rest of the sales process there after so any information that you or anyone can give about any part of the sales process and reduceing the cycle time would be greatly appreciated.
Thank you,
Dan
0May 9, 2002 at 1:18 pm #75311
Dave TuninkParticipant@Dave-TuninkInclude @Dave-Tunink in your post and this person will
be notified via email.I would be interested in receiving your audit form.
0May 9, 2002 at 1:29 pm #75312
susan baldwinMember@susan-baldwinInclude @susan-baldwin in your post and this person will
be notified via email.I am starting a project in Sales and would be interested in the sales quality audit tool. Could someone send it to me?
Thank you,
Susan
[email protected]
0May 9, 2002 at 1:33 pm #75313Sandy,
Please send me a copy of your project data. Also, did you do a rolled throughput yield calculation on the conversion of leads to signed contracts as the opportunity went throught the steps of the sales process?
Regards,
Bill0May 9, 2002 at 2:56 pm #75322Sandy:I am beltbelt from the Sales/marketing area and have worked projects and marketing. I would very much appreciate a copy of the sales audit form and any any other insights or information on ways to improve sales volume.My projects mainly focused on improving the proposal process,standardization and creating performance program tools to help salesman service customers. Thanks
0May 9, 2002 at 5:15 pm #75336
Luis TaboadaParticipant@Luis-TaboadaInclude @Luis-Taboada in your post and this person will
be notified via email.The sales process is a very important step for any company, is the last part of the whole process to hitch the business, so I am a green belt and I have looking how to improve our sales process, I have special interest in learning more about this. Here is my e-mail for any information that can send me, I will appreciate it.
Luis Taboada [email protected]0May 9, 2002 at 7:36 pm #75343Hi Sandy,
Please add me to your distribution list.
Thank you~!0May 9, 2002 at 7:46 pm #75344My email address might be helpful ~ sorry! I would like a copy of the audit and anything else that might be available.
Thanks again!
[email protected]0May 9, 2002 at 9:15 pm #75351Could I please get a copy of your audit information? Thanks!
0May 9, 2002 at 10:29 pm #75355Hi Sandy,
I took some time to read through the thread. I am a BB in the Philippines struggling on my Sales Process project. Can you share the materials you mentioned earlier. You can send them to [email protected].
Thanks.0May 10, 2002 at 2:52 am #75357
H. TymeParticipant@H.-TymeInclude @H.-Tyme in your post and this person will
be notified via email.Hi Sandy,
I’m preparing to work a project in the sales group also. I’d love to see your work. Would you post it to the isixsigma forum for us to download? Can you share it openly?
Thanks a million.0May 10, 2002 at 8:35 pm #75377Sandy,
I’m interested in any info/audit process on the application of SS to Sales and Marketing process.
Regards, Keith
[email protected]
0May 11, 2002 at 12:07 am #75382I’m a little late coming into this thread, but would be very interested in obtaining the spreadsheet that Sandy offered in December from Sandy or anyone else who has it. Thanks.
0May 14, 2002 at 8:43 pm #75447I would really appreciate a copy of the sales audit worksheet. If anyone has a copy, could you please forward it to me at the email below. Thanks!
[email protected]0May 14, 2002 at 10:27 pm #75450I would also be interested in getting a copy of the sales audit worksheet.
Thank you. [email protected]
0May 16, 2002 at 4:34 am #75489
Mary Ann O. GuilatcoParticipant@Mary-Ann-O.-GuilatcoInclude @Mary-Ann-O.-Guilatco in your post and this person will
be notified via email.I’m interested to learn more about your project. I was discouraged to take on a sales project but you drove some good points there that will enhance our understanding of how to approach the “market share in some of our imported units being sold in the Philippines.” We’ve broken down this mega project to each model to understand the factors affecting each – we’ll look at advertising, pricing, competition, etc. and then focus on the factor that we can influence within the a period of 3-4 months.I’ll appreciate your input. What was your metric?
0May 20, 2002 at 9:43 am #75595
John TaggParticipant@John-TaggInclude @John-Tagg in your post and this person will
be notified via email.Hi Sandy,
I am BB trying to conduct an Audit of our European Distributors Sales methodology focusing on Territory Management and Sales visiting prospects. I would be interested on anything you could send me.
Best regards
John0May 21, 2002 at 12:52 pm #75628Sandy,
I’d be very interested in your sales audit worksheet as well – we’re just starting to expand outside of manufacturing projects, and some of our sales/marketing folks have expressed interest at moving faster.
Paul
[[email protected]]0May 21, 2002 at 1:21 pm #75629Sandy,
I’d be very interested in your sales audit worksheet as well – we’re just starting to get into sales 6 sigma as lot of our sales guys have shown interest in 6sigma .
Can U pls send copy of your worksheet at following mail address:
[email protected]
Thanks in advance!!
Rajesh0May 22, 2002 at 9:07 pm #75660Could you please send me the file? Thanks!
0May 23, 2002 at 2:26 am #75663Sandy,
Please send available information related to Six Sigma Sales Projects.
Thank you,
Rich0May 23, 2002 at 11:17 pm #75731
Sandy SilvaParticipant@Sandy-SilvaInclude @Sandy-Silva in your post and this person will
be notified via email.Greg:
I am sending you the sales audit worksheet . I hope that it helps you. I want to make sure that I let you knwo about the intense process that needed to be planned prior to having the audit sheet completed by a sampling of the sales population. Drop me a line at [email protected] if you need further assistance.
Sandy0May 23, 2002 at 11:20 pm #75732Please send me your email address in order to receive the audit sheet
—–Sandy0May 24, 2002 at 3:58 pm #75760
Thomas A.Member@Thomas-A.Include @Thomas-A. in your post and this person will
be notified via email.Hi Sandy,
I don’t post my email to newsgroups because automated spiders harvest emails and send spam mail. Can you post the audit worksheet to this site so I can download it? That would be fantastic and thanks for helping!
Tom0May 30, 2002 at 12:11 am #75916I see that many have asked for the sales form. Could you please send it to me as well? Thank you.
0May 30, 2002 at 12:51 am #75920
hedong wangParticipant@hedong-wangInclude @hedong-wang in your post and this person will
be notified via email.Hi Sandy
Could I share your specifics?
Best Regards
Hedong Wang0June 3, 2002 at 11:14 am #76020Dear Sandy,
I am working on a sales audit similar to what you have mentioned. Can you forward the format and methodology?
Ravind
0June 4, 2002 at 4:45 pm #76100Sandy,
I’d be very interested in your sales audit worksheet as well – we’re just starting to get into sales 6 sigma and I am a new BB for Europe Distribution. Can you please send a copy of your worksheet at following mail address:[email protected]
Thanks in advance!!
Luca0June 10, 2002 at 9:25 pm #76283I would like to receive info on 6S projects for sales. This is new for us and any info would be helpful.
[email protected]0June 11, 2002 at 5:23 am #76298Sandy, Can you please also forward me a copy? Thank you!
[email protected]0June 11, 2002 at 12:40 pm #76307sandy, could you please forward me a copy, thank you.
[email protected]
0June 11, 2002 at 1:35 pm #76314
Sanjay mehtaMember@Sanjay-mehtaInclude @Sanjay-mehta in your post and this person will
be notified via email.Hi,
I have go thru the entire thread of this discussion and I may be nth person for requesting u to send copy of sales adutit sheet and any other info on application of six sigma in sales at [email protected]
sanjay mehta0June 11, 2002 at 6:32 pm #76322
Mike CarnellParticipant@Mike-CarnellInclude @Mike-Carnell in your post and this person will
be notified via email.All,
I stayed out of this thread because I don’t work with that many sales groups that I am really comfortable with my level of experience with sales to really add much benefit.
This is probably boarder line spam. If so please remove it and I apologize for violating the rules.
I helped a guy with some dashboard stuff for a sales group that I thought was pretty creative (his stuff not mine). I have no finacial link to him. Just a friend. If you are interested in the link please let me know and I will send it to you.
You can email me at [email protected]0June 27, 2002 at 7:51 pm #76724
Dan GrantParticipant@Dan-GrantInclude @Dan-Grant in your post and this person will
be notified via email.Sandy: If you still have the study available, I would appreciate you sharing it with me. I build sales teams and develop new approaches for new service offerings. I could use some help in measuring effectiveness.
0July 2, 2002 at 1:39 pm #76844Sandy, I would appreciate a copy of this audit worksheet as well! Please forward at your convenience.
0July 4, 2002 at 1:20 pm #76939Jonh, I am sorry if I am repeating what others may have asked… I did not have enough time to read all the replies.
Sometimes is to out of control the customer satisfaction. What is key in a good sales six sigma project is the pre-work need. In all environments (sales or any other department) the measure phase has to emphasize the Critical to Customer Requirements, which can be cycle-time, specs an so on. During the DEFINE/ MEASURE phases the Black Belts will have the opportunity to balance between business goals/ critical to customers requirements. What for? In order to establish what really is a defect in your relationship with the customers.0July 11, 2002 at 6:19 pm #77172Hi Sandy, just getting into the six sigma process and very interested in defining some sales projects. can you send me the sales audit worksheet you’ve described? Thanks.
0July 11, 2002 at 6:24 pm #77173Sandy, can you e-mail me the audit worksheet you’ve described? We’re just getting into six sigma training and want to develop some sales projects. E-mail address is [email protected] Thanks
0July 11, 2002 at 7:35 pm #77174Sandy,
I would appreciate if you can forward a copy of the sales audit worksheet to my e-mail: andaluzal.hotmail.com
Thank you
Al
0July 29, 2002 at 9:14 pm #77689Hello Sandy,
I’m interested to expand Six Sigma to Sales Department, could you share with me the Audit Form.
thanks0July 29, 2002 at 10:13 pm #77690Sandy,
I would appreciate if you could e-mail: [email protected] me a copy of the sales audit sheet.
Thank you very much.
Best Regards
Al Andaluz0August 6, 2002 at 3:58 pm #77886Sandy, I would appreciate a copy of this audit worksheet as well! Please forward at your convenience.
0September 13, 2002 at 5:08 am #78894
john rizzoParticipant@john-rizzoInclude @john-rizzo in your post and this person will
be notified via email.sandy can you send that doc along as well. I would really appreciate it.
Regards, John
[email protected]0September 14, 2002 at 2:23 am #78934
Anil GuptaParticipant@Anil-GuptaInclude @Anil-Gupta in your post and this person will
be notified via email.Seems like the entire six sigma communiyt in the world has seen this audit sheet.
I am just starting a sales project, but with a project team that does not believe in six sigma or its application to a sales process. Any help that anyone could offer will be great!
Thanks and best regards
Anil
[email protected]0September 23, 2002 at 10:58 pm #79124
JENNIFERParticipant@JENNIFERInclude @JENNIFER in your post and this person will
be notified via email.Sandy – I would be interested to see a copy of the sales audit sheet that I have read about in this discussion thread. Would it be possible for you to send a copy to me???
Thanking you in advance – Jennifer
0September 27, 2002 at 8:59 pm #79289
Matt RustParticipant@Matt-RustInclude @Matt-Rust in your post and this person will
be notified via email.I agree with what you are saying, but how do you construct a direct correlation between the extra time spent selling and the increased sales?
0October 1, 2002 at 1:37 pm #79354
Eric KupskyParticipant@Eric-KupskyInclude @Eric-Kupsky in your post and this person will
be notified via email.I posted a new thread yesterday but have found this thread as well. I wanted to post here in the hopes that Sandy still participates on this board or that one of the people that she has helped out will do the same for me. I could really use the Sales Planning sheet example that has been discussed on this thread as well as any specifics to actual processes that have been analyzed in sales & marketing areas. If anyone would be so kind as to send me the sales planning sheet I would be deeply grateful. I can be reached at [email protected].
Thank you.
Eric0October 1, 2002 at 2:43 pm #79355The only correlation we found was number of units sold per hour based on the time spent doing pure selling only, no administrative work.
0October 1, 2002 at 4:47 pm #79358
Matt RustParticipant@Matt-RustInclude @Matt-Rust in your post and this person will
be notified via email.JP-
I guess this is the difficulty I am having with understanding the discovery of benefits. How can we take direct benefit for increases in sales and assume that the reduction in administrative duties is the sole provider of that additional revenue? Could there not be other factors related to the revenue (improved market, new company direction, advertising, etc.)? Is this where an ANOVA is useful?
Matt0October 7, 2002 at 4:27 pm #79516
Dawn KershawParticipant@Dawn-KershawInclude @Dawn-Kershaw in your post and this person will
be notified via email.Hi Sandy
I’m the latest in line to ask for a copy of your worksheet to my e-mail [email protected]
I’ve read quite a few of the responses but did not see any that added any suggestions as to how to measure Sales Projects and prove cause and effect – I’m sure I’m having a common problem that in a climate of fluctuating markets / sales performance it is difficult to ‘prove’ with 70 or 90% confidence levels (p-values <0.3 or <0.1) that :
a. Your project alone will have or has had a stastistically significant (hopefully positive!) impact on sales growth / brought in incremental sales.
b. Improving sales person efficiency – reducing ‘wasted’ time spent and thus freeing them up more to focus on the key customer facing tasks actually delivers incremental sales. It sounds like I’ve taken the same approach as you in measuring reductions in ‘wasted’ time but I can’t seem to find a way to turn this into a financially quantified sales increase.
c. Increasing a measured current customer satisfaction e.g. from 80% satisfied to 90% actually delivers incremental sales.
Have you ever seen any ‘industry standard’ accepted measures of the above, e.g. I have heard that some companies accept that an increase of quality of X delivers $X% incremental sales – have you ever seen anythign similar proved on increases in customer satisfaction / time spent with customer?
Thanks and Regards.
Dawn Kershaw0October 9, 2002 at 6:04 am #79548Sandy,
I work for an ISP. We are in the process of launching a few sales projects.
It will be of great help if you could share the sales audit sheet and your experiecne in launching sales projects.
Thanks & regards0October 11, 2002 at 2:52 pm #79600Trying to improve our sales as well and am using Six Sigma to, hopefully, conquer our issues. Can you forward me the spreadsheet, please? Thanks.
0October 14, 2002 at 7:27 pm #79642Hi,
Even though I’m late to the party here, I would also be interested in the sales audit worksheet that is available.
I am looking to introduce 6S into our sales organization and looking to starting planning projects as part of my 2003 objectives and schedule.
If Sandy or someone could help me out, I would greatly appreciate that.
Thanks,
Steve
email: [email protected]0November 2, 2002 at 1:51 pm #80260Hi Sandy – Very keen in knowing more as I am likely to be a Black Belt driving projects in this area. rgds SM
0November 3, 2002 at 4:39 am #80275
Dev PurkayasthaParticipant@Dev-PurkayasthaInclude @Dev-Purkayastha in your post and this person will
be notified via email.Sandy:I would be really interested in how we can improve our sales effectiveness by applying Six Sigma, we are a small 4 person and I am the CEO as well as the salesman.
Dev0November 3, 2002 at 4:41 am #80276
Dev PurkayasthaParticipant@Dev-PurkayasthaInclude @Dev-Purkayastha in your post and this person will
be notified via email.I would love to get a copy of your sales audit sheet. Thanks Dev
0November 3, 2002 at 2:08 pm #80278Sandy:
I would like to get a copy of your audit
[email protected]0November 3, 2002 at 3:01 pm #80280
SchultzParticipant@CharlieInclude @Charlie in your post and this person will
be notified via email.Dev, all – I have a good amount of experience in both sales and TQM. In particular, I have found process mapping in especially complex sales environments to be helpful from the standpoint of process improvement, problem-solving, information sharing, and training. If desired, I can provide further perspective.
0November 4, 2002 at 3:42 am #80285
Niraj GoyalParticipant@NirajGInclude @NirajG in your post and this person will
be notified via email.Hello Charlie,
I would ne keemly interested in any perspective – particularly of the process mapping that you have dome in the sales area.
I am involved in a project with a financial services company with an extensive sales network of commission agents managed through a team of managers.
my e mail is [email protected]
Regards and thanks
Niraj
0November 6, 2002 at 6:40 pm #80353Are you still offering the worksheet? I would love it if you could send a copy to me.
Thank you very much – Doug0November 8, 2002 at 6:04 pm #80441
Joanne KalpParticipant@Joanne-KalpInclude @Joanne-Kalp in your post and this person will
be notified via email.Sandy, we are extending our Six Sigma work into the Sales organization. Can you send me a copy of your Sales Audit form?
Thanks,
Joanne0 -
AuthorPosts
The forum ‘General’ is closed to new topics and replies.