About SPC, Inc.
Sales Performance Consultants, Inc. (SPC), is an Atlanta-based thought leader in the emerging field of lean process-based approaches for sales performance and business growth. SPC proprietary methods build on lean platforms common to many companies, yet are uniquely designed for the challenges of global markets, highly distributed sales teams, and an increasing dependency on channel partners and complex distribution. SPC works best with companies that have a science and engineering “evidence driven” heritage and belief system, and a respect for people. SPC was founded in 2002 by Michael Webb, author of “Sales and Marketing the Six Sigma Way.”
Philosophy
The selling problem is unlike that of most lean implementations: “The goal is to get people you may never even meet to act for your benefit.” This requires different lean approaches and thinking frames that have taken over 15 years to develop, test, and improve, and are still evolving with changing technology. Salespeople simply will not accept standard work that does not help them in daily selling. Yet, most salespeople starve for insight that helps them understand how to work smarter and more effectively. Any “invisible” process that is comprised of highly distributed work can benefit from SPC’s methodologies.
Presenting Needs of Typical Clients
- Flat or declining sales in core businesses
- Highly variable sales results to plan
- Market share erosion
- Growth initiatives faltering or failing in deployment
- New market opportunities, but inadequate sales processes for that market
- Sales training not working; limited, fleeting effect
- CRM systems not living up to productivity expectations
- Cannot determine root causes of sales wins and losses
- Cannot execute well with distributors and channel partners
- Poor sales measurement systems; lack of actionable data
- Gaps in voice of customer data collection or translation into improvement
