Working with SPC
SPC collaborates with one or two clients at a time to build self-sufficiency and self-improvement of co-designed and deployed processes and tools. After meeting with management to establish common purpose, SPC conducts a focused sales process assessment using lean A-3 format and data collection to determine the targets to improve and best pathways to solve the business problem. This includes the current job of selling, and the broader barriers to Finding, Winning, and Keeping customers.
Projects at the tactical and strategic levels are then commissioned and executed using the SPC team initiative deployment sequence and lean A-3 solution-generation methods. The SPC team works on a 30-60-90 day collaborative plan with management to ensure that all participants are progressing and results are satisfactory. Typically, by the second year, SPC methods are heavily adopted to target and deploy new growth initiatives. These may span beyond traditional selling to the New Product Pipeline, Voice of the Customer, Customer Service, and other areas sales growth depends on but cannot control.
Unique Core Strengths of SPC:
- Street smarts and experience in today’s selling (essential credibility with salespeople)
- Strong technical background in lean, six sigma, lean A-3 standards, Deming cycle, and statistical root cause analysis
- Repeatable sales process design regimen: right process at right granularity
- Proprietary data technology to support sales process measurement and improvement
- Standardized, teachable methods utilizing best practices and transferable terminology common to today’s best lean companies
- Powerful coaching frameworks for sponsor executives, process owners, and teams
