Improve Sales Results with Statistical Process Control

How to Get and Use Data
for Better Sales Management Decisions

How can you make better sales and marketing decisions without having hard data?

And – how can you get hard data if none exists?

Many a senior executive has been frustrated with the sales department’s inability to

• forecast anything
• improve productivity
• provide any hard data at all

Sales and marketing organizations have not been built to generate good data. Executives run things by the “seat of their pants,” without realizing how badly that practice is hurting them.

Even those who have realized the problem and tried to gather data run smack into perplexing challenges:

• How can you get “data” from salespeople?
• Isn’t gathering data really administrative, non-value-added work? Why should salespeople cooperate?
• If they do cooperate, for a time, how much can you believe what they tell you (won’t they just say what they think you want to hear) ?
• How are you supposed to interpret the data? What actionable results could possibly come from it ?

You’ll learn the answer to these questions and much more in this week’s SPIF! Webinar:

“Improve Sales Results

with Statistical Process Control”

How to Get and Use Data
for Better Sales Management Decisions

Thursday November 12, 2009
11:00am Eastern Time

In this webinar, Michael Webb and Bill Bentley will show you how to gather and use data to manage your sales force – and improve your sales process in the bargain. You’ll discover:

• What “data” actually means in field sales, and why it is so critically important
• How to get your salespeople to enthusiastically support your efforts
• How to uncover cause vs effect in sales and marketing
• The simple tools required to analyze your data, and the life-or-death information they reveal

This webinar will contain an overview of the famous “Seven Quality Tools,” which have been in use for over sixty years in a mind-boggling range of business and scientific endeavors.

These tools will be illustrated with examples from client sales and marketing situations, where the results produced more revenue, higher margins, and reduced wasted effort.

Here’s what other attendees have said about SPIF! Webinars:

“It provided me with more robust tools to begin to shape out a project I have been working on in improving our sales approach overall.”
Ruthann, Corporate Executive, Missouri

“You get beyond the conceptual and get to REAL documents and steps that you use. I have designed a couple of sales processes and am currently tweaking my own process for finding, winning, and keeping customers for my consulting biz.”
Mike, Consultant, Iowa

“As usual, Michael, you got right to the heart of the matter and the difficulties that the sales function is faced with. Excellent.”
Andrew Wilcock, Cranfield University

“Your webinar gave me a strategy for testing out a nurturing campaign in my organization.
I liked the dialogue format – kept me engaged the entire hour.”
Mary Lou Joseph, Verint

You’ll receive immediately actionable information that will change the way you manage your organization. Registered participants who complete the workshop evaluation will receive a pdf file of the presentation slides and a recording of the event, in addition to special offers on information products that can improve the productivity of your sales and marketing organization.

The content in these calls is also excellent for anyone who is analyzing their sales process/organization to determine what kind of outside help might be needed.

I’m Michael Webb, and I'm the author of "Sales and Marketing the Six Sigma Way" (Kaplan, 2006). My team and I have helped dozens of companies such as MAQUET, Thermo Fisher Scientific, Marriott, WaterFurnace, DDI, and many smaller companies to identify bottlenecks, change behaviors, increase close ratios, and improve forecast accuracy by applying the concepts of lean and six sigma to their sales and marketing departments. I delivered the keynote addresses to the first two conferences ever held on applying Six Sigma to marketing and sales and have extensive sales training facilitation and field coaching experience with hundreds of sales people and managers in the U.S. and Canada.

For this event I’m teaming with my associate, Bill Bentley. Bill spent the first 20 years of his career at Procter & Gamble, Frito-Lay, and Nabisco Brands doing process engineering, automation, instrumentation, and process R&D. Bill has held top executive positions in smaller technology companies, including president and CEO of MDT Software, which creates software for Fortune 500 manufacturing firms. Bill founded Value-Train in Atlanta, a training and consulting company that provides six sigma black-belt and green belt certification training to in-transition and other professionals who buy their own training.