Professional Services

Apply the Quality and Productivity Sciences to Sales and Marketing

As odd as it may seem, and despite the best intentions, most sales training, CRM or other software, reorganizations, compensation, and personnel changes generate more resistance than improvement.

It isn’t that these kinds of initiatives are useless, or even that they can’t be measured. (They can.)

The reason these things happen is that, unfortunately and without realizing it, most companies have not done the work necessary to understand what their real problems are.

One of the purposes of our business (and this website) is to help business people learn a more productive way of thinking about their company’s sales and marketing problems, so they can understand what their real problems are.

Simply recognizing that marketing and selling should be aligned with the customer’s journey, and measured accordingly, is a huge step for most companies.

Another way of saying it is this: “If you design the sales process so the customer will follow it, the salespeople will follow it too.”

Looking at sales and marketing this way creates new perspectives on old problems, such as

• the role of marketing vs selling
• the implications of leaving the “sales process” up to the salespeople
• how to apply “process” to sales and marketing (hint: just start solving problems instead)

Most companies find that having a properly designed sales process gives them the foundation they need to get results from the software, compensation programs, sales training, distribution channels, and other services they need.

Sales Performance Consultants, Inc., Professional Services

Sales Performance Consultants, Inc.’s, unique ability is applying serious process-improvement in sales and marketing organizations. In fact, professional services companies such as sales training, marketing, and CRM software companies constitute 40% of the purchases of information products and webinars on this website. They want to learn how we do it, and we are happy to teach them.

Below is a simple diagram that illustrates the approach:

SPC, Inc., provides a range of workshops, consulting engagements, and process design and deployment services to help your leaders and team members to apply the quality and productivity sciences to your sales and marketing organization. These can be in the framework of kaizen, six sigma, lean, or other suitable campaigns within your organization. Measurable results are normally achieved in 90 days or less.

• Initial Assessments
  (Via phone or in person, contact for quote)
• Fast-Start Workshop
  (One to three-day formats starting at $9,000 per day, contact for quote)
• Sales Kaizen Event
  (Three- to five-day on-site facilitated events, plus pre-work and follow-up. See our guidebook for specifics, contact for quote)
• Sales Process Design and Deployment
  (Initial design kick-off workshop, plus facilitated or turnkey design project, contact for quote, also see guidebook)

If you think we might be of assistance to your company, please inquire here.