"GROW YOUR SALES IN 2018 WITH SIX SIGMA THINKING!"©
A Practical, Step-by-Step Approach
Look at these disturbing sales statistics:
- Sales reps missing quota has dropped from 63% to 53% in 5 years!
- The turnover rate for sales reps is 25.5% - twice the national average!
- A CSO survey has shown that 49.2% of sales forces need improvement
- The average closing rate of a sales rep is 41%
Why are these sales problems so persistent?
A major cause is the dependence on random "usual fixes" which are based on assumptions, the past, gut instinct and wishful thinking. The usual fixes include sales training, sales contests, new logo/brochure, compensation plan change, letting go of the sales manager and/or reps, putting everyone on a PIP, asking for more leads, sales calls and proposals.
These usual actions tend to have limited overall value because they do not recognize the process that is creating these problems.
Dr. Myron Tribus said it best at a conference that I had attended in Atlanta:
"Sales results occur, good or bad, because a process is in place producing them.
The more defects or breakdowns you have in the process, the poorer the results!"
Adapted from Dr. Myron Tribus, Former Director,
Center for Advanced Engineering Study, MIT
So, What is the Better, Profitable Alternative to "Usual Fixes"?