Gordon Ramsay and TOC
I was impressed to see Gordon Ramsay explain TOC basics to a failing restaurateur in his new reality show “Ramsay’s Kitchen Nightmares” the other night. Ramsay is the gruff, Scottish,...
View ArticleWhy sales training can decrease conversion rates!
Question: What’s the primary driver of conversion rate? Answer: In most cases, it’s not sales skill! The primary driver is most often what we call Opportunity Cycle Time: the time it takes to close an...
View ArticleChris gets it!
I just had a call from a client who owns a make-to-order manufacturing firm (building materials) in New Zealand. Chris was agitated because he had just realised that, last week, across his sales team,...
View ArticleWhen higher conversion equals lower sales
I’ve discussed in the past that an assumption that underpins the design and management of most sales processes is that conversion (rate) is the primary driver of sales. The Sales Process Engineering...
View ArticleClik here to view.
How to build a high-throughput sales process
Applying the Theory of Constraints to the design, resourcing and management of the sales process [Presented at: TOCICO Conference, Miami 2004] Introduction The traditional sales process is hard to...
View ArticleClik here to view.
How to build an objective management structure for your sales process
Imagine you were to awaken one morning suffering from a strange disorder: one that rendered your eyesight unreliable. When you open your eyes, your bedroom appears roughly as it did the night before....
View ArticleGordon Ramsay and TOC
I was impressed to see Gordon Ramsay explain TOC basics to a failing restaurateur in his new reality show “Ramsay’s Kitchen Nightmares” the other night. Ramsay is the gruff, Scottish,...
View ArticleWhy sales training can decrease conversion rates!
Question: What’s the primary driver of conversion rate? Answer: In most cases, it’s not sales skill! The primary driver is most often what we call Opportunity Cycle Time: the time it takes to close an...
View ArticleChris gets it!
I just had a call from a client who owns a make-to-order manufacturing firm (building materials) in New Zealand. Chris was agitated because he had just realised that, last week, across his sales team,...
View ArticleWhen higher conversion equals lower sales
I’ve discussed in the past that an assumption that underpins the design and management of most sales processes is that conversion (rate) is the primary driver of sales. The Sales Process Engineering...
View ArticleClik here to view.
How to build a high-throughput sales process
Applying the Theory of Constraints to the design, resourcing and management of the sales process [Presented at: TOCICO Conference, Miami 2004] Introduction The traditional sales process is hard to...
View ArticleClik here to view.
How to build an objective management structure for your sales process
Imagine you were to awaken one morning suffering from a strange disorder: one that rendered your eyesight unreliable. When you open your eyes, your bedroom appears roughly as it did the night before....
View Article