Sales Kaizen Guidebook
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Dear business professional, My name is Michael Webb, and I’m the author of “Sales and Marketing the Six Sigma Way,” (Kaplan, 2006) which is used as a text in dozens of universities around the world. Sales training, CRM software, and marketing companies (including Google) hand it out to their clients and ask me to speak to them. Since 2002, my team and I have helped dozens of companies like ThermoFisher Scientific, MAQUET, Water Furnace, Marriott, DuPont, American Express, and many others to make their sales funnels flow faster by improving their sales processes. |
| For the last 18 months, I’ve been working with Robert Ferguson, who has implemented major process improvement and kaizen deployments in sales and marketing at companies like DuPont, Xerox, and International Paper. Formerly a senior consultant at Joiner and Associates, and then in his own consulting firm, Robert traveled throughout Japan with Masaaki Imai, author of the prophetic book “Kaizen – The Key to Japan’s Competitive Success” in the 1990’s, visiting companies in automotive, chemicals, and machine tools, seeing manufacturing operations using Gemba Kaizen to astound customers and competitors around the world. |
Now Your Company Can Develop
a Deployable Process Improvement
and Produce Sales Results in 90 Days or Less
When the economy shifted in the last few months, Bob and I realized two things:
- Companies are feeling incredible pressure to grow their revenues right now (without spending much money).
- ANY company can develop a deployable sales process improvement - and achieve sales results in 90 days or less if they properly conduct a sales kaizen event.
Together, Bob and I have pioneering experience and insight in the applying kaizen, and kaizen events, to sales and marketing successfully.
We decided it was time to tell people about the powerful approaches we have developed. We knew this information would be extremely valuable in the right hands. So, we initiated a series of teleconferences designed to help companies apply kaizen to their sales and marketing.
The teleconferences worked.
Close to 500 companies have registered to attend these events so far, and the numbers continue to grow.
In fact, you are probably reading this page right now because of those teleconferences.
Now, we have organized our knowledge into the first of a series of guidebooks designed to give you the information you need to develop a deployable improvement in five days or less, and produce sales results, often in less than 90 days.
“How to Conduct a Sales Kaizen Event
to Improve Your Sales Process
in a Way Your Customer Will Love”
Who this book is intended for
If you are responsible for helping your sales and marketing teams improve results, and are already familiar with the quality and productivity sciences, this guidebook is for you. For example if you are a
- President, general manager, or other senior executive
- Internal process improvement professional (e.g., Lean or six sigma)
- Sales VP or marketing VP
- Sales operations professional
you know that dealing with salespeople and customers is a different animal than dealing with production machines and factory (or service departments). You also know that any gap between the sales department and the rest of the company is responsible for enormous waste and cost, not to mention friction, frustration, and failure.
You know there has to be a better way to do things in sales and marketing.
And there is.
Why this is such an important (and useful) book
Sales departments often struggle to bridge the gap between their company and their customers. They have to do it on their own, and rightly or wrongly they end up standing apart from the rest of the company. This isn’t their fault, they are creatures of their environment just like you or me.
The unique environment presented by the sales department has proven tougher to improve than anyone would have guessed. If you are going to find a way “through the weeds,” as we have, you better know how to
- Really help salespeople win more business, fast, and
- Have a way of bringing the rest of the company along with them.
Sales (and marketing) executives are instinctively concerned whether the rest of the company will embrace and support what they need to do.
Perhaps you’ve seen people try to improve their processes, yet end up with fancy process diagrams no one uses.
That is why kaizen is so different - and so important. Kaizen begins with daily work, how salespeople and their managers do their jobs, and builds from there.
Kaizen focuses on the people as well as the process. It provides multiple avenues for clarifying, measuring, and incrementally improving things, from someone’s personal performance goals through the senior executive’s business plan.
We’re not talking about solving world hunger. We’re taking bite sized improvements that will make a real difference. Bite sized improvements that stick.
That’s how the Japanese automakers went from 0% market share to 54% market share profitably in the last 30 years. And they did it in American markets with American workers, including designers, marketers, and salespeople.
Robert and I had to totally re-think how to implement kaizen in sales and marketing, and have developed a comprehensive approach that works. Properly implemented, “little kaizen” events (as we call them) are ideal vehicles for jump-starting your sales and marketing team’s performance, while ensuring continuous improvement.
This can add serious momentum to your process excellence initiative. It can give your company a competitive edge in the market. It can add revenue to the top and the bottom line, in 90 days or less.
(And, if you are a management consultant operating in this field, as about 40% of our customers are, you’ll find powerful ways to deliver more value to your clients, extend your engagements, and earn higher fees as well.)
In this book we show you how to:
- correctly identify and define the problems, in order to overcome political pressure
- engage people to develop deployable improvements in about 5 days (or less)
- produce measurable improvements in business results in 90 days or less
- ensure the gains become “the way we do things around here”
- instill continuous improvement
Our goal is to enable you to lead a team though a successful kaizen event in sales and marketing. To do that, we have provided:
- Background on how the primary disciplines of kaizen apply to sales and marketing problems
- Specific illustrations of differences between sales and marketing and manufacturing processes, cultures, and environments
- Definitions for how to implement measurement systems that work, and overcome typical obstacles to measuring
- Guidance on dealing with the difficult cultural and political issues you will inevitably face
- Recommendations on selecting the right initial projects so you can get results faster and easier
- Tools, templates, and coaching for selecting teams, preparing event packets, facilitating the tough spots, and wrapping things up to a successful conclusion
We are not saying all this will be easy. Kaizen teaches people how to work smart, but it is hard work, especially in the beginning. Facilitating a kaizen event in any industry requires talent, skill, and experience. It is not for beginners. We expect that you have most of what you need to work at this level.
What you don’t have, and what you will gain in this guidebook, is how to do it in sales and marketing.
A Goldmine of New Ideas and Techniques in an Ocean of Opportunities
The techniques presented in “How to Conduct a Sales Kaizen Event” are based on simple, fundamental truths. Yet they are arranged in clever and practical ways you have never seen anywhere else.
If you apply even a fraction of the ideas and techniques we present, you find yourself
- Having more productive conversations with your counterparts in marketing, sales, and service functions
- Uncovering reasonable new ideas for improvements that were not possible before
- Bringing out hidden talents and motivations in your people
- Elevating the language everyone uses to understand and communicate about their work
- Trying out new ideas and approaches in low risk, quick turn around experiments
- Winning more business, more often, as a team
- Improving the quality of information about customers, including the sales forecast
Implementing even one of the dozens of ideas you will find in “How to Conduct a Sales Kaizen Event” will pay for the cost of the book fifty or one hundred times over.
Click on the link, and you’ll be sent to the ordering page. There, you’ll get specific information on how this will work.
Act Now!
With the “How to Conduct a Sales Kaizen Event” guidebook, you’ll have a procedure for leading your organization. You’ll learn the key questions to get them thinking in the right direction. You’ll learn how to get everyone pulling in the right direction, how to help them clarify facts and data, begin making improvements, and be sure those improvements stick. . You’ll have salespeople (and customers) thanking you for helping them so effectively.
You’ll also receive a charter subscription to SPIF! the only membership community devoted to serious process improvement in sales and marketing, an enormously valueable educational resource for you and others in our company (remember, your first month is free). You’ll get access to Michael and Robert for answering your specific questions about applying kaizen in your sales and marketing environment, and a compilation of everyone’s questions and the answers after about a month.
NO RISK Thanks to This Guarantee
Every guidebook comes with a full 100% money-back guarantee for 60 days. If you are not completely satisfied for any reason–or no reason at all–simply return the book and you will promptly receive a full refund. No hassles, no hard feelings. (Everything we do at SPIF! is satisfaction guaranteed - even our consulting!)
About Our Guarantee: Some info-marketers believe that if your return rate isn’t close to 10%, you aren’t “selling” hard enough.
We have a different philosophy: in the five years since Michael has been selling his guidebooks, hundreds have been purchased all over the world, yet only two refunds have ever been requested. We know what we are talking about, and that these guidebooks contain valuable information that will help your organization. Further, we take great pains to make sure that only people who can really benefit from these materials ever see this sales letter.
If the time is right for you, we prefer you to know you are getting a good product rather than twist your arm. (In fact, the reason the guarantee is only 60 days is that our credit card processor won’t let us extend beyond that point!)
Fill out the order form below to order now (and don’t forget to initial the terms and conditions at the bottom of the page). The order form is secure to protect the privacy of your information while doing business with us.
We look forward to serving you!
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