Research Brief: Six Sigma for Sales Management

31 July 2008


Lean Six Sigma is a management method used by manufacturing companies and service organizations to improve business performance.  It’s the lens through which many firms look at how they define, measure, analyze, improve, and control the things they do, make, and deliver to customers.  In doing so, they apply Lean Six Sigma principals to internal processes and to their interactions with vendors.  For sales forces calling into such organizations, speaking the language of Lean Six Sigma becomes a competitive necessity.

In this article, Six Sigma expert Michael Webb unravels the seemingly arcane jargon and statistical concepts that underlie Lean Six Sigma, while illustrating how the Six Sigma’s principles can be applied to sales process and sales force management.

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