Question: How does process thinking help
managers make better sales and marketing decisions?
Answer: The same way it does in other
production environments: by providing a clear understanding of
where the money spent in the process is going.
This article traces successive attempts to solve a tricky sales
and marketing problem. When managers make common sense
decisions, they sometimes have unexpected results. The reasons for
these surprises are revealed when a process approach traces the
flow of leads opportunities and deals, showing the bottlenecks
and their impact on the company's financial statements.
This whitepaper has been a hit at the Six Sigma conferences
across the country.
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