Archive for February 20th, 2007

Applying the Science of Six Sigma to the Art of Sales and Marketing. Michael J. Pestorius

Applying the Science of Six Sigma to the Art of Sales and Marketing. Michael J. Pestorius. 2006. ISBN 13-9780873896962. There is a society for Six Sigma in Sales and Marketing that is now five years old. Yet there is an element in the group, that still does not “get it”. An example is found in this book. The title says sales and marketing, but only 1/3 of one of the 9 chapters deals with any kind of marketing at all. And that bit deals with using “spiffs” in the sales process. One thing we have learned at Rocket Builders in this Six Sigma journey is that marketing is a huge deep money hole for most organizations. Until a company realizes how much time, money and effort they are wasting in sub optimized sales and marketing they will continue to have sub optimal revenue and market results. Lesson learned, the book contains some decent collections of attributes and data to be used to select and measure sales guys in new product sales, sales competency, field-visits, territory planning and promotions. Get it from the library.

Category: Technology Industry

No Comments » | Permalink | Trackback URI