People have been trying to improve marketing and selling practices for years. Is Six Sigma all that different?
This is a complex question, and I’d like to answer on three levels: On one level, process improvement simply brings tools to address many of the traditional problems of marketing and selling. For example, it brings an approach for measuring activities and results more objectively. The beauty is that on the surface process improvement does focus on the same things as traditional approaches. Since we are at the beginning stages of this evolution, it is common for basic process improvement steps (such as defining the sales process appropriately) to uncover easy-to-fix problems, such as lack of measurements, inadequate job aids, or training, etc. Fixing these “low-hanging-fruits” often has huge payoffs. On another level, the tools and language of process improvement are very deep (remember, this is the scientific method). Six Sigma in particular is a far more, disciplined, and analytical way of improving business results than most non-technical organizations are used to. It requires a deep
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