Why Pursue Operational Excellence?
Companies whose sales and marketing departments choose the path toward Operational Excellence will have a variety of competitive advantages: • Their knowledge of what their customers respond to will be clearer and more timely. • The ideas that flow from customer and salespeople’s insights will drive a variety of experiments, each of which increases the company’s knowledge of how to make deals flow faster and how to make more money in their markets. • These businesses will understand where their bottlenecks are and the financial impact of potential improvements in their processes. • They inherently take less risk, because they have established a range of simultaneous experiments, the results of which provide the evidence needed by product managers, marketing managers, and sales VPs for decision making. Initiatives that don’t meet expectations are the exception, not the rule. The predictability and stability of their financial results will make them more attractive to investors, who will
