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How to Set
Sales Pipeline Alarms to Troubleshoot & Improve Your Selling Process
(One-and Two-Day Versions)
Since his term as director of the Sales Automation Association expired
in 1997 Paul Selden has been working on a technique to radically improve
the way sales reporting is conducted. That work is now complete. The
result is a practical technique for filtering normal levels from
abnormal levels of sales performance as they show up in the kinds of
data streams found in many business systems. It could radically improve
your sales reporting and the way your people troubleshoot and improve
your selling process.
The technique works by setting up empirically based sales
pipeline data filters. The way the filters are set separates normal
variation in process performance that can be safely ignored from unusual
changes that must be acted on immediately.
There are two versions of this workshop. In the two-day version, Day One
is spent learning the process measurement and analysis techniques using
simulations and cases studies drawn from real life applications. Day Two
is spent applying the technique to your own sales and marketing data,
and planning ways to integrate the methods with your current sales
reporting, training, and management systems. A one-day management
overview version of the program is also available.
These days people are awash in data. This technique could save an
incredible amount of time and aggravation. Instead of setting off
wasteful fire drills when people "think" something is wrong, this
technique provides an operational definition of when action must
be taken--versus when action is likely to be an exercise in futility.
The workshop is suitable for all levels of the organization.
To discuss
or schedule any workshop, please call 269-343-3700 x107, 9-5 ET, M-F.
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