TAILIEUCHUNG - ADAPTING TOTAL QUALITY MANAGEMENT TECHNIQUES TO THE DISCIPLINE OF SALES LEAD MANAGEMENT

Getting back to 2003, I was still a top producer in sales but simply wanted a change. I’d been selling for too long and had no desire at all to get into sales management. I’ve always had a strong entrepreneurial drive and decided to put my prospecting system in writing and have a try at selling it online. I sat at my computer from a Friday afternoon through Sunday evening with no sleep at all and put my system on paper. Over the next week I recorded two full-length audio CDs to go. | Sales TQM Page 1 ADAPTING TOTAL QUALITY MANAGEMENT TECHNIQUES TO THE DISCIPLINE OF SALES LEAD MANAGEMENT PREPARED BY KEITH D. BURWELL SVP SALES KALEIDICO KALEIDICD Sales TQM Page 2 Executive Summary All too often organizations will continue to drive the notion that somehow sales personnel are to be measured qualitatively in the short term and by revenue output in the long term. The idea that we should utilize standardized processes for manufacturing and technology yet sustain a laissez-faire method of management towards our sales teams is not only antiquated but has been detrimental to the well-being of our economy as a whole. This paper will examine many TQM Total Quality Management techniques as they are applied to the manufacturing discipline their purpose and how they can translate to increased productivity as well as sustainable quantitative measurements in sales organizations within any vertical market. KALEIDICD Sales TQM Page 3 What Hath Poor Sales Performance Wrought According to the Bureau of Labor Statistics the average American productivity increase since 1949 has decreased steadily. While this means we are still improving how we work we are steadily losing ground. A popular study done by America Online and several years ago backs up this data by indicating the amount of time wasted by age group each day of work per individual. Year of Birth Time Wasted Per Day 1930-1949 hrs. 1950-1959 hrs. 1960-1969 hrs. 1970-1979 hrs. 1980-1985 hrs. Source While these are simply correlating data it is an indication that our economy is sorely underutilized and its performance is struggling as we move from a majority of blue collar manufacturing production to an increasingly large sales workforce. Most of the great strides in performance measurement and Lean Manufacturing techniques have unfortunately not been translated from vertical market to vertical market as it is by and large two separate societal groups that comprise

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