Modern business is a marvel of high technology, extreme efficiency, brilliant theory and lean, mean action - except when it comes to sales. Sales forces still go about their business pretty much the way they did in the 1950s; they just use cell phones. Many sales executives still plan a million-dollar pipeline to bring in $100,000, but that’s a 90% failure rate.

Jolt your sales organization out of 1950’s thinking by designing the metrics, benchmarks and indicators that improve sales efficiency and productivity. Show them how to sell the SMART Way.

Since Dr. Deming introduced statistical analysis for process improvement in the 1930’s, organizations around the globe have made tremendous gains in productivity. Except for the elusive world of Sales.

Six Sigma and related business philosophies focus on relentless improvement of business processes through rigorous measurement and analysis. The first step is choosing what to measure. That’s relatively simple for manufacturing and distribution, but far more difficult for Sales, where so much takes place outside the walls of the selling company and inside the brains of the buyers. Choosing performance indicators for sales can be tough. But Selling the SMART Way® makes it easy.

Selling the SMART Way is not Six Sigma training. It won’t give you Black Belt certification, but it will put Sales on the right path. The SMART Way® establishes measurable sales-performance expectations, indicators and benchmarks, designed with input from the sales force and amenable to formal analysis and interpretation.