Sales and Marketing the Six Sigma Way

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Quality management, process mapping, and speed to production have evolved significantly over the past 50 years, particularly through the Six Sigma methodology. This measurement-based approach has transformed production management, achieving remarkable success in top corporations like Motorola and GE. However, its application in marketing and sales has been limited. In this insightful guide, sales and quality expert Michael Webb demonstrates how to integrate Six Sigma principles into marketing and sales strategies to enhance profitability. Readers will learn to create efficient pathways to customer value, accurately forecast revenue, and secure returns on investment for their initiatives. Key insights include why traditional solutions for sales challenges often fail, profiles of executives who have successfully applied Six Sigma in these fields, and common pitfalls to avoid when implementing process improvements in sales. Webb also provides guidance on introducing Six Sigma to marketing and sales teams and illustrates how to manage sales as a process through real-world examples and case studies. With his expertise in both sales management and quality improvement, Webb offers a comprehensive resource for professionals aiming to thrive in today’s competitive landscape, making this guide essential for those in sales, marketing, and quality improvement roles.