Our research and experience have shown that the largest waste in most commercial and industrial organizations is the lost gross margin that results from lost sales, sub-optimal pricing, excessive costs, and unnecessary costs in the sales and marketing processes.
Yet over the years we have noticed people tend to treat the selling process differently than they treat other work processes. Many assume the problems or waste in the selling process has to do with poor selling skills, while others believe the problems lie in poor account management or sub-par time and territory management practices.
While some portion of the problems and complexities might lie in these areas, the real waste must be addressed in a different way. We created a handbook, Chasing The Waste Out Of Sales, to help organizations eliminate that waste and create a new culture that produces increased sales dollars.