Imagine you were to awaken one morning suffering from a strange disorder: one that rendered your eyesight unreliable.
When you open your eyes, your bedroom appears roughly as it did the night before. Your bed is below the open window, and your dresser is still adjacent to the door.
However, a second look reveals that the curtains […]

Applying the Theory of Constraints to the design, resourcing and management of the sales process
[Presented at: TOCICO Conference, Miami 2004]
Introduction
The traditional sales process is hard to manage and all but impossible to scale.
This paper introduces a radical new approach to sales process design, resourcing and management.
The result of this approach is a process where:

Salespeople consistently […]

If you’re struggling to multiply the effectiveness of your sales process, I challenge you to take a wide-eyed stroll around a modern manufacturing facility. I’m betting that, among the noisy machines, the intimidating technology and the strange sights and smells of production, you’ll find plenty of inspiration for optimising the design and management of […]

Question: What’s the primary driver of conversion rate? Answer: In most cases, it’s not sales skill! The primary driver is most often what we call Opportunity Cycle Time: the time it takes to close an opportunity. What that means is that, if you want to improve conversion rates, you should look for a way to […]

I was impressed to see Gordon Ramsay explain TOC basics to a failing restaurateur in his new reality show “Ramsay’s Kitchen Nightmares” the other night.
Ramsay is the gruff, Scottish, Michelin-star-winning, celebrity chef. His show tracks his attempts to knock poor-performing restaurants into shape with his unique mix of screamed expletives, gentle reasoning and some sound […]