• All Products
      • Paperback
      • Hardcover
      • eBook
      • Audiobook

    Less is More -- Applying the Flow Concepts to Sales (Chapter 21 of Theory of Constraints Handbook)

    By: Mauricio Herman, Rami Goldratt

    $14.39
     
     
    ISBN
    9780071756174
    Date Released
    Binding
    eBook
     
     

    Out of Print

    Description
    This chapter presents a case study of the implementation of Eli Goldratt's flow concepts to the management of the sales funnel in an organization. The concepts briefly stated are: regard flow as a prime measurement, choke the release of incoming sales opportunities; abolish local efficiencies; and identify and eliminate disruptions to the flow of sales opportunities. While Goldratt discussed these flow concepts with respect to increasing reliability and speed significantly in a production environment, this case describes the application of these flow concepts to the management of the sales process. After the implementation, the sales hit rate increased from 11 to 40%; sales cycle duration shortened from an average of 32 to 17 days; and average throughput per order grew from 52 to 68 percent.

    You might also like



    Accepted Payments
    QBD Proudly Supports

    Need help? Call us on (07) 3291 7444