FOCUS: Sales Playbook – Revenue Growth
OPPORTUNITY OR PROBLEM
This sales organization was faced with a rapidly growing product family. Data however, indicated that sales varied greatly across individual sales operations. For example, revenue per sales rep at a Customer Business Unit level ranged from $100K to over $900K per year. Management needed to better understand the cause of this variation and whether it was attributable to individual sales skills, territory potential, compensation, training or some combination of all of the above.
APPROACH TAKEN
A Lean Six Sigma team was assembled to find out why this variation existed and to make recommendations on how to proceed to maximize sales. Taking a step-by-step approach, the team:
– Identified sales potential using the data-driven models from a previous Lean Six Sigma project.
– Determined a “Rolled Throughput Yield” for each sales unit and their expected yield.
– Developed sales-focused “playbooks” which direct the sales force to the highest yielding opportunities.
– Implemented targeted compensation plan
OUTCOME
Annualized benefits from this team’s effort included: increased revenue of over $7 million, cost savings of over $2 million, and a much more knowledgeable and capable sales force.
* Due to nondisclosure agreements, the organization referenced in this example cannot be disclosed.
