Less is More -- Applying the Flow Concepts to Sales (Chapter 21 of Theory of Constraints Handbook) James F. Cox III

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Published: April 29th 2010

Kindle Edition

33 pages


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Less is More -- Applying the Flow Concepts to Sales (Chapter 21 of Theory of Constraints Handbook)  by  James F. Cox III

Less is More -- Applying the Flow Concepts to Sales (Chapter 21 of Theory of Constraints Handbook) by James F. Cox III
April 29th 2010 | Kindle Edition | PDF, EPUB, FB2, DjVu, AUDIO, mp3, RTF | 33 pages | ISBN: | 8.47 Mb

This is an individual chapter of Theory of Constraints Handbook. This chapter presents a case study of the implementation of Eli Goldrattâs flow concepts to the management of the sales funnel in an organization. The concepts briefly stated are:MoreThis is an individual chapter of Theory of Constraints Handbook. 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.



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