"Applying Six Sigma to Sales and Marketing"
Michael Pestorius
Quality Progress
January 2007, pp. 19-24
The author states that Six Sigma usage has evolved from its start in manufacturing to applications in finance and information to its most recent usage in transactional processes such as sales and marketing. though there may be less control over variables in process like sales and marketing, that does not mean that Six Sigma should not be used or that the results will not have value. A small improvement in each step of sales and marketing will result in a large improvement for the overall process.
Some of the sales processes that could make use of Six Sigma are:
- Selling a product to the customer
- Interviewing and hiring successful sales representatives
- Training sales representatives on both the sales process and the various products and services about which they are expected to be experts
- Defining the most efficient way to manage a sales representative's sample stock
- Identifying and nurturing the most profitable customers and territories
- Moving marketing materials through copy review
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