SPE involves the application of process-engineering principles (with much influence from TOC) to the sales environment. A typical sales environment today, resembles production as it was 100 years ago! It is possible to multiply the performance of this sales environment by applying modern production principles — most notably, division of labor and centralized scheduling.
Typically, SPE results in the following:
- A significant reduction in the size of the sales team
- The conversion of most existing (technical) salespeople into project leaders(responsible for managing the interface between sales and fulfillment)
- A ten-times increase in the number of business-development appointments performed by the remaining salespeople
- An improvement in customer service
- A reduction in sales cycle-time
- Minimal capital expenditure
- Minimal increase in operating expenses
To learn more about SPE, please take a look at the following:
