Friday, August 22, 2008

A Process Of On-Going Improvement (POOGI) - Part 25

We are continuing our series based on The Goal by Eliyahu M Goldratt and the Theory of Constraints.

There is probably at least one step in your sales funnel that is more expensive or uses more highly trained personnel. If so, that step can be managed just like a production constraint. It should not be wasted. In fact, it can become the control point for managing your sales funnel. Work should be released into the sales funnel at the rate the control point can produce. Essentially applying Drum Buffer Rope (DBR) to Sales.

If you are interested in more information about sales funnel management the TOC way, and the significant increase in sales and profits it can bring, we recommend you read “The Cash Machine” by Klapholz and Klarman. It is an easy to read novel that provides a story for the development and improvement of sales funnel management.

Also, read “Reengineering the Sales Process” by Roff-Marsh. This book explains how to apply the Drum-Buffer-Rope production scheduling methodology to managing the sales process and sales people. Both books can be found on our website with links to the lowest cost purchase option.

Please contact either Dr. Lisa or Brad if you're interested in having the co-authors present and discuss TOC and a process of ongoing improvement to increase sales and profitability with your company or one of the groups you belong to. be continued.

Here's to maximizing YOUR profits!
Dr Lisa Lang
(c)Copyright 2008, Dr Lisa, Inc. All rights reserved.

The steps to implement Drum Buffer Rope (DBR) are not that hard to understand or explain. The difficulity lies in applying it to YOUR specific situation. If you don't know how to do that or do it incorreclty, it could lead to the conclusion that -- TOC doesn't work.

We are going to take 5 companies through the process of implementing DBR remotely. We will explain each step and discuss any questions or concerns specific to your situation. This will be a 12 week program with one session per week. Each session is 90 minutes in length. All 5 companies will be on the same call to take advantage of learning from the other companies. During this 12 week program you will learn: to read the rest, click here

NEXT Group Mafia Offer Boot Camp: September 24, 25, 26 2008 in Denver. More information at There are also PRIVATE and On-line Mafia Offer Boot Camps. The July boot camp SOLD OUT and there is no group boot camp in August. Don't miss September!

Are you a Vistage/TEC member who would like your team to hear my speech? Here it is: NEXT Maximizing Profitability Event (no charge): September 23, 2008 in Denver from 1:00 to 5:00 pm at the Science of Business Training Center. More information at You can register by fax or on-line.

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