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When Ftse 100 Ceo's were polled and asked the question, "Are your sales people contacting the right customers, at the right time, with the right offer?" 99.3% responded, "I don't know." Which shouldn't delight. Sales and Marketing are still the last bastions of safe turf, limited management scrutiny and insufficient accountability. Unfortunately, the key lessons discovered and increases in size in effectiveness and efficiency produced from lean manufacturing have never been efficiently translated to the Sales and Marketing environments. And, it's understandable. Sales involves people doing business with people, not people doing activities with machines and operations. Sales is recognized to become more of an art form than a science. Yet, ironically, Sales is practically a pure science and, therefore, is both measurable and predictable. If we are accurate, the disciplines of Low fat can easily be employed to the Sales and Marketing functions resulting in significant boosts in effectiveness and bottom line results.
