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.
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.
…to be continued.
Here’s to maximizing YOUR profits!
Dr Lisa Lang
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 working with companies to implement DBR remotely — see www.VelocitySchedulingSystem.com. We will explain each step and discuss any questions or concerns specific to your situation. This is a 14 week program with one session per week.
More information on mafia offers at https://www.scienceofbusiness.com/mafia-offer-boot-camp/. There are PRIVATE and On-line Mafia Offer Boot Camps.