by Dr Lisa | POOGI Series, Theory of Constraints for Strategy
What is the problem? Answering that is extremely important. Without know the problem, how do you know where to focus or what to improve? Is it: Declining sales? Unrealistic expectations for increased productivity? No profit incentive payout? Low morale? The new...
by Dr Lisa | POOGI Series, Theory of Constraints Thinking Processes
The buy-in Process 1. Agree on the problem(s) 2. Agree on the direction of the solution 3. Agree that the solution solves the problem and brings the benefits 4. Agree on predicted negative side effects and prevent them 5. Agree on implementation obstacles and...
by Dr Lisa | POOGI Series, Theory of Constraints Sales
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...
by Dr Lisa | POOGI Series, Theory of Constraints Sales
To describe sales as a process, we must define the steps of the process. Of course, these may vary somewhat between industries and companies, and may be described in more or less detail. One such list of steps for a sales process is: Often not considered are the...
by Dr Lisa | POOGI Series, Theory of Constraints Sales
Last time, we discussed how having a “Mafia Offer”, an offer so good that (1) your customers can’t refuse it and (2) your competition can’t or won’t match it — had the potential to dramatically increase sales. A Mafia Offer is another “technology”...
