Archive for 'Uncategorized'

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A Molecular Sales System

In our “new” economy, we now more than at any other time in recent business history strive for the highest possible performance from our existing resources. The luxury of inefficiency is behind us.
In the world of sales, executives work tirelessly to find the path that will take their sales team to a higher level [...]

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Some implications of the 80/20 Rule

There is an often repeated claim that, in a business that depends on a sales staff to sell its products, 20% of the sales people are responsible for 80% of the annual sales volume. This is formally known as the Pareto principle, which states that; for many events, roughly 80% of the effects come [...]

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TOC and Innovation: The Sales Process

The Theory of Constraints is an established and proven management philosophy. When properly applied it has yielded consistent, dramatic and significant positive results within various types of manufacturing, project management, supply chain management, and other fields. Its success is fundamentally due to its sound foundation of cause and effect logic. This foundation also enables innovation [...]