Process Improvement and the Art of Sales
When: Thursday, February 16th, 2006
Doug Timmel, the College Leader for the Sell process at Air Products University, has developed a new approach to aligning skills, behaviors and L&D needs within a single standardized global sales process. The approach ensures that L&D is part of the overall sales process improvement effort.
This webinar will explain how the rigorous application of process improvement methods, so successful in reducing costs in transactional processes such as supply chains, can be applied to the less structured processes, like sales, that many believe are more art than science. Timmel will address how Air Products enabled a single sales process across ten different sales forces and multiple sales channels by applying process design principles, using a common IT platform to enable the process, and establishing enterprise level metrics. It will also address how this new approach can apply to other business practices, and the role that is played by the Air Products University Sales Academy.
Session highlights include:
- Discovering how a single “Art” type of process can apply to your entire organization
- Learning how to enable a sales process, and how to use those process steps to define metrics
- Determining how process metrics can be selected and used to modify behavior and drive improved corporate performance
- Learning how the Air Products University Sales Academy fits into the "Sell Process"