Productivity tools for marketing and sales

The author examines the application of productivity/quality tools in the sales and marketing function. Recent data strongly suggests that productivity in sales and marketing is deteriorating. In summary, one is spending more and yielding less. The author examines the question on how these trends are to be reversed. It is suggested that the answer may lie in the use of the tools that are serving the engineering and manufacturing functions. Cycle times and yield improvement in marketing and sales are discussed. Cost increases and productivity decreases in this area are outlined. Some recent examples of cycle time improvements in several companies are given. Implementation, benefits, opportunities, and challenges are considered