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Sales Force Development using Total Quality Sales Management (TQSM)

Chally's Total Quality Sales Management solutions typically provide our customers with ROI's such as:

	Talent Audit
	TQTM
	TQSM

30% reduction in undesirable turnover
35% increase in employee productivity
85% plus accuracy in identifying high performers

This approach helps minimize the following common "pain points":

Hiring the wrong talent
Mismatching good people to the wrong jobs
Losing top talent
Losing top talent
Training the wrong personnel
Weak succession planning

Applying TQM Techniques to Sales Produces Dramatic Results

Six Sigma, the data-driven methodology for eliminating defects in organizations based on standards, measurements, and repeatable processes, has provided undeniable success for organizations around the world by eliminating waste and improving productivity. So why hasn’t this TQM (Total Quality Management) concept of measurable and predictable error reduction been applied to Sales Management?

TQM requires a system of precise measures – objective and accurate enough for statistical analysis. By contrast, the measurement of sales force performance typically involves subjective and overly-general data that proves to be too fallible to support the level of accuracy that TQM requires.

Now a measurable and quantifiable Six Sigma-like process has been defined and documented to help address these error-prone, human aspects of sales management.

The initial requirement is an accurate measure of any individual’s skills, competencies, motivational drivers, work habits, and potential for developing future competencies. The assessment instrument must be criterion validated to be predictively accurate of measured productivity improvements and/or reduction in “unwanted” turnover well beyond the 55-65% accuracy most commonly reported. Research suggests that only a Six Sigma or TQM approach can accomplish the necessary level of quality improvement in the management of intellectual capital. Using a TQM for sales or Total Quality Sales Management (TQSM) requires focusing primarily on identifying the “causes of failure” of otherwise qualified sales and service people. This is a counter opposite approach to the more common identification of the criteria for success as typically seen in job analyses and competency studies. A TQSM approach is capable of establishing a single instrument that can measure all of the relevant competencies with an accuracy level robust enough to support substantial quality gains in the management of a company’s most valuable “Human” assets.

The result is a TQSM Audit system – an information repository where organizations have a complete inventory of strengths and weaknesses for all employees in every key position. This relational database can distinguish the job performance potentials for key talent located anywhere in the organization.

TQM EVEN HELPED HOLLYWOOD

Imagine using 80/20 as it applies to the Hollywood mantra of hit-driven economics: the top 20% of films will make virtually all the profit, subsidizing the loss-making bottom 80%.
In other words, if you could only know ahead of time which films would be hits, the economically rational decision would be to make just 20% as many of them. And, indeed, this is largely what DVD rental and retail outlets do: since they do know which films were hits in the box office, they mainly stock and push just those. As a result, theatrical hits from the past year make up 90% of the transactions in even video superstores (the 10% of other weaker titles are not promoted) (can be put in a separate box)