In his new book Sales and Marketing the Six Sigma Way (Kaplan Publishing, 2006), author Michael J. Webb takes readers into companies like Standard Register, ServiceMaster, Hong Kong Shanghai Bank, Motorola and others to show how they doubled revenues and cut sales costs by rethinking the sales process. The shift these companies demonstrate heralds a new style of scientific sales management, says Webb. “It’s long overdue,” Webb says. “The quality movement has generated hundreds of millions of dollars in productivity gains and bottom line savings in manufacturing for thousands of companies. Now, innovative managers trying to get similar results in marketing and sales are beginning to see them.”

 …