May  2018

[The Sell More While Spending Less] Newsletter

The sales process engineering update that drives your sales results.

[You Win More When You Know the Odds]


When clients want to increase sales, there are two things they need to do. One is to increase the number of prospects they engage. The other is to improve the probability of closing the business. While both are important to sales growth, I will only address the second because it is the more important of the two. If improving probability is accomplish, it will result in a higher volume of qualified opportunities. If the focus is only  on the former, it will result in a lot of wasted time.

Mistakenly, most sales organizations only measure lagging indicators. They know how many opportunities they closed and how many prospects did not buy. This limited information does not tell the sales organization why they won or lost the business. 

To improve close rates and revenue growth, sales leaders need to establish a standardized sales process. Then, measures need to be put in place to identify bottlenecks in the process.

Understanding the constraint in the system allows the leadership team to improve outcomes. Without this information, there is a lot of guessing and change that doesn't generate more revenue.

This concept forms the foundation of
sales process engineering. Start selling more while spending less.


The Sell More While Spending Less  methodology guides our clients through quality sales process engineering. Tools and techniques for this top and bottom line approach will be covered in upcoming issues of this newsletter.

[A New Look]

Our website has a new look. We improved it to make navigation easier and provide our clients more information on the Sales Sigma Process. Our goal is to make the new site a resource for companies wanting to grow sales, increase margin, and improve the customer experience.

We have also added a blog page. We will be adding sales improvement information every week. Check it out and learn more about Selling More Whiles Spending Less.

In future newsletters:
  • Improving forecast accuracy
  • Improving the Customer Experience (CX)
  • Using your CRM to identify constraints
[Events and Information]
As part of our commitment to our triple bottom line (3P) values, members of the Sales Sigma Team joined the Sharp Healthcare Team at the San Diego Brain Tumor Walk on May 12th. Our company founder, Chuck Overbeck, spoke on the Survivor's Story.

To donate to this great cause, visit the National Brain Tumor Society website.
San Diego Startup Week is June 25-29, 2018 at eh San Diego Civic Center.
The next Med Tech Council Mixer is June 11, 2018 at El Torito Grill (1910 Main Street, Irvine, CA 92614)
Learn more about the Sales Sigma process in Driving Operational Excellence available from Amazon.

For More information

If you would like more information on the Sales Sigma Process, please contact us at

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Sales Sigma Consulting, LLC
PO Box 130516
Carlsbad, CA 92009

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Sales Sigma Consulting · 1700 Aviaria Parkway · PO Box 130516 · Carlsbad, Ca 92013 · USA

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