Improving Sales Through Six Sigma

With recent advancements in technology, it has now become possible to implement Six Sigma concepts and methodologies even in non-engineering functional departments such as sales and marketing. By implementing Six Sigma, businesses can now streamline their sales and marketing efforts to improve revenues, cut costs and improve the overall efficiency of the sales department.

Improving Sales Through Better Pricing

Earlier pricing policies were based mostly on supply and demand, but due to increased competition, pricing has gradually shifted towards providing value to customers. With the help of Six Sigma statistical tools, price analysts can make accurate predictions about the level of interest shown in a product or service that is made available at a specific price.

These calculations help in adapting a price tag that effectively balances the two main factors involved, i.e. consumer interest and revenues generated through sales. Businesses can also use Six Sigma for comparing their pricing policies with that of their competitors in order to pinpoint shortcomings and devise innovative solutions for making improvements.

Improving Sales Through Optimized Products And Services

By implementing Six Sigma, businesses can improve the efficiency of their business processes, which in turn will enable them to offer better quality and cost-effective products or services to their customers. This results in increased customer satisfaction, allowing the business to develop customer loyalty, something that is necessary for the long-term success of any business enterprise. Having a long list of loyal customers helps because the business can hope to maintain its profitability even when there is a downward trend in the industry.

Six Sigma can also be used for designing and developing new products or services based on specific customer needs and requirements. Six Sigma helps because it is quite effective in converting vague customer demands or requirements such as “high quality”, or “reasonable price” into measurable terms, which can then be incorporated into the proposed product or service. When such products or services are launched, the probability that they will fail to get customer attention is quite less because most consumers prefer buying products that take care of their needs and requirements and are available at reasonable rates. Since customer needs and expectations have already been taken care of through the use of Six Sigma concepts, it is quite certain that the newly designed products or services will be a great hit amongst customers.

Six Sigma does help in improving sales, but it is not something that can be achieved without the full support of employees. Senior management needs to understand this and make sure that proper Six Sigma training is provided to all the employees associated with the implementation project. It is only after all the above stated factors are taken into consideration that a business can hope to make drastic improvements in its existing sale volumes.

Originally developed by Bill Smith at Motorola in 1986, the Six Sigma Training program was created using some of the most innovative quality improvement methods from the preceding six decades. The term "Six Sigma" is derived from a field of statistics known as process capability. The term 6 Sigma refers to the ability of manufacturing processes to produce a very high proportion of output within specification. Processes that operate with "six sigma quality" over the short term are assumed to produce long-term defect levels below 3.4 defects per million opportunities. Six Sigma's goal is to improve overall processes to that level of quality or better.