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For The Manager: You Need a Sales Process to Support a Sales Goal

EARLY in my insurance career, my company sent me to its Deming Management Program in Chicago. I greatly admired Dr. W. Edwards Deming and had studied his teachings. Knowing my company could improve by using his methods, I was disappointed when the

By Chris Burand | Updated on February 26, 2007

EARLY in my insurance career, my company sent me to its Deming Management Program in Chicago. I greatly admired Dr. W. Edwards Deming and had studied his teachings. Knowing my company could improve by using his methods, I was disappointed when the speaker’s first words were, “Dr. Deming does not believe in goals and numbers.” This was a misinterpretation of Deming’s teachings.

Employees need concrete goals, but Deming believed that focusing only on the end goal is inadequate–even destructive. He felt a company should measure the entire process. By managing incremental progress and adjusting as necessary, a firm increases its odds of achieving its ultimate goal.

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