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Sustainability: Moving from Common Sense to Common Practice
2016 International Conference
Leesburg, VA - National Conference Center

September 18th - 21st

An Integrated Design of Sales Pipeline Management for Sales Growth Sustainability

Namkee Chung - Professor, Dept. of Industrial Engineering Chonnam National University

Sales Pipeline is a conceptual model to manage the stepwise sales process. The traditional sales activities are focused to increase the conversion rate even with some counterproductive effects. To avoid these negativity there would be opposite focus to the opportunity flow expecting improvement in sales performance.

I suggest a method of resolving this conflict between the issues of conversion rate and opportunity flow. This is a solution developed for the salespeople to be able to close his business talk with customers. When salespeople can actively lead the closing of each stage in his sales process, it will improve the conversion rate as well as the opportunity flow. To implement this, needed is an integrated utilization of TOC methodologies; TP is to empower the ability of salespeople and both DBR and CCPM are to activity scheduling. I present a concrete implementation plan of this approach following a real-world example.

Namkee Chung is a Professor at the Department of Industrial Engineering, Chonnam National University, South Korea. He is Vice President of the TOC Korea Association and Dean of Korea TOC Academy. He is the author of several books (Korean): TOC Constraint Management (1999), TOC Golden Rule (2002), Performance 200% Up TOC (2005) and TOC Inventory Management (2013). He is also the co-translator of "Necessary But Not Sufficient (Goldratt) and Smart Thinking (Khwa Choon Ean). He also provides consultancy to companies in supply chain, project management, strategy and tactics.

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