Application of Six Sigma to Achieve Sales Lifecycle Optimization

The objective of this paper is to optimize sales lifecycle performance at United Biosource Corporation through the Six Sigma DMAIC methodology to produce fact based, and data driven approaches with reduced process inconsistency. This methodology was applied to identify inefficiencies within the current sales lifecycle process, including excessive data collection and workflow activities. Evaluations of these inefficiencies identified critical to quality and critical to process inputs. On average, 285.33 hours per month are lost as a result of Smartweb related data and workflow performance activities. The identified drivers of these activities are: (i) external workflows; (ii) data cleaning; and (iii) outside reporting. The goal is to decrease the total number of hours per month spent performing these activities by 75% by the end of 2014. These results will be included in a subsequent publication. To date, the application of the Six Sigma DMAIC methodology to optimize sales lifecycle helped identify inefficiencies, develop solutions and a control plan to ensure the improvements are sustainable.