You need a sales process to support a sales goal

American Agent & Broker,  February, 2007  by Burand, Chris

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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 ...

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