Going beyond the book UNBLOCK THE POWER OF YOUR SALES FORCE! this new book by Dieter Legat and Professor Hans-Peter Liebmann offers an in depth test for top management readiness for leading key account sales with a system approach, based on Goldratts theory of constraints. It offers the user guidance to find the answers to three questions:

Self assessment: "How fit are we in leading our key account sales organization as a business system?"
Opportunity Assessment: At "readiness level 5" ...
- "How much more would we sell to our key accounts?
- "How much more of our key products would we sell?"
- "How much more would we sell in all channels?"
Action Planning: "What do we need to do to get to "readiness level 5" and thus lead our key account business to superior sales results?"

Although designed as a workbook for management this book complements UNBLOCK THE POWER OF YOUR SALES FORCE! by

giving a detailed explanation of how to lead sales as a business system,
focusing on self-diagnosis of leadership readiness,
offering revised management assessment tables,
giving guidance on how to assess possible sales growth resulting from increase in readiness level.

Order on-line with payment via PayPal

ADDRESSING THE RUSSIAN HEALTH MARKET? ARE YOU LOOKING FOR THE MAILING LIST?

NEW MAILING LIST: HOSPITALS IN RUSSIA <top>

Our expert partner CHANSTRAT has a unique offer: the list of 248 hospitals in Russia, listing ...

Address,
Owner/Management body (government, region, military, university ..)
Tel.Nr
Fax Nr

For most hospitals in addition:

Nr of beds,
Chief doctor

Interested? Contact CHANSTRAT: Dieter Hoffmann, Managing Director CHANSTRAT, email: dieter_hoffmann@bluewin.ch

DELTA INSTITUTE'S NETWORK CONTINUES TO GROW

NEW PARTNERS: THE NETHERLANDS AND AUSTRIA <top>

NEW CONSULTING PARTNER IN THE NETHERLANDS: BPI-GROUP

We are happy to report that BPI Group has decided to join the network on Delta Institute's Consulting Partners.

BPI Group specializes in consulting and supporting top management in the Netherlands to achieve outstanding sales results based on sales system management.

BPI Group employs experts with many years of experience in two areas:

Leading key account sales organizations as business systems, and
Theory of Constraints

NEW EXPERT PARTNER IN AUSTRIA: cATALYSTS, LINZ (AUSTRIA)

Christoph Steindl, ex IBM, expert in software development, project management and software architecture leads CATALYSTS (www.catalysts.cc). He applies TOC, "lean thinking" and "agile methods" to consult his clients in clarification of goals and resolution of constraints. He "catalyzes" the resolution of conflicts and constraints and thus supports his clients to achieve competitive advantage and to increase productivity, flexibility and business resilience.

NEW LINKS: LEADING BUSINESS SYSTEMS <top>

FOCUSING ON business system leadership

We have completely overhauled our link page. It is now fully focused to offer links about leading business systems.

It is structured in the way we view the fields of knowledge in this area.

One main differentiation we see between SYSTEMS THEORY and LEADING SYSTEMS - systems theories describe how a bicycle works - systems leaders win the Tour de France.

(Click picture for full-size version)

In that sense we have grouped our link page.

SYSTEMS THEORY

Under this header we have grouped links about the fundamental scientific findings and developments. Under this term therefore we group links about the works of Bertalanffy, von Foerster, Maturana and Varela - just to name a few.

SPECIAL SYSTEMS THEORY

Here we show links to areas where system theory is being applied to specific fields thus creating system oriented findings and developments. Here we position Luhmann (social systems), Lietaer (monetary systems), Probst (business systems, St.Gallen) and Senge (systems thinking).

BUSINESS SYSTEMS LEADERSHIP

We define systems leadership as "what leaders must do in order to make systems do what leaders want".

Here we show links about systems leadership methodologies of Constraint Management (focus on business results = system throughput), Lean Management (focus on cost), Six Sigma and TQM (focus on process quality) and Knowledge Management (focus on the competence dimension of the business system).

NEW WIKI: THEORY OF CONSTRAINTS <top>

Our expert partner has started to analyze some "trouble areas" with tools of TOC (Theory of Constraints). He presents these cases in a "Trouble Wiki". So far stories in the areas of business management, estimation and behavior have been created.