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Unblock the Power of Your Sales Force! 

Leading sales with a system approach  

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Books

Dieter Legat, Bill Woehr

TOC LOGIC TREES MEET REQUIREMENTS OF SALES MANAGERS - FINALLY

TOC THINKING PROCESS – GREAT TOOLS, BUT TOO HARD TO USE

Sales managers find the TOC Thinking Process tools (see Goldratts Theory of constraints and William Dettmer’s new book "The Logical Thinking Process", ASQ Quality Press (2007),) highly useful for their key tasks:

• Leading total sales organizations

• Understanding systemic constraints in sales systems,

• Understanding and resolving conflicts in sales organizations,

• Designing projects to resolve constraints,

• Designing operational sales plans

• Leading product sales

• Finding constraints blocking for product success

• Designing operational plans for product sales

• Leading channel sales

• Understanding customer’s constraints

• Helping customers to build projects to resolve their constraints

• Understanding opportunity constraints

• Building opportunity win plans

• Building account sales plans

• Building channel sales plans

There is no question that these tools are powerful in what they deliver for top sales management.

However, the “footwork” demanded by the “classic” Flipchart-and-Post-It is just too much to handle for fast moving top managers.

• It takes many hours to bring a newly designed logic tree into a standard drawing tool,

• It takes more hours to have it cross checked by participants of the design team,

• And more hours to update it as the work on the project progresses.

In fact, this design and review cycle is so tedious and takes (and wastes) so much valuable management time that most managers abandon logic trees just because of that.

NEW TLT SOFTWARE MAKES TOC THINKING TOOLS SIMPLE AND EASY TO USE

The new TLT software has been designed to resolve that barrier. Instead of Flipchart-and-Post-It you

• Design the logic tree on the computer screen,

• Everyone in the design team can interact on the spot,

• The final tree is available immediately,

• And can be shared within the team and with other people instantly.

Even more…

• You can print out the logic tree on multiple pages or one large plotter page,

• And export the data contained in your tree as CSV table, for use in other applications.

EASY TO USE

The designers of TLT most of all had the practicalities of using logic trees in real life management jobs in mind. They built a truly EASY TO USE tool:

• Easy “pick and place” approach: You pull object types from a palette of object types, and connect them into the logic tree you want to build.

• Easy to rearrange objects: You can shift objects around (they stay connected), rearrange them, add new objects quickly and easily – much easier than working with the “classical” flipchart-and-post-it  approach.

• Easy for group work: Teams can watch and guide the design process on a display or LCD projector screen

• Easy to use large worksheets: Worksheets that can be large, tiled workspaces - from a single page to a worksheet 10 pages high and 5 pages wide and then later back to a small format like 3 by 2. 

• Large worksheets can be printed out on standard paper, then tiled - or on large-format plotters.

• Easy handling of logic entities: TLT is driven by a database, so you can have the same entity appearing on several worksheets, each linked via the database.  While the format can vary, all instances of a linked entity have the same content. This ensures consistency when the same entity appears in multiple diagrams.  Edits throughout your project are a breeze.

• Easy to keep track of entities: TLT automatically creates a glossary containing the label and content of every entity.There is even a field for you to put a “story” behind each entity.

• Easy integration with other software: Copy/paste function to use trees in other software. An export function creates a CSV table of the entities.

MORE ABOUT TLT SOFTWARE FOR TOC (Goldratts theory of constraints) THINKING TOOLS

What is TLT 

User Manual

Download Test Version

TLT Website

UPCOMING SEMINARS - DECEMBER EVENT ONLY FEW SEATS LEFT

SALES MANAGEMENT WORKSHOP "UNBLOCK THE POWER OF YOUR SALES FORCE!" <TOP>

This 1 day management workshop for sales managers offers a brief introduction to Goldratts Theory of Constraints. Then it shows how this innovative management methodology can be applied to lead sales organizations, product sales/marketing organizations and sales channels (for instance the key account channel) to exploit their full capacity.

Dates: Dec.11, 2007 and Jan.22, 2008. Location: Gland (near Geneva, Switzerland). Language: English.

More information about this sales management workshop.

Our Seminars for Chief Sales Officers

Unblock the Power of Your Sales Force!

German: Feb.16, 2010, Vienna, Austria

English: March 2, 2010, Geneva, Switzerland

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April 12-16, 2010, Geneva, Switzerland

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Sales management with a system approach based on Goldratts theory of constraints

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DELTA T-Selling Consultants School

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