{"product_id":"9780071756174","title":"Less is More -- Applying the Flow Concepts to Sales (Chapter 21 of Theory of Constraints Handbook)","description":"This is an individual chapter of Theory of Constraints Handbook. This chapter presents a case study of the implementation of Eli Goldrattâs flow concepts to the management of the sales funnel in an organization. The concepts briefly stated are: regard flow as a prime measurement, choke the release of incoming sales opportunities; abolish local efficiencies; and identify and eliminate disruptions to the flow of sales opportunities. While Goldratt discussed these flow concepts with respect to increasing reliability and speed significantly in a production environment, this case describes the application of these flow concepts to the management of the sales process. After the implementation, the sales hit rate increased from 11 to 40%; sales cycle duration shortened from an average of 32 to 17 days; and average throughput per order grew from 52 to 68 percent.","brand":"McGraw-Hill Companies, The","offers":[{"title":"Default Title","offer_id":47124220969200,"sku":"9780071756174","price":6.95,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0737\/7593\/9824\/files\/9780071756174_p0.jpg?v=1763635908","url":"https:\/\/shop-qa.barnesandnoble.com\/products\/9780071756174","provider":"Barnes \u0026 Noble (DEV)","version":"1.0","type":"link"}