This first step sets the stage for the project as a whole and often poses the greatest challenge to the team. Here we ask what is the problem that we want to solve?
Decide what exactly we will target our improvement efforts upon. What sales output: lead generation, needs assessment, negotiation, closing?
In this step the team begins teasing out facts and numbers that offer clues about the causes of the problem. What skills sets are missing? Is the sales process flawed and inhibiting the sales effort? Is the sales presentation lacking in necessary impact? Are presentation skills missing?
This step-solution and action-This is where solutions are developed, proposed and tested. Examples: Executive sales training, management training, crafting of a new sales process, compensation refinement, leadership training, customer loyalty programs and such.
Avoiding the “snapback” to old habits and processes is the main objective of the control step. Ultimately, having a long term impact on the way sales people work and ensuring that it lasts, is as much about persuading and selling ideas as it is about measuring and monitoring results.
Six Sigma Sales optimization is a smarter way to manage the sales process and sales effort. By implementing six sigma strategies into the sales process there is more focus on facts and data to drive better sales inputs and outputs.

One of the most accessible and powerful levers at hand, is optimizing the effectiveness of the overall sales effort. Some managers may be reluctant to examine their sales effort, thinking that it would be merely revisiting the same old sale force issues.

Typically, however, sales productivity problems are misdiagnosed or mistreated. Traditional sales forces fixes tend to fizzle because the selling environment is continually changing, both on the sale side and the customer side. A fluid situation requires more holistic change across the whole sales effort. In today’s environment, where customers are more demanding and competition is fierce, managers cannot afford to ignore these issues. This is why applying six sigma concepts to the sales process have become so powerful of a solution.

 Principled Sales optimization strategies target these main areas:
  - Increasing your ROI on your selling effort
  - Install end to end predictable and repeatable sales process
  - Identify sales opportunities that wouldn’t have been seen otherwise