In this paper, using an application software system called “sales funnel” is proposed to improve sales force performance measurement and training for B2B business. With this software, updating prospects' information weekly at the origin by sales representatives, allows real time sharing of information throughout a corporation and visualizing the entire sales process. This reduces data preparation time before corporate level strategic discussions. Enforcing weekly updates by this system results in time shortened PDCA (Plan, Do, Check, and Act) cycles, thereby enabling the acceleration of the sales activities. Moreover, repeated PDCA cycles with enforced logical thinking, gives essential on-the-job training to the sales representatives, nurturing them into becoming better performers.
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