Even a rookie in the sales and marketing industry understands the co-relation between sales and marketing and how the quality of collaboration between sales and marketing directly impacts a company’s return on investment. And yet, there is a lot of hush-hush work that goes on in the sales process. In most organizations, only the sales team is privy to the actual creaking of the wheels that occur before a proposal or a sale happens.

And what’s worse? Most of these meetings are so private; very few people ever get to know what happens during the process. This means the marketing team has it doubly difficult. They are forced gauge the market and measure their revenue contribution, and lead generation ROI without any idea of why the sales team has decided to opt a certain method of operation. This leads to quite a bit of lost revenue for the firm.

The easiest way to rectify this problem is through process mapping. This technique helps create a common vision and shared language for improving business results. Next time, we’ll see how we can use the six sigma way to improve the communication flow between the two departments.