Sales Leadership

Improvement Begins with Leadership

Sales Process + Leadership = Winning Sales Team

In concept, it is that easy. Engineer a quality sales process, derive your organizational standard from your process, and hold everyone accountable, this is how you build a winning sales team. In practice, it isn't as easy.

The problem lies in the fact that most sales managers and leaders have had little to no process improvement or leadership education. Most sales organizations to not invest enough in leadership development. Consequently, they and their team members pay the price.


Designing an effective and efficient sales process requires three things. These things are at the heart of Sales Process Engineering.


  • Years of sales experience

  • An understanding of process and quality improvement (Lean Six Sigma) 

  • Leadership experience and training

The Sales Sigma™ methodology was founded on all three of these disciplines. The goal of Selling More Whiles Spending Less is achieved through the quality principle of improving the customer experience.

Charles Overbeck, The Sales Process Engineer, is a trained leader and engineer. He is a graduate of the United States Military at West Point with a Bachelors of Science in Electrical Engineering. He continued his leadership development in the US Army while attending multiple leadership courses, including the US Army Ranger School. 

Charles has over 25 years of sales and sales leadership experience with large corporations and startups. During his time as a sales leader, he has traveled with hundreds of sales reps on thousands of sales calls in 49 of the 50 United States (the answer is Alaska). During this time, he studied the difference between top sales people and those who struggle. It was through his extensive experience, he developed tools to help every member of his sales teams.

Charles completed Villanova University's Six Sigma Green Belt and Lean Six Sigma courses. He also wrote about improving the sales process in the book Driving Operational Excellence.

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