This document has been broken down into 5 sections. Each section describes an element of the Six Sigma problem-solving methodology known as DMAIC.
Define
Opportunity Focus: Business Performance is negatively impacted by extended intervals between close of sale and unit delivery (closing). Sales manages passage of the Buyer through the necessary stages to unit hand-over and interfaces with all functional entities tasked with elements of product delivery. This Sales process is the focus of this Six Sigma process improvement initiative.
Measure
Good process decisions require comprehensive process data. We will determine indicators needed to evaluate current process performance as it relates to the Critical Customer Requirement (CCR) of Closing within 3.0 months from close of Sale.
Analyze /Looking for the root cause
Process Stratification and Analysis
Objective is to analyze the process in detail to clearly define a specific problem on which to concentrate root cause analysis and ultimately resolve. Pareto Analysis attempts to identify the ‘vital few’ processes where there are problems that impact business outcomes the most. Each Pareto categorizes and displays the data to answers key questions. Answers to these questions progressively will get us closer to determining the specific problem upon which root cause analysis is based.
Improve
Now we embark on the path of developing a solution. Our goal is to generate, evaluate and select a root cause solution to get the right and effective permanent process improvement. The benefit of applying a disciplined, fact-based problem solving methodology is that the solution often ‘leaps out’ at the team.
Control
A functional deployment process map (swim lane) for piloting the solution is compiled and distributed to the Sales users.