Decision Walk: A Midyear Patch Is Failing
Diagnose a weak territory using Define, Measure, Analyze, Improve, and Control logic.
The pressure The West territory is far behind on pipeline creation. The VP wants an immediate redraw before the quarter slips further. A fast redraw may fix capacity, or it may create disruption while leaving the real cause untouched. DMAIC for territory repair Define -> Measure -> Analyze -> Improve -> Control Use DMAIC to turn "this patch is bad" into a confirmed problem, evidence base, targeted fix, and review trigger. React Move accounts now because the number is behind. The plan changes only as much as the evidence requires. Territory churn is expensive. Use structure to separate weak design…
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