Is your sales process Lean? How would you know?
Lean Process maturity model may help you perform self-assessment of your current state.
Sales and selling is different across different industries. Some industries rely more on trust and personal relationships, some are more heavily based on customer value and so on. When it comes to the process maturity and how the sales process is being managed and developed, there are some universal characteristics that can be identified and evaluated.
Take Lean Sales process maturity assessment and see how your sales process is doing!
Lean thinking focuses on flow optimisation over resource efficiency.
Flow optimisation, in practice, means that one should design a sales process (demand creation, offering development, customer selection, contacting, sales meetings and customer service) that flows quickly. A process that flows quickly helps organisations to win more business as there are more potential customers and sales opportunities to choose from. The primary objective is to sell more and growth the business.
Secondary objective is to improve quality and lower the cost of sales continuously. Flow optimisation typically yields also significant cost savings AND resource optimisation.
The point here is that if one focuses on the resource efficiency first, they will end up doing sub-optimisation for resource islands and will not achieve improved flow of sales opportunities across the whole sales system or sales process. If one looks at flow optimisation across the whole process, not only does this create sales process that flows quickly but also the cost savings are achieved.
Process maturity assessment looks at the existence of sales process, current management practices and continuous improvement approach.