Jun 11, 2018 | Continuous improvement, Lean thinking, Sales Operations
Which ones should I deliver first? Or does my management only want to hear good news? Everyone loves good news. “Just give me the good news and don’t outsource your problems to me”. If you have a problem -go and fix it! Bad news first When it comes...
Jun 22, 2017 | machine learning, Sales, Sales Management, Sales Process
We arranged an AI hackathon at Aalto University. I’ll summarise our learnings into this post. The assignment We had prepared two assignments: Sales Opportunity Qualification – how can B2B sales teams predict which opportunities they will win? Customer Base...
Jun 13, 2017 | Case study, Continuous improvement, Lean thinking, Sales Management, Sales Operations, Sales Process
Is your hit rate too low? Are your sales people running after opportunities they will not win? Do you think your sales process and sales people are not as efficient and effective as they could be? Qualification of sales opportunities is important Many businesses,...
Mar 14, 2017 | Continuous improvement, KPI's, Lean thinking, Sales Operations, Sales Process
Most companies want to have high utilisation across their organisation, including sales. When people work a lot, a lot of work gets done. It makes sense and sounds innocent, right? Well, let’s discuss this. If a sales organisation wants to win business and meet their...
Mar 9, 2017 | Continuous improvement, Lean thinking, Management system, Sales, Sales Management
Do you think it’s possible to improve sales productivity by 100 % in one year? Do you think it’s possible to improve hit rate by over 20 %? These questions sound ambitious, I know. But this is feasible and some organisations have been able to do this. Field sales...
Mar 5, 2017 | Continuous improvement, Lean thinking, Management system, Marketing, Sales, Sales Process
I claim companies can (and should) apply Lean thinking on three levels: An approach to identify, structure and solve problems Management system Specific tools and techniques for specific functions and issues Lean was born in discrete manufacturing processes. The...
Feb 27, 2017 | Case study, Continuous improvement, Lean thinking, Management system, Roles and responsibilities, Sales Process
One day a B2B solution sales organisation decided they had had enough and wanted to make a more radical change to their sales process, organisational structure and tools to grow sales and to win more business. This organisation operates B2B solution selling with sales...
Feb 18, 2017 | Continuous improvement, Lean thinking, Sales Management
Who wouldn’t want to sell more and improve results? All sales organisations are looking to drive growth and win more business. More often than not sales leaders and executives are working hard to increase sales and want to know how they can improve results...
Dec 13, 2016 | Continuous improvement, Marketing, Sales Process
100 day Lean Sales Transformation plan helps organisations create breakthrough results in Sales with Lean thinking. 100 day plan is designed to get Lean Sales Transformation started and to engage your team into work. There are no consultants, only Lean Sales experts...
Dec 13, 2016 | Management system, Sales Management, Sales Operations, Sales Process
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...