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...
Nov 29, 2016 | Lean thinking, Management system, Sales Management, Sales Operations, Sales Process
You can find Lean Sales on YouTube!
Nov 29, 2016 | Continuous improvement, Lean thinking, Management system, Sales Management, Sales Process
Here is a video (8 minutes) describing one key concept in Lean Sales, the Lean Funnel. Shape of the Sales Funnel is critical item when transforming your sales process from current state towards Lean Sales. Geometry and the shape of the funnel tells how Lean your sales...
Aug 4, 2016 | Lean thinking, Management system, Sales, Sales Management
Lean Sales encourages organisations to think about how they manage sales (not only how they sell) Many organisations have gone through a journey of sales performance improvement initiatives such as CRM implementation, sales training, sales competition, increasing...