Lean Sales blog
Lean Sales YouTube channel is open
You can find Lean Sales on YouTube!
Video: Creating Lean Funnel
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...
There is no improvement without a standard
Ohno, the guru behind Toyota Production System, has stated that in order to improve performance of any system, first there has to be a standard in place. This holds true especially in sports. Every competitive athlete has their current performance. Both in terms of...
What is a sales process?
I think it makes sense to spend a few minutes on defining what is sales process. Typically people describe sales process as a collection of steps and activities they need to take to win business. Collecting information, researching the potential customers, finding the...
Selling is not about winning or losing
One fundamental belief I encounter with sales people across industries is that selling is all about winning. Who wouldn’t like to win. In life, in business and in sales. Getting ahead is all about winning, right? I think the truth is a bit more complex than just...
Lean Sales has an impact on how you manage your sales
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...
Inside sales is outperforming field sales
Inside sales is outperforming field sales B2B sales organisations are going through changes as we speak. Internet, digitalisation, changes in customer's buying behaviour, growing competition and so on are putting pressure on the traditional b2b sales organisations....
Seven wastes in Sales
Lean thinking has defined seven wastes. As any process delivers both value and waste, one has to understand what is value and what is waste. We've defined "seven wastes in Sales" based on Lean's original seven wastes. Re-learning is defined as moving sales...
Value and Waste – applying Lean in sales
Focus on value and eliminate waste in the process. That resonates with most of us. The more difficult question is how to do this in practice. Let's start with value, the hero in our story. I claim there are two types of 'value' associated with B2B sales process. The...
Beyond sales methods – Lean Sales
I think it is about time companies start to look beyond sales methodologies when improving sales results. Sales methodologies tend to focus on management of energy and improvement of discipline in daily operations. Both items are important to high performance and one...