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...
Nov 21, 2016 | Continuous improvement, Lean thinking, Sales Management
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...
Oct 12, 2016 | Continuous improvement, Lean thinking, 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...
Oct 4, 2016 | Lean thinking, Management system, Roles and responsibilities, Sales, Sales Management, Sales Operations
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...
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...
May 17, 2015 | KPI's, Lean thinking, Management system, Roles and responsibilities, Sales Operations, Sales Process
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...
Apr 20, 2015 | Lean thinking, Sales Process
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...
Mar 3, 2015 | KPI's, Lean thinking, Sales, Sales Operations, Value based selling
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...
Feb 12, 2015 | Lean thinking, Management system, Sales, Sales Management
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...
