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...
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...
Oct 18, 2014 | KPI's, Lean thinking, Management system, Sales, Sales Management, Sales Operations
Lean is operations strategy that helps companies become more efficient. It is all about efficiency and learning. Many companies have created break-through results by applying Lean also in Sales and Marketing. Flow optimisation I think it is safe to say that most sales...
May 4, 2013 | Roles and responsibilities, Sales, Sales Management, Sales Operations, Sales Process
More sales results with less selling? Sales people, especially in B2B industries, have been under pressure for a few years. Changes in buying behaviour, Internet, marketing automation and strengthening procurement functions are the most obvious forces driving the...