Dec 10, 2018 | Continuous improvement, Lean thinking, Roles and responsibilities, Sales Management, Sales Process
Value and waste and the core concepts in Lean thinking. We should always focus on value and meticulously eliminate waste. Sales is a perfect candidate for application of these simple concepts. You have come this far so I assume you are interested about growing...
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...
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...