Lean Sales blog
More sales with less selling?
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...
Three levels of Lean thinking
I claim companies can (and should) apply Lean thinking on three levels: An approach to identify, structure and solve problems Management system Specific tools and techniques for specific functions and issues Lean was born in discrete manufacturing processes. The...
Case Study: How to improve hit rate by +20 % in solution selling with Lean Sales
One day a B2B solution sales organisation decided they had had enough and wanted to make a more radical change to their sales process, organisational structure and tools to grow sales and to win more business. This organisation operates B2B solution selling with sales...
Creating a culture of continuous improvement
Who wouldn't want to sell more and improve results? All sales organisations are looking to drive growth and win more business. More often than not sales leaders and executives are working hard to increase sales and want to know how they can improve results quickly. In...
100 day Lean Sales Transformation plan
100 day Lean Sales Transformation plan helps organisations create breakthrough results in Sales with Lean thinking. 100 day plan is designed to get Lean Sales Transformation started and to engage your team into work. There are no consultants, only Lean Sales experts...
Lean Sales – process maturity assessment
Is your sales process Lean? How would you know? Lean Process maturity model may help you perform self-assessment of your current state. Sales and selling is different across different industries. Some industries rely more on trust and personal relationships, some are...
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...