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...
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...
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...
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...
You can find Lean Sales on YouTube!
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...
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...
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...
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...