(C) Tweeter Linder 2016 – All rights reserved. Photo by iStock Lean sales represent a significant deviation from classic sales. Lag measures such as Orders Booked and Net Sales remain the same, but lead measures are different. You need a good idea which metrics to start with. An important part motivating your team is to…
(C) Tweeter Linder 2016 – All rights reserved. Photo by iStock A few weeks into your lean sales support journey you start to see patterns in the flows delivering value to key stakeholders. You have left the ocean of opportunities behind and focus on a few swim lanes in the pool where lean make the…
(C) Tweeter Linder 2016 – All rights reserved. Photo by iStock Lean plays a role in both the customer facing part of your sales as well as your sales support flows. In order to maximize the output both these parts need to be designed around lean principles. So where should you out in the efforts…
© Tweeter Linder 2016 – All rights reserved. Photo by iStock An essential element of lean sales is which efficiency focus to put first. Classic sales organizations optimize for resource efficiency. Leans sales shift your focus towards flow efficiency. And the challenge is to get the balance between the two efficiency measures right. Resource efficiency…
© Tweeter Linder 2016 – All rights reserved. Photo by iStock When running a business in fast paced markets you cannot afford long idle sectors. Sectors where a response to a question are held up by waiting times. A central element of lean sales is to eliminate sectors without value add and long waiting times.…
© Tweeter Linder 2016 – All rights reserved. Photo by iStock Your ability to develop an opportunity into sales has been limited by five main sales obstacles. But as the pace and risk is up in most markets a new factor is coming into play as the main obstacle. Learn how your sales team can…
