(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 The most visible tool in a lean organization is the use of Kanban boards. The focal point for short daily meetings and progress reporting. Distributed sales and sales support teams need their Kanban boards to be digital. A new tool as important as e-mail.…
(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…
(C) Tweeter Linder 2016 – All rights reserved. Photo by iStock. Many sales structures are at risk of becoming obsolete as sales realities change. It is easy to become frustrated and strive to abandon the old structures altogether. The lean sales world is not free from structures, but it is a world with new structures.…
© 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…
© Tweeter Linder 2016 – All rights reserved. Photo by iStock Sales organizations need to evolve to meet the growing challenges in a fast moving world. At the center of the transformation is the adoption of lean sales principles and increased focus on learning. This is easy to articulate on a high level, but worth…
