Loss of productivity and associated earning potential exists in all the sales environments we have seen. The size of the issue is often astounding and yet by using streamlining to review, understand and align activities to the overall strategy enormous gains are regularly made.
Fundamental connections that start the journey of implementing LeanSales.
Starting with the biggest culprit.
Streamlining is all about ensuring that the sales strategy is communicated and acted on in the most effective manner throughout the entire sales environment. Both up and down, the conversation about the goals must be consistent. It should be a given but rarely are the goals of the company truly aligned with the plans of middle management and the actions performed in the sales team. The output being excessive waste in the sales environment. Using our Interactive Sales Alignment Model the Lean methodology of Hoshin Kanri provides one of the first steps in understanding your gaps and acts as a visual dashboard of areas to focus on in eliminating the waste that comes from poor communication and inconsistent direction.
Measures.
Once the direction is clear and not only repeatable but repeated establishing the right measures facilitate ownersership and success. The shift for many here is in adopting a customer perspective of success. Again, it sounds a given when so many organisations refer to themselves at Customer Centric, but experience shows that in reality, very few are. As we streamline we ask core waste exposing questions such as:
- “Are you measuring what matters to the customer, or you?”
- “How do you know?”
- “How are you capturing and understanding the voice of the customer to validate this?”
- “How regularly and at what level across both yours and their organisations are you doing this?”
It is true that if you cannot measure it you cannot manage it. It is also true that just because you can measure it does not mean that it matters!
Starting with the end clearly in sight.
Embedding the right behaviours, being able to focus on and manage the right activities is where 5S is only now able to support the sales environment. Through a culture change and continuous improvement against relevant KPIs gains in productivity and increased earning potential for all start to show.
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