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Lean Sales Sample Presentation Transcript

  • 1. Superfactory ® Lean Enterprise Series Lean Sales
  • 2. Outline
    • Introduction to Lean Sales
    • Cost of Sales
    • Three Keys to Lean Sales
    • Implementing Lean Sales
    • Summary
  • 3. Lean Sales Two ways to think about leaning the sales process To examine the process itself-how sales are made and orders handled Look at the artificial incentives built into most selling processes that cause uneven demand
    • Great potential
    • Synchronizes with customer needs that drive profitability
    • Sales Bonuses
    • Customer Discounts
  • 4. Lean Sales
    • Lean thinking helps leaders undertand the role of advertisements, call centers, newsletters and salespeople in the overall sales production system
    • Six Sigma enables an organization to learn why promotions generate various response rates and why each salesperson has different closing ratios
    • Lean sales provide the facts you need to decide between investments such as
      • Promotions vs. Salespeople
      • Websites vs. Collateral
      • CRM software vs. Sales training
    With lean thinking, there is a new and better way of leading marketing and selling organizations
  • 5. Cost of Sales
    • Sales Costs include:
      • Salary
      • Benefits
      • Travel Expenses
    According to a recent white paper published by the Manufacturers Agents National Association, the cost of a physical sales call has risen to over $350 The estimated annual cost of a salesperson has risen to $160,000.
  • 6. Three Keys to Lean Sales
    • Sales Managers should be handling the changes of the corporation and keeping the salespeople:
      • Insulating the sales team from the pressures of reports, programs of the month and VP‘s or owners
      • Sales managers need to take the heat from the top, so the sales team can keep focused on bringing in more business
      • Sales managers establish company or team sales goals and coordinate training programs for sales representatives
      • Sales managers monitor sales statistics and customer satisfaction and make adjustments to sales strategies as needed
    Sales Managers should not have their own accounts and/or territory. Sales Managers
  • 7. Implementing Lean Sales Specify Value Identify Value Stream Flow Pull Perfection Principles
  • 8. Successful Lean Sales
    • Category 1
    • Companies find it easy to begin with Category 1 projects, as they are easy to map, identify, and visualize.
    • Metrics and data based on the process performance are easy to gather and classify
    • The processes included can be repeated in a coherent manner
    • Create improvements in the effectiveness of internal processes, but aren’t able to solely produce revolutionary results that attribute Lean initiatives