Lean Sales Sample


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Lean Sales Sample

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