Standard Work in Lean Sales and Marketing

Standard Work for the Lean Engagement TeamThe Collaborative Cycleof Sales and Marketing Book Coming Soon!

How important is Standard Work? EDCA PDCA SDCAStandard Work puts the food on the table!

Please review Lean Marketing Canvas before preceding.

Successful Lean teams are iTeams Teamwork is an individual not group skillIndividuals must take responsibility for…• the quality and productivity of each team• relationships they are part of• individual accountability• the larger, shared tasks or deliverables

Customer Experience will mimic your Employee Experience• Know your team, design for personal & social needs• Build fun/pleasure/satisfaction into activities• Design cycles based on desired customer experience• Embrace motivators like power, autonomy & belonging

Standard Work provides discipline thru• Clarity on What to do• Commitment on When to do it• Translation from Goals to Actions, the Why• Enablement of the actions, How• Accountability thru establishing the Who• Line of sight on Where your circle of influence effects

Standard Work in 1 word Execution

Lean Engagement Team Value Stream Manager Team Coordinator Sales Team Marketing Communication

The Team Coordinator (TC) maintains the integrity of the processes through coaching and predefined control poOverview: The Value Stream Manager (VSM) represents the product/service markets and the business. Team Coordinator (TC) maintains the integrity of the processes through coaching and predefined control points. The Sales and Marketing Team (Team) is a cross- functional group whose number and expertise are derived from the decision-making path of the customer. This Team does the actual sales, providing content, technical functions, trials, testing, etc.

SALES EDCA/PDCA/SDCAThe SALES part of the framework is where the sales team gets its directions andcoaching from the team coordinator and value stream manager. Within the actualcycles the sales team is empowered to make their own choices and determine theirown direction to accomplish the goals of that cycle. One of the key considerations indeveloping a team is to determine the objective of the cycle. Is it primarily creativity,problem-resolution, or tactical execution?

State the standardSALES SDCA Agree on the methodSDCA documents the current bestpractice and provides the foundation Locate the people who will be on the teamfor all continuous improvement. Itprovides the structure for daily Empower the Teamaccountability and the prescribedperformance to a standard. Part of Select the Team Goals of the ProjectStandard Work is the visual forms thatprovide the line of sight betweenteam members, teams, leaders andcoordinators. Standard DoOne of the key considerations indeveloping a team is to determine theobjective of the cycle. In SDCA, westructure for tactical execution. Act Check

State the standard Standard Do Agree on the methodLocate the people who will be on the team Empower the Team Act Check Select the Team Goals of the Project

The SALES part of the framework is wherethe sales team gets its directions andcoaching from the team coordinator andvalue stream manager.

S: State the standard• Standard work is the best practice for a given process.• Provide a routine for consistent delivery of work.• Must be stated clearly.• Provide a clear line of sight to the • Value Stream Manager • Team Coordinator • Team Members

A: Agree on the method.• Method you are going to use for the documentation of standard work.• Provide necessary components of a reporting system that ensures the work is being done as expected.• Use the practices you are currently doing

L: Locate the people who will be on the team.• List the members of your team• Including position and role they will play.Name Position Role

E: Empower the Team• Team is autonomous and completely responsible for the tasks within this stage• Clarity is most critical factor for empowering a team• Outline Meetings, Daily Stand-ups, Weekly Tactical, Monthly Strategic and others as needed• Agree on Standard Work

S: Select the Team Goals of the Project• Team fully understands the exact goals and outcomes expected for this particular cycle• Team agrees to the exact goals and outcomes expected for this particular cycle• Team accepts responsibilities of outcomes.

Within the actual cycle the sales teamis empowered to make their ownchoices and determine their owndirection to accomplish the goals ofthat cycle.

P: Standard• Review the method.• Document the actions needed and who will complete each action step.• Clarify the resources needed for each action step.• Decide on what constitutes variation and required action.

D: Do the plan• Perform to the standard.• Provide line of sight through Kanban Board, Task Board, Action Planner.• Demonstrate work flow and problems encountered.

C: Check (Study) see if improvement was made• Did the plan work?• Collect and analyze data to demonstrate if standard was done.• Determine what changes are needed for improvement.

A: Act (Adjust)• Is the standard being completed?• Has Customers’ needs been completed?• If not, reconsider and continue improvement• If it has can customer can be handed off to next stage/cycle, document steps taken.

Example of Team Member Standard Work

Provides Line of Sight for Team at Daily Standup

Team Coordinator/Leader Standard Work

Line of Site for resources needed at weekly tactical Providing a visual, simple and easily access document is the key. Can auto-populate or be completed by hand. Easily used as part of the task board in a War Room type environment. Virtual Teams can use something as simple as Google Documents or many other popular software packages.

Value Stream Manager Standard Work

Line of Site for Goal review at Monthly Strategic

SDCA uses the 7 Basic Quality Tools• Cause-and-effect diagram (also called Ishikawa or fishbone chart): Identifies many possible causes for an effect or problem and sorts ideas into useful categories.• Check sheet: A structured, prepared form for collecting and analyzing data; a generic tool that can be adapted for a wide variety of purposes.• Control charts: Graphs used to study how a process changes over time.• Histogram: The most commonly used graph for showing frequency distributions, or how often each different value in a set of data occurs.• Pareto chart: Shows on a bar graph which factors are more significant.• Scatter diagram: Graphs pairs of numerical data, one variable on each axis, to look for a relationship.• Stratification: A technique that separates data gathered from a variety of sources so that patterns can be seen (some lists replace “stratification” with “flowchart” or “run chart”).

FrameProblems as Opportunities

Always DRAW for • Yourself • Team • Organization • Customers

ResourcesBooks:The Power of Pull: How Small Moves, Smartly Made, Can Set Big Things in MotionBusiness Model Generation: A Handbook for Visionaries, Game Changers, andChallengersLean Thinking: Banish Waste and Create Wealth in Your Corporation, Revised andUpdatedMaking Ideas Happen: Overcoming the Obstacles Between Vision and RealityGet Clients Now!(TM): A 28-Day Marketing Program for Professionals, Consultants,and Coaches

Lean Marketing House TrioAvailable on Business901: • PDF – Instant DownloadAvailable on Amazon: • Kindle • CD Rom • Ring bound

Marketing with Lean Program Series1. Lean Marketing House Overview2. Driving Market Share3. Marketing with PDCA4. Marketing with A35. Lean Engagement Team

Visit the Business901 Website Information on Lean, Six Sigma, Theory of Constraints, Kanban and how they relate to Marketing.• Over 80 Free eBooks• Regular Blog Posts• Podcast with Celebrated Authors, Industry Practitioners and Leading Thought Leaders Our Mission is to bring Continuous Improvement to Sales and Marketing. http://business901.com

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Standard Work in Lean Sales and Marketing

by Business901 on Nov 16, 2011

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Standard Work in Lean Sales and Marketing — Presentation Transcript