EVERY PROJECT IS CUSTOMIZED
BUT WITH A PLANNED STRUCTURE
The 3 steps of a Lean Selling project
SALES AUDIT
The answer is in the Gemba.
- Gemba is the place where things happen: First of all, it is necessary to interview company’s customers and especially customers who are still patronizing competitors, to get an objective view of Market perceptions.
- To define the company’s true potential, it is also necessary to assess the strength of internal resources.
- The end result will be a new definition of the sales strategy with a complete implementation plan.
LEAN TRANSFORMATION
Redesigning the Sales Organization for Customer Value.
Based on the results of the Sales Audit, all value activities are strengthened and non value added activities are eliminated.
- By configuring each activity as a direct answer to a customer’s question, one can obtain an efficient and harmonized sales flow.
- Also, by defining process standard work, the Sales Organization can become more controllable.
- Finally, by coding activities and quantifying standard results, it becomes possible to forecast sales based on planned activities.
KAIZEN (Continuous Improvement)
Looking one step at a time you will be at the top without realizing it.
- Once the lean transformation has been completed and the desired results are obtained, the entire project can be considered successfully completed.
- Or, as the lean philosophy suggests, the conclusion of the project shall only be the beginning of a real path of Continuous Never Ending Improvement.
- In this process, described as PDCA (Plan Do Check Act), continuous improvement becomes part of the company’s DNA.