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Lean Process Leader's Most Important Questions

What Lean Process Leaders Ask About Sales Process Excellence - #1 How Does It Work?

by Michael Webb | Comments (0)
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1Lean Process Leaders have asked us asked us a lot of questions about Lean process excellence over the years. 

We’re counting down the top five questions, and providing the answers. Last week we answered question #2 How Does Lean Process Thinking Work In Sales And Marketing?

This week, we deal with the most popular question:

#1 How Does Lean Process Thinking Work In Sales And Marketing?

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What Lean Process Leaders Ask About Sales Process Excellence - #2 How to Get Buy-In?

by Michael Webb | Comments (0)
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2Lean Process Leaders have asked us asked us a lot of questions about Lean process excellence over the years. 

We’re counting down the top five questions, and providing the answers. Last week we answered question #3 How Can Lean Process Excellence [Solve My Specific Pain]?

This week, we deal with the next most popular question:

#2 How Do I Get Support And Buy-In To Apply The Lean Process Approach in Sales?  ...

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What Lean Process Leaders Ask About Sales Process Excellence - #3 How to Relieve My Pain?

by Michael Webb | Comments (0)
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gm3Lean Process Leaders have asked us asked us a lot of questions about Lean process excellence over the years. 

We’re counting down the top five questions, and providing the answers. Last week we answered question #4 How Do We Implement Lean in Sales and Marketing?

This week, we deal with the next most popular question:

#3: How Can Lean Process Excellence [Solve My Specific Pain]? ...

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What Lean Process Leaders Ask About Sales Process Excellence: #4 How to Implement Lean?

by Michael Webb | Comments (0)
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q4leanLean Process Leaders have asked us asked us a lot of questions about Lean process excellence over the years. 

We’re counting down the top five questions, and providing the answers. Last week we answered question #5 How Do We Sustain Sales And Marketing Improvements?

This week, we deal with the next most popular question:

#4: How Do We Implement Lean in Sales and Marketing?
...

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What Lean Process Leaders Ask About Sales Process Excellence - #5 How to Sustain Improvement?

by Michael Webb | Comments (0)
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lp-5Lean Process Leaders have asked us asked us a lot of questions about sales and marketing over the years. 

We’re counting down the top five questions, and providing the answers.

Most of them are really curious about how lean applies to sales and marketing. The fifth most important question they asked is:   

Question #5: How Do We Sustain Sales And Marketing Improvements? ...

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Selling Power TV Interview: Does Your Sales Process Create Value?

by Terran Webb | Comments (0)
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Gerhard Gschwandtner interviews Michael Webb on Selling Power TV: 

Quote for Lean Process Excellence managers:

“What happens in organizations is that the [production] bottleneck, when you uncover it, you solve it, and then the bottleneck moves to someplace else, and you solve that, and that is how performance improves. And that is one of the huge advantages process excellence brings to businesses.

Because the way sales and marketing is managed now is just somebody’s hunch. Hey, I think the problem with our sales and marketing is … I think it is time and territory management training, so let’s do that. One solution, another solution, and they never define the problem!”

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What is the most effective way to get sales leadership to buy into lean process excellence in sales?

by Michael Webb | Comments (0)
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A reader asked:

This is an important question,  and I’ve ansMichaelwered it before  (link1, link2, and link3).

An interesting experience with an editor recently relates directly to this issue. The fellow did not have much background in B2B selling much less lean or process excellence. His first comment on a piece I sent him was, “The text contains a lot of abstract nouns. Try to find ways to use figurative language to ‘concretize’ abstract concepts.”

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Why are improvements difficult to create in sales and marketing

by Michael Webb | * Comments (4)
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A reader asked: 

  • Why do improvements seem so difficult to create in sales and marketing?
Leadership listening and acting

Leadership listening and acting

This is a good observation and a good question. The VAST majority of attempts to improve in sales and marketing don't improve anything in the end. Scratch the surface of most consulting interventions, and you will see this.

Yes, there may be a new kind of sales training, or a new kind of CRM system, or whatever. Yet, in what way did productivity improve? Does the organization even measure productivity? Do they know how to measure productivity? Can they measure value to the customer? Can they measure anything, besides end results (orders, revenue)? Maybe the managers can rank order the effectiveness of their salespeople. So, what are they doing to make sales easier, to improve productivity of the team as a whole?  ...

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How Do You Sustain The Lean Process Initiative Long Term

by Michael Webb | * Comments (4)
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A reader asked, 

  • How do I sustain the Lean process initiative in the long term?
Leadership listening and acting

Leadership listening and acting

This is sometimes referred to as "step-after-next thinking," and it is one of the most important things you can do. "Once I make such and such change, how will I sustain it? How will I improve it?" This is especially interesting for sales and marketing.

First, lets assume you are able to create measurable improvements in sales and marketing. This is challenging enough in most companies, but doable. To learn simple things you can do to make improving easier, read "Why Are Improvements Difficult To Create In Sales And Marketing?". 

Now, lets use the "5 Whys" approach. Why is it hard to sustain improvement in sales and marketing? 

Take a moment, and think about your answer. ...

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How Do You Transfer What You Have Learned In Manufacturing To Sales

by Michael Webb | Comments (0)
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A reader asked: 

  • How do I transfer what I have learned in manufacturing to sales?

This is a worthy challenge, and although there is a lot to the answer, it can be divided into both good news, and bad news. 

Good News and Bad News

Good News and Bad News

The good news is that all the logical, critical thinking skills you learned how to apply in manufacturing also work in sales and marketing. In addition, the leadership and management skills you used in manufacturing are also applicable, and sorely needed. 

The main issue is that in sales and marketing: the value you are creating is entirely different than it is in manufacturing, and so the means of creating it is entirely different too. Value exists between the ears of the prospects and customers you are trying to influence. You can’t see it being created, unfortunately. However, if you think about it, this is really no big deal. You didn’t used to be able to “see” the value being created inside an injection mold or an annealing furnace either. Sometimes product came out right, other times it came out wrong. Engineers had to develop methods – basically sensors and computers – that enabled them to detect what was happening inside those manufacturing processes. ...

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