A reader asked this question:
By “process management tools,” I assume he means “Do successful companies use ‘5S, Kanban, work cells, Andon lights, etc.’ in sales and marketing?”
The answer is yes, many companies have tried this, sometimes successfully.
However, as the old saying goes, “If the only tool you have is a hammer, everything looks like a nail.” And in this case, applying the tools of lean manufacturing is not the same as actually improving things, so often nothing useful happens. Many of these efforts are wasted, and sometimes the practitioners take a beating.
First, you want to understand the reasons for this. Then I’ll explain why process excellence in sales is such a fantastic growth and profit opportunity.