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?

People asked, “How do we implement culture change in sales and marketing?” and “How can we do this without a trained black belt on staff?”

This question reflects that the “flow of production” in sales and marketing is not as visible as it is in manufacturing production. Everybody knows there is a “sales funnel,” but they don’t think through how to make it flow by adding value throughout.

This can often involve changing the culture of sales and marketing, so they can see that sales is more than just helping them buy, it is helping them solve their problems.  

And, to really change the culture requires changing the actions they take, and that requires changing the environment they live in. Don’t even bother with sales training or CRM until you face these facts.


Process excellence separates the men from the boys in business. For a complete guide, visit

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