What General Managers Ask About Sales Process Excellence: #5 How to Start?

by Michael Webb | Comments (0)
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gm-5General Mangers 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: Where And How Do We Start Lean Process Excellence?

This is a crucial question because starting in the wrong place has great risks. Get off on the wrong foot, and you create more problems than you had before:

  • Choose a problem that is too easy, and your initiative will be chalked up as irrelevant.
  • Choose a problem that is too hard, and people will decide your approach doesn’t work.

Everyone wants the easiest quickest fixes, and they do exist. However, once the low hanging fruit is picked, you need to diagnose what is working and not working in your own organization to really improve performance.

What's your most important question? Tell us what you think in the comments.


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

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