How Can We Convince Sales and Marketing About the Advantages of Lean in Their Processes?
A reader recently asked: How can we convince sales and marketing about the advantages of lean in their processes? This is a great question, and I get it a lot. The primary issue is that salespeople and marketers do not see how Lean will help them sell or do marketing. This is aggravated by […]
Is Lean Certification Effective for Practitioners in Sales and Marketing? If not, How Does it Need to Change?
A recently asked question from a LinkedIn Group titled “The Shingo Prize:” Lean Bronze Certification – Is it Effective for Practitioners in Sales and Marketing? If Not, How Does It Need to Change? (Note: this link requires you to log into the Linked-In website.)
What Is the Top Driver of Lean Process Excellence Success in Sales?
A Global Sales Director asks: What is the top driver of Lean Process Excellence success in sales? I would say the main driver is the focus on data and evidence from the customer gemba (i.e., field sales activities). (Since you used “Lean Process Excellence” in the question, I’m going to assume you are familiar with […]
Engaging Sales Managers in Process Improvement
Question: How can you best engage sales managers in process improvement when they face so many competing priorities, such as considering new market initiatives, overseeing changes in software systems, and, of course, reaching sales goals? Process excellence leaders struggle with this question because they’ve been trained to start with “defining the problem” by gathering data […]
Getting Other People To See The Value Of Lean and Six Sigma
Question: "How do you get other people to see that Lean and Six Sigma are not just for manufacturing functions?" Answer: Stop talking about Lean and Six Sigma!
Whose Problem is Sales Quality?
Why don’t salespeople see that quality principles apply to their work? Ask why enough times and the answers are revealed.
