How Can Lean in Sales and Marketing Allocate Scarce Resources Wisely

A General Management reader asked: “How can Lean in sales and marketing allocate scarce resources wisely?”

This great question because, at the heart of things, improving the organization’s performance isn’t just about reducing waste.  You are looking for evidence of what the customer values as well, and this can be tricky.

To answer this question, here’s a short article titled How Does Lean Conserve Resources in Sales and Marketing?”

Basically, look for evidence and data that defines the sales value stream, increases visibility to cause and effect, and then test specific methods (countermeasures) for improvement.

Traditionally, sales and management cultures have been stunted when the focus on results (only) or activities (only). Process excellence is the means of getting to the heart of things, and learning how they really work.

What do you think?

Michael Webb

Michael Webb founded Sales Performance Consultants to create a data-driven alternative to the slogans and shallow impact offered by typical sales training, sales consulting, and CRM companies. Michael helped organize and delivered the keynote speeches for the first conferences ever held on applying Six Sigma to marketing and sales. Connect with me on LinkedIn.

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