Lean applications in sales : how a sales manager applied lean tools to sales processes and exceeded his goals / Jaideep Motwani and Rob Ptacek.

Format:

Book

Author/Creator:

Motwani, Jaideep, author.

Ptacek, Rob, author.

Series:

2014 digital library.

Selling and sales force management collection. 2161-8917

Selling and sales force management collection, 2161-8917

Language:

English

Subjects (All):

Sales management.

Lean manufacturing.

Six sigma (Quality control standard).

Physical Description:

1 online resource (134 p.)

Edition:

First edition.

Place of Publication:

New York, New York (222 East 46th Street, New York, NY 10017) : Business Expert Press, 2014.

Language Note:

English

Summary:

Over the past decade Lean methods and tools have helped manufacturing organizations improve their productivity levels significantly by focusing on data, systematic elimination of waste, and improvement of flow. Today many nonmanufacturing organizations are applying the powerful process improvement methods and tools employed with Lean techniques. Organizations in health care, education, government, hospitality, and other services are applying the improvement tools with growing levels of success. Sales people around the world have watched their organizations improve their core value-added processes, and yet they have not fully engaged or embraced the use of Lean tools in their sales processes. In fact, we've heard several disturbing comments from sales teams such as "Lean won't work in our area, we're too dynamic." And "Six Sigma analyses will just slow us down; we work more on sales instincts here." While these comments are believed to be true by some sales teams, other sales teams that have used the Lean methods and tools are finding significant improvement opportunities, and they believe that if their "instincts" were good, before the application of these tools, they are even better after the application.

Contents:

1. The lean Sigma for sales challenge

2. Identification and understanding of lean Sigma

3. Lean Sigma methods and tools: basic concepts

4. Comparing manufacturing and sales processes

5. Key enablers: policy deployment, accountability sessions, employee training and involvement, and lean Sigma tool selection and application

6. Analysis of the current state

7. Application of lean Sigma tools and results

8. Making sales cultural transitions

9. Achieving, sustaining, and celebrating sales success

Suggestions for further reading

Index.

Notes:

Part of: 2014 digital library.

Includes bibliographical references (page [117]) and index.

Title from PDF title page (viewed on June 28, 2014).

ISBN:

1-60649-767-7

OCLC:

881885394