Lean Applications In Sales How A Sales Manager Applied Lean Tools To Sales Processes And Exceeded His Goals

Author : Jaideep Motwani
Publisher : Business Expert Press
ISBN 13 : 1606497677
Total Pages : 132 pages
Book Rating : 4.78/5 ( download)

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Download or read book Lean Applications in Sales written by Jaideep Motwani and published by Business Expert Press. This book was released on 2014-06-30 with total page 132 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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. This book illustrates Lean methods and tools applications applied to a full range of sales organizations and processes. By discussing these tools in various sales environments, sales team leaders can begin to understand how these methods and tools can be applied in their organizations. Through a unique and easy reading story of a frustrated sales team leader discovering the power of these tools, the authors present a compelling argument to begin using Lean in sales organizations; and illustrate the discovery, application, and transformation of sales processes. It's the perfect book for sales managers, sales team leaders, and business education students.

Author : Joel Le Bon
Publisher : Business Expert Press
ISBN 13 : 1631571753
Total Pages : 181 pages
Book Rating : 4.56/5 ( download)

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Download or read book Key Account Management written by Joel Le Bon and published by Business Expert Press. This book was released on 2015-05-07 with total page 181 pages. Available in PDF, EPUB and Kindle. Book excerpt: Now more than ever, companies are faced with a critical and challenging truth. Today’s customer is demanding more attention, superior service, and the expertise of a dedicated sales team. Suppliers must make dif cult choices to determine how to allocate limited resources, including which customers receive the highest level of service. Increasingly, supply side organizations are working to design and implement key account programs to meet or exceed these expectations. Key account management is a specific business strategy that involves complex sales processes, large-scale negotiations, and the alignment of multiple internal and external stakeholders. This multi-pronged process is anything but straightforward, and the business world is filled with examples of key account programs that have not achieved the expected results. This book addresses the strategic challenges facing top executives and sales leaders as they build strategies to better manage their key accounts. By leveraging up-to-date research, testimonials drawn from interviews with experienced practitioners, best practices of successful companies, along with straightforward practical guide- lines for executives and sales leaders, this book can serve as an instruction manual and toolbox for organizations working to achieve success through their key account strategies to meet the demand of their key customers.

Author : Simon P. Haigh
Publisher : Business Expert Press
ISBN 13 : 1947843664
Total Pages : 160 pages
Book Rating : 4.60/5 ( download)

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Download or read book How to be a Better Deal-Closer written by Simon P. Haigh and published by Business Expert Press. This book was released on 2018-12-04 with total page 160 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book provides valuable and accessible insight into the key elements required to ensure successful deal-closing. Deals are pivotal to business growth and are being struck all the time. You won’t succeed in business without striking deals. Deal-closing is not limited to CEOs. To varying degrees and at different times, we all strike deals in business. Every person or organization engages in deal-closing at some point. This book provides valuable and accessible insight into the key elements required to ensure successful deal-closing. It is written in an easy to read, no-nonsense style, and is easily accessible to those who are not proficient with deal closing. The chapters include real-life stories and insights from a wide spectrum of the author’s connections and experiences.

Author : IntroBooks
Publisher : IntroBooks
ISBN 13 : 1523421886
Total Pages : 40 pages
Book Rating : 4.86/5 ( download)

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Download or read book Introduction to Lean Sales written by IntroBooks and published by IntroBooks. This book was released on 2016-01-19 with total page 40 pages. Available in PDF, EPUB and Kindle. Book excerpt: Your entire business is lean. Does that entire include the sales department? No? Well, you need to gear up and bring lean methodology to your sales team soon in order to make your business more prosperous. Many industrialists believe that sales team does not require lean principles, but if your whole firm is working together under one mantra, why keep the sales one deprived of it? This book comprises of total five chapters which guides you step by step about lean sales. This is very much suitable for industrialists who are left with the only sales team to go lean. This book isn't too lengthy or hard to comprehend. In fact, it is a comprehensive series, which is not only short but very easy to understand too. It discusses the following topics listed in bullet form: The selling crisis The basics What is lean selling How come a sale is different from other lean departments? How to make Lean Six Sigma works in sales? Example from real life Different projects Top ten secrets of lean sales The need of “lean thinking” in sales department Read out the details of these topics and at the end, you will yourself realize that you have learned enough to implement lean ideology to your sales department. This is a complete guide which provides you with sufficient context to make you knowledgeable about lean sales. Read on and you won’t regret! *************************** IntroBooks delivers up to the minute information covering everything on a topic in only one hour of reading. This book is written to give essential information in a straight-to-the-point, easy to read format. We have cut out technical jargon, waffle and unnecessary filler to ensure you get the essential information you need to achieve your goals with confidence.

Author : Robert J. Pryor
Publisher : AuthorHouse
ISBN 13 : 1496955528
Total Pages : 220 pages
Book Rating : 4.24/5 ( download)

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Download or read book Lean Selling written by Robert J. Pryor and published by AuthorHouse. This book was released on 2015-01-29 with total page 220 pages. Available in PDF, EPUB and Kindle. Book excerpt: Excerpts of Advance Praise for Lean Selling “Lean Selling is the most important sales management book of the last 25 years. It shows us why 90% of today’s sales processes are broken. This book will change forever the way you sell and manage.” Al Davidson President, Strategic Sales & Marketing, Inc. “Most sales leaders struggle to get their entire sales team to perform at the level of their ‘A-Players.’ Too many sales books focus on trying to change a salesperson’s behavior to achieve this. Robert Pryor’s book focuses on defining a sales process to yield consistent sales results for your company’s product or solution. Lean Selling provides the tools you require to define then refine your sales process as market and competitive conditions change. The end result is achieving both predictable sales and customer satisfaction.” Craig Jack Former Managing Client Partner, Verizon Enterprise Solutions Former Managing Director, KPMG Consulting “Robert Pryor has written a book on a subject already covered by tons of books over the years but managed to give it a twist that makes it very engaging and relevant. The book is well written, insightful, and timely; the emergence of internet commerce has had a profound impact on the sales profession as we know it.” Ake Persson Retired CEO, Ericsson Wireless Communications, Inc. “Lean Selling, by Robert Pryor, really woke me up to how complacent some of us are about our sales processes, and how that complacency connects directly to those sub-optimal results. It’s a ‘must read.’ ” J. Jeffrey Campbell Brinker Executive in Residence and Director, Master of Science Program, San Diego State University School of Hospitality & Tourism Former Chairman and CEO, Burger King Corporation “Lean Selling? I love it. I’ve been using lean principles with my inside sales organization for a year now to improve customer fit and the buyer experience. The result has been astronomical growth in sales for my company. Kevin Gaither Vice president of Inside Sales, ZipRecruiter, Inc. President, Los Angeles Chapter of the American Association of Inside Sales Professionals Complete quotations start on page 1 of this book.

Author : James P. Womack
Publisher : Simon and Schuster
ISBN 13 : 1471111008
Total Pages : 400 pages
Book Rating : 4.06/5 ( download)

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Download or read book Lean Thinking written by James P. Womack and published by Simon and Schuster. This book was released on 2013-09-26 with total page 400 pages. Available in PDF, EPUB and Kindle. Book excerpt: Lean Thinking was launched in the fall of 1996, just in time for the recession of 1997. It told the story of how American, European, and Japanese firms applied a simple set of principles called 'lean thinking' to survive the recession of 1991 and grow steadily in sales and profits through 1996. Even though the recession of 1997 never happened, companies were starving for information on how to make themselves leaner and more efficient. Now we are dealing with the recession of 2001 and the financial meltdown of 2002. So what happened to the exemplar firms profiled in Lean Thinking? In the new fully revised edition of this bestselling book those pioneering lean thinkers are brought up to date. Authors James Womack and Daniel Jones offer new guidelines for lean thinking firms and bring their groundbreaking practices to a brand new generation of companies that are looking to stay one step ahead of the competition.

Author : Sean Gillespie
Publisher : CRC Press
ISBN 13 : 1482253151
Total Pages : 178 pages
Book Rating : 4.53/5 ( download)

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Download or read book Lean for Sales written by Sean Gillespie and published by CRC Press. This book was released on 2016-02-24 with total page 178 pages. Available in PDF, EPUB and Kindle. Book excerpt: This groundbreaking book describes the Lean journey as it extends to a business area that is mission critical, yet has been virtually untouched by the Lean transformation. Lean for Sales: Bringing the Science of Lean to the Art of Selling provides sales professionals, and their management teams, with a structured, fact-based approach to boosting sales close rates and delivering improved business value to customers. The time-tested Lean selling techniques described in this book have been proven to deliver profound results. In fact, it is not uncommon for sales close rates to see a threefold increase over current rates as a result of using the techniques described in this book. After reading the book, you will understand how to integrate the science of Lean with the art of sales to: Create winning sales proposals Use Lean selling storyboards to confirm what is truly valuable to your client and their business Improve sales team collaboration Define and qualify a client’s unique business problems and goals Manage sales process performance using a multi-dimensional measurement system that looks beyond sales revenue to include client value and process effectiveness This book outlines an innovative and proven approach to creating a common language with your customers that is based on waste elimination, root cause analysis, and time to value. Making the management of the sales cycle fact-based, rather than leaving it to intuition, this Lean selling manual presents tools that will enable sales professionals, and their managers, to collect sales opportunity data early and discard those leads that will ultimately waste valuable time and resources.

Author : Ade Asefeso MCIPS MBA
Publisher : AA Global Sourcing Ltd
ISBN 13 : 1291380000
Total Pages : 119 pages
Book Rating : 4.02/5 ( download)

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Download or read book Lean Sales and Marketing written by Ade Asefeso MCIPS MBA and published by AA Global Sourcing Ltd. This book was released on 2013-04-08 with total page 119 pages. Available in PDF, EPUB and Kindle. Book excerpt: When FTSE 100 CEO's were polled and asked the question, "Are your sales people calling on the right customers, at the right time, with the right offer?" 99.3% responded, "I don't know." Which shouldn't surprise. Sales and Marketing are still the last bastions of protected turf, limited management scrutiny and lack of accountability. Unfortunately, the important lessons learned and the gains in effectiveness and efficiency derived from lean manufacturing have not been successfully translated to the Sales and Marketing environments. And, it's understandable. Sales involves people doing business with people, not people doing activities with machines and processes. Sales is perceived to be more of an art form than a science. Yet, ironically, Sales is virtually a pure science and, as such, is both measurable and predictable. If we are correct, the disciplines of Lean can easily be applied to the Sales and Marketing functions resulting in significant increases in effectiveness and bottom line results.

Author : IntroBooks
Publisher : IntroBooks
ISBN 13 : 1523421932
Total Pages : 40 pages
Book Rating : 4.30/5 ( download)

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Download or read book Introduction to Lean Planning written by IntroBooks and published by IntroBooks. This book was released on 2016-01-19 with total page 40 pages. Available in PDF, EPUB and Kindle. Book excerpt: Lean planning is not about the business plan. In fact, it’s about the business. It’s about setting precedence, targets, objectives, metrics, and tracking evolution, making improvements, and overall doing business better. It’s not an errand or a task, not even an obstacle you have to get over; it’s a way to get what you want from your big business. This is just a glimpse of what Lean Planning is. This book “Introduction to Lean Planning” is a comprehensive get to the point book proving its readings with every essential thing they need to know about Lean Planning. You must be familiar with lean movement, lean manufacturing or other lean implementation areas; this book specifically guides you through the application of lean methodology in the “Planning area.” What you’ll learn in this course: Definition of Lean Planning Why is Lean Planning Liked? Benefits of Lean Planning Mistakes made while planning leanly A detailed overview of Lean Planning process Applying Lean Planning to your business Lean Planning tools All the above-mentioned topics are discussed in required details to make them fully understandable. All you have to do now is to give it a read and get to know about Lean Planning. So, what are you waiting for? Without wasting any further time, give it a try! **************** IntroBooks delivers up to the minute information covering everything on a topic in only one hour of reading. This book is written to give essential information in a straight-to-the-point, easy to read format. We have cut out technical jargon, waffle and unnecessary filler to ensure you get the essential information you need to achieve your goals with confidence.

Author : Timothy McLean
Publisher : CRC Press
ISBN 13 : 1482255855
Total Pages : 180 pages
Book Rating : 4.50/5 ( download)

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Download or read book Grow Your Factory, Grow Your Profits written by Timothy McLean and published by CRC Press. This book was released on 2014-12-03 with total page 180 pages. Available in PDF, EPUB and Kindle. Book excerpt: When I was first given the job of managing a small plastics factory back in 1989, I quickly realized that most of the books and teaching on Lean Manufacturing were designed for big companies and were not relevant to my factory. —Tim Mclean The last 25 years has seen Tim lead and assist over 100 small to medium-sized enterprise (SME) manufacturing operations. This experience has now been condensed in to Grow Your Factory, Grow your Profits: Lean for Small and Medium-Sized Manufacturing Enterprises, a start-to-finish guide on how to run a successful small and medium-sized manufacturing operation. The book presents case studies, practical examples, illustrations, charts, and pictures from real SME manufacturers to provide straightforward solutions to the issues facing every growing manufacturing business. In the book, Tim McLean explains: How to recruit the right people and design the right organization How to empower those people to take accountability and free yourself up from day to day "fire fighting" How to develop a Lean Plant Layout that will maximize productivity and optimize the use of space How to manage materials in order to slash inventory and shortages How to schedule production in order to cut lead times, cut inventory, and delight customers How to get started on a Lean transformation when you lack the resources of a big company The book details how SMEs differ from large organizations and why the approach to improvement must also be different. Covering the complete life cycle of small and medium-sized manufacturers, the book addresses a different SME manufacturing issue in each chapter. This enables readers to tackle issues at their own pace and in their own order of priority. Grow Your Factory, Grow Your Profits is essential reading for owners, managers, and operational leaders in the 90 percent of manufacturing enterprises that are small or medium sized.