It’s rare to find a business organization of any substance
that has not implemented at least some type of improvement initiative in their manufacturing, administrative, or service sectors, whether it be the Conway approach, LEAN, Six Sigma, and so on.
But, as noted in a previous post, not as many have defined a sales process, nor have they taken the hunt for waste and the quest for continuous improvement into the realm of sales .
Selling is a process. The basic principles of work and process improvement certainly apply, and, just as these principles have brought about measurable gains in other sectors, so too, if properly executed, can they help those in the selling arena learn how to contribute more to the overall enterprise; how to work smarter, faster, and with more success.
These principles might also help a sales team stand out from the competition due to more effective execution.
By teaching the basic principles of studying, changing, and improving work and work processes to sales professionals, an organization can empower them to help themselves and the enterprise realize major (breakthrough!) accomplishments, such as:
- Communicating at a higher level with customers
- Gathering the “voice of the customer”
- Interacting more harmoniously with internal customers
- Selling more in less time
- Managing key accounts more effectively
- Increasing margins
As sellers learn more about the effects of continuous improvement, they will become better at translating the company’s true value-added message. They might even help to develop it!
As they become more educated and enthusiastic about the relevance of simple statistics, variation, and waste reduction, it’s likely that they will also become more effective at uncovering and expressing true customer needs.
And finally, a sales force so educated will more readily recognize the advantages of incorporating all of these principles into their daily sales effort. As a result, they will become more efficient. They will become more successful. Successful sales people stay on, sell more, and help the company grow more profitably.
Why not improve sales too?