Lean methodology started in manufacturing, but its concepts are so profoundly beneficial, they are now being used in a wide variety of business to streamline and improve processes. One of the ways this is done is through a streamlined sales process.
What is Lean?
Lean was created by the Toyota Production Company to reduce waste and increase efficiency. It incorporates several tools that deeply examine outcomes and question processes, in what is known as continuous improvement. Lean seeks to kill redundancies and create long lasting results and consistent work flows.
Lean and the Streamlined Sales Process
A streamlined sales process using lean, creates a more profitable end product. It begins by clearly documenting your current processes – this takes an honest look at what is and isn’t happening so it can be compared against the ideal, as well as what areas have ineffective waste in order to improve. It will reveal why there are inconsistencies, and what produces the desired results.
The next step is defining what the sales cycle looks like including how a prospect enters the funnel, how they become qualified, how they are segmented, and what actions they take to move through the sales process. All the steps taken, both by prospects, salespeople, administration, finance, marketing and production need to be documented and placed into the processes and sub-processes.
Improving Your Sales Process
Once you have examined your process, you will discover what is most and least effective and why. Look at what is missing as well as what is repetitive, redundant, and able to be automated. Make adjustments and track the changes. With improved tracking and a more efficient process in place, management is able to make better decisions resulting in a healthier bottom line.
PBEX, LLC provides a complete review and analysis of the business processes that create efficiency and profitability, and the barriers to them. If you’d like an outsider’s look at any of your business processes, and/or want to obtain a more streamlined sales process, our consultants are your change managers! Contact us today to learn more about lean business management and to schedule your review with a process improvement expert.