By Kevin Klump
Sales are regarded as a mysterious art where performance depends almost entirely on individual ability. Organizations tinker with compensation schemes and metrics, but never really look to solve problems or eliminate the waste in their processes.
Most sales processes are 85% PURE WASTE and add no value whatsoever to either the customer, profitability of the company, or the performance of the sales representative. The way to unlock this huge cost drain is to apply Strength Based LEAN improvements.
Here is a great example. Let's say a sales person has a territory with a certain number of customers. Eighty percent of the time available to sell might be spent doing paperwork, waiting for things to happen, retrieving information or complying with internal requirements, which have nothing at all to do with the customer, the company's bottom line, or the company's or sales representatives profitability.