Lean Sales
In sales, there is often a fine line between value creation and waste. An order gained with an excellent profit margin with a strategic customer – or an order lost due to a lack of customer context analysis and a poor offer. Sales has the task of generating the PULL that production needs.
Going Genba in sales means going to the customer. Understanding the world of the customer. This is the starting point for a maximisation of value creation and the realisation of sales potentials. In the analysis in the sales team we recognise patterns of success and develop processes and methods for avoiding waste and increasing efficiency.
Whether it is in the definition of target customers, analysis of enquiries, presentation of offers or gaining of orders - the aim is to build up a reliably effective, efficient and controllable sales system.
How you benefit
The aim is to increase the inflow of orders. The sales system focuses the existing competences and capacities upon value-creating activities. Order probabilities are estimated more accurately, resources are used in a more targeted way, the customer recognises more benefit during the offer phase, and the customer relationship and the value of the solution in the context of the customer become the decisive competitive advantage.
In practise, sales teams work on top form: guided well by clear aims, transparency and systematic decisions. The success rate and profit margins increase – the employees find out that it is worth being committed.
Our services
- Customer intimacy building – seeing the world with the customer’s eyes
- Customer value selling – adjusting the solution to the value for the customer
- Sales process optimisation – efficient from the recognition of demand to the winning of orders
- Sales organisation – clear management and structures for the field staff, office staff, engineering and service
- Sales controlling – adjusting sales activities so that they are potential-oriented