Apress Eliminating Waste in Business, Run Lean Boost Profitability (2014) by Unknown

Author:Unknown
Format: epub
Tags: Management, Production & Operations Management
ISBN: 9781430260882
Published: 0101-01-01T00:00:00+00:00

Industry average for costs for visitors reach ranges from $116 – $195.

Make sure, when examining these metrics, that you incorporate all expenses. Trade show venues will charge you for every little thing they can, from space to electricity to ice and cups. And don’t forget your sales rep’s travel expenses and some figure for the lack of ability to service other accounts while traveling.

Conclusion

Like every area of business, the sales function has various areas of waste that you need to address. The bulk of the waste in sales is created by not treating it like the analytical process it is. Business leaders tend to think of sales as a function of charisma instead of a real skill. Sales research and practice, however, show that following structured processes can yield more consistent sales results. Because you might be used to the waste from sales as being the way that you have always done it, you need to analyze your processes. Improvements need to start with the way that you are measuring sales activities. Every activity should have an associated metrics so that you can identify and eliminate waste.

The data that you get from the sales processes should lead you to better hiring, training, and managing of your sales employees. You can then focus your limited resources on activities that provide a ROI because you understand what truly affects sales. By learning to see the sales processes as a kind of manufacturing process, you can identify and improve upon them.

Waste Checklist

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