Lean Applications in Sales: How a Sales Manager Applied Lean Tools to Sales Processes and Exceeded His Goals by Jaideep Motwani & Rob Ptacek

Author:Jaideep Motwani & Rob Ptacek
Language: eng
Format: mobi
Publisher: Business Expert Press
Published: 2014-06-29T16:00:00+00:00

Managing Change Time Plot

Source: Ptacek and Motwani (2011).

With the managing change plan set, Bill led a series of sessions with his sales team. They established their mission, vision, and goals. They reviewed the company value statement, and recommitted to holding each other accountable to these standards. The sales team discussed a plan for daily work team sessions or “huddles” to discuss the day’s activities and key issues. The mandate was clear; we must improve or continue to lose sales and be frustrated. Staying the current course would not lead to success. Change for the better was needed and expected from everyone. Full speed ahead with Lean Sigma was needed!

Bill felt good that his work with the sales team had addressed the key enablers. He was disappointed that it had taken nine weeks to get this done, but Sam told him to “Plan the work, and work the plan.” The next step was for Bill to identify and map out the key sales processes. The maps will represent the current state, which was filled with waste and opportunities for improvement. Bill thought he’d ask Sam to attend these sessions as he thought there could be some confusion and resistance!

Discussion Questions

1. Briefly discuss the key enablers for Lean Sigma success. Why is it critical for organizations to understand these enables prior to implementation?

2. What role do you expect your leadership team to play in order to succeed in your lean transformation journey? What should Bill’s or your role be?

3. What do you think of Sam’s advice to Bill concerning the next step? Do you think Bill did a good job in following Sam’s advice?

4. Is it normal for Bill to encounter resistance from his employees? Discuss some strategies your organization utilizes to better handle resistance to change?

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