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- Herausgeber: Books on Demand
- Kategorie: Geisteswissenschaft
- Sprache: Englisch
Whether you are a small-town entrepreneur or a large international organisation, Ultra Lean Sales offers a new way of sales for all companies. Ultra Lean Sales offers a solution for three discontinuities which happen at the same time: 1) the buying behaviours of customers are changing fast, 2) the analytic tools are developing and becoming one with artificial intelligence, and 3) Lean methods are also used in the improvement of sales processes, in addition to production and service processes. The only certain thing is the speed of change! In the center of everything is continuous learning and credible analyzing of root causes. How can we learn from won/lost offers and mistakes made in previous offers and utilize the analyzed information we have in order to improve the offer win rate? In short, Ultra Lean Sales answers the following questions: 1) How do I win an offer? 2) How do I learn from offers that were lost? 3) How do I eliminate my weaknesses? 4) How do I stand out from my competitors? In order for you to make a winning offer, you need to learn from other similar offers - in real-time. This is possible with Lean sales by utilizing the specialised Ultra Lean Sales dashboard. In addition to independent reading, this book is also used as learning material in Ultra Lean Sales training courses. More information about the training and e-learning opportunities can be found at: www.ultraleanbusiness.com. "If we adopt a discipline and provide accurate information, Ultra Lean Sales will have substantial impact (A Harvard Case)" comments Vatche Beujekian, customer team head, Nokia.
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Veröffentlichungsjahr: 2019
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Towards the revolution of business growth
Whether you are a small-town entrepreneur or a large international organisation, Lean sales offers a new way of sales for all companies.
Lean sales offers a solution for three discontinuities which happen at the same time:
the buying behaviours of customers are changing fast,
the analytic tools are developing and becoming one with artificial intelligence, and
Lean methods are also used in the improvement of sales processes, in addition to production and service processes.
In the center of everything is continuous learning and credible analyzing of root causes. How can we learn from won/lost offers and mistakes made in previous offers and utilize the analyzed information we have in order to improve the offer win rate?
In short, lean sales answers the following questions:
How do I win an offer?
How do I learn from offers that were lost?
How do I eliminate my weaknesses?
How do I stand out from my competitors?
In order for you to make a winning offer, you need to learn from other similar offers – in real-time. This is possible with Lean sales by utilizing the specialised Lean sales dashboard.
In addition to independent reading, this book is also used as learning material in Lean sales training courses. More information about the training and e-learning opportunities can be found at: www.ultraleanbusiness.com.
In Vihti, Finland 03.10.2019,
Antti Leijala
”Antti built, lead and managed the utilization and implementation of Nokia’s worldwide Lean sales training in the years 2015-2018. He lead 30+ trainees, who focused on the use of Lean (Six Sigma) in the sales environment, and worked as a change agent in both the sales and quality organisation. He lead Nokia’s Lean sales project that aimed to improve the win rate of offers by utilizing the root cause analysis of won and lost offers and mass data analytics. I can warmly recommend Antti and his training.”
Hannu Järvelin, Nokia
Table of contents
Towards the revolution of business growth
Making competitiveness measurable
The aim of the book and the training
Digitalised entity
What Lean sales is – background and future
The definition of Lean sales
Lean sales ≠ production Lean
Phase 1: Define
Phase 2: Measure
Phase 3a: Analyse competitiveness
Phase 3b: Analyse the root causes
Phase 4: Improve
Phase 5: Control and optimise
Phase 6: Real-time and continuous learning
The potential of Lean sales
Conclusion
About the author
Making competitiveness measurable
All companies want to improve their competitiveness, but there is no one single way to measure competitiveness. Often, competitiveness is falsely equated with cost-effectiveness, which is only a small part of the bigger picture. As I demonstrate in this book, the price of a product or a service is only one of the competitiveness factors. Even more important than cutting the costs is to learn to justify a higher price.
The win rate of offers is an ideal measure for competitiveness, and Lean sales sees the win rate as a major factor. In addition to measuring the effectiveness of a sales process, the Lean sales dashboard allows a wider use of the win rate to improve competitiveness. The sales team is no longer solely responsible for achieving growth; the product development team, logistics team and the quality organisation can be measured in order to grow the win rate, i.e. competitiveness. Especially in larger organisations, the communication between different departments is often inadequate, and there is a lack of common goals.
The key question: How do I win an offer?
”How do I win an offer that includes
<product1> and <product3>, when the
customer of the <target group4> has a
revenue of <1 million euros> and the offer
also includes <service1>, and we are
competing against <competitor2>?”
Everyone working in sales wants to know the answer to the above question. The Lean sales dashboard enables a real-time and focused learning from old offers and customers. It brings continuous learning into the core of sales. Implementing Lean sales changes both the way to do sales and the way to manage sales.
Image 1 encapsulates the core idea of Lean sales. The graphic on top shows the strengths of offer 1 and the graphic below shows the weaknesses of offer 2. This information, collected from your own company or from customers (or both), can be utilized in real time to improve the wining odds of a current open offer. The sales personnel learn to highlight the right aspects and minimize aspects that have proved to be mistakes or weaknesses in similar, previous offers. This way, the win rate of offers can be improved.
Image 1: The above graphic shows the strengts of offer 1 and the below graphic shows the weaknesses of offer 2.
This is only the tip of the iceberg and only one of many examples. This book presents tens of different ways to improve competitiveness, in other words, ways to improve the win rate of offers. All of this can be executed easily and quickly in companies of all sizes.
Lean sales enables growth revolution for
companies of all sizes
Real-time learning
Lean sales enables effective and real-time learning from lost offers and mistakes, along with their root causes behind them. It also creates a strong base for sharing the best practices with everyone within the company. The improving of the offer win rate concretely supports also, for example, product development, logistics, and the work of the quality team. The bigger the company, the more valuable this often-scattered information is. On the other hand, the benefits directly correlate with the amount of information gathered, and therefore, also small companies can enable a revolution of business growth.
The aim of the book and the training
The aim of the book is to help the reader understand Lean sales as an entity. It is to inform you how to use the analyzed data of won and lost quotes to improve the win rate systematically and on a large scale, as well as how to use the analyzed data to make for example pricing decisions.
The book is complemented by training, which offer your company’s sales management, leadership and development a step towards artificial intelligence (AI) based processes that are based on information (data) and analytics. During the training, you will build a Lean sales dashboard for your company, which can be used immediately to improve the offer win rate. Between live sessions, we offer online mentoring, which ensures that the dashboard is perfect for your company’s needs.
Additionally, your data reading skills will improve, which means you can utilize what you learn in other areas too – for example, to improve profitability. The investment of leading with data is an investment into the future!
The Lean sales dashboard makes it possible
to learn, in real-time, from mistakes and lost
sales. With the help of the dashboard, you
can utilize previous data immediately to
assist open offers. You will know what
strengths and weaknesses that that specific
offer has, and what you should highlight in
sales, and similarly, which weaknesses you
should eliminate. And much more…
