Utilise you hidden sales potential

Lean Sales answers the following questions:

• Why do customers buy from us? What customer problems do we solve?
• What value or benefit do customer get from our products/services?
• Is sales seen as a process or an “art”?
• How many interfaces does our process have? Are all of them necessary?
• How do we visualise the process?
• What standards do we use?
• How can we generate more customer contacts?
• How can we increase customer loyalty? Do we have the optimal organisational structure?
• How is sales managed? Do we have the right incentives?
• Which distribution channels do we use?

Higher turnover is achieved through higher volume and better productivity:

More turnover = Volume x Productivity

Whereby:

• Volume = more contacts, better quality contacts, more contacts per salesperson, sufficient salespeople to manage all contacts.
• Productivity = Better qualified salespeople, better hit rate, the right customer contact with the right salesperson, evaluation of why orders are lost.