What is Lean Selling?

Lean Selling applies the principles and practices developed and refined for over 50 years in Lean product production and service delivery to the sales process. The Lean Selling System increases the value organizations deliver to their buyers, while eliminating existing waste in the process of delivering that value.

Companies that implement Lean Selling realize the following benefits


Dramatically shorter sales cycles
Much better sales forecasting and revenue predictability
Higher margins and profits
More satisfied and loyal customers
Sustainable competitive differentiation that goes beyond the product or service a company provides

5 Lean Selling System Benefits


1

Increase the value salespeople add for potential buyers

2

Eliminate time wasted (by both buyers and sellers) on unnecessary activities and unqualified prospects

3

Reduce sales cycle time

4

Improve the accuracy of revenue forecasting

5

Broaden an organization’s competitive advantage and differentiation beyond what is already provided by their product or service


5 Lean Selling System Practices


1

Eliminate activities that are unnecessary and don’t add value for the customer

2

Reduce activities that are necessary but don’t add value for the customer

3

Complete activities from beginning to end as quickly as possible

4

When things don’t go as planned or expected, find out why, make a change and see if it works

5

Empower the people who are carrying out activities to continuously improve the process