The Lean Sales approach integrates a set of processes, behaviours, tools and best practices aimed at converging the Sales Value Stream towards the Customer Journey.
A method to make your organisation more competitive in terms of customer care and general performance. This will make it possible to:
The Lean Sales approach developed by Considi makes it possible to work on the Sales Funnel by making it a Lean Sales Funnel that represents the path of the potential customer, from when the same comes into contact with the company to when it becomes (and remains) a full customer.
This is achieved by acting on three levers:
The Value Proposition: to direct value towards the customer. It allows us to focus on what our customer recognises as value in our company. If our proposal is more closely aligned to its needs, the number of closures and conversions in the funnel will be amplified.
Efficiency: increasing the value time-added time spent by the sales force. This has an impact both on the organisation of the salesforce's activities - time management - and on the management of the processes involving it - process management.
Standardised Work: to make the process flow rapidly. Through Standardised Work (... not work standard ...) one documents “best practices” and methods for carrying out the various steps of the sales process. Applying standardised work does not mean “stiffening” the sales process but creating a basis of culture and sharing that drives sales force activities towards continuous improvement.