AEL is one of the first organizations starting Lean sales trainings in Autumn 2019. Originally developed in the production environments, Lean methods are now utilized in the hard core of sales, in other words, in winning the offers. Eliminating leaks is the main thought in Lean - and every lost offer is a leak. Lean sales helps to create a real-time learning process around the reasons why offers are lost or won and the root causes of why the sale went one way or another. As a result, the organization knows their strengths and weaknesses in detail for future offers and can make improvements in advance.
Understanding the customers’ buying process and buying criteria is the cornerstone of Lean sales
The customer buying behaviors are changing fast, which makes the planning, implementation and automatisation of sales processes especially challenging. Lean sales enables real-time learning from customer’s needs and from the aspects that influence the buying. This way both sales and other departments of the company can react to market changes as soon as possible.
The only permanent competitive edge is the ability to learn fast. Today, it’s not enough to review the competition annually. Both the reviewing and corrective actions and improvements need to happen in real-time.
Investing in leading with the help of data is an investment in the future!
Whether you are a small-town entrepreneur or a large international organization, Lean sales offers a new way of sales for all companies.
Lean sales offers a solution for three common changes, which happen at the same time:
1) the buying behaviors 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.
At the center of everything is continuous learning and credible root cause analysis. How can we learn from 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 question: ”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>?”
Additionally, the participants’ “data reading skills” will improve and they will learn how to implement what they have learned into other measures, such as improving profitability. Investing in leading with the help of data is an investment in the future!
Learn more about the Lean Sales courses, click here!
A 2-year training pilot between AEL and UltraLeanBusiness Oy Ltd
AEL and UltraLeanBusiness Oy Ltd have agreed on a 2-year training pilot, during which 1-day and 3-day Lean sales training will be held in Finnish and in English. One goal is to create a large-scale training program that combines wide scalability in the Finnish company context, innovative content, and the strengths of AEL as the largest educational organisation in Finland. “Implementing Lean thinking into the sales process is new, and learning and implementing lean sales processes will increase competitiveness. The mission of AEL is to offer competitiveness through knowledge for both companies and individuals, and therefore, we wanted to be a part of the training pilot and offer our customers the opportunity for transcendent development of their knowhow,” says educator Sari Herrala, AEL.