Sales Kaizen Event

Sales Kaizen: What Most Companies Need to Truly Improve Sales Results
Creating change is difficult in any organization. Yet the market and customer’s needs are constantly changing. It is easy to blame people for being unwilling to change, yet people are simply creatures of their environment. Common sense says your people can buy-in and change their behaviors only when the environment around them:

• makes it easier to do their jobs
  (not harder)
• leads to success a higher percentage of the time
  (based on evidence measured)
• uses language of observable facts
  (not the opinion of the sales trainers, managers, or the VP)
• aligns reporting, coaching, feedback, and performance rewards
  (rather than disconnecting them)
• generates data-management uses to make decisions
  (and does not ignore)

These are precisely the deliverables created by sales kaizen.

Sales kaizen is a rewarding initiative that moves the company to measure ever higher levels of performance.

Sales Kaizen Event
A sales kaizen event is designed to solve a pressing sales issue or problem in a very tight time frame using scientific problem-solving methods and tools, and then deploy the solution using continuous-improvement methodology. Typically, this will solve a major gap exposed in the Fast-Start Workshop, a kind of one-two punch.

Kaizen events almost always produce short-term revenue results. However, the more powerful, yet more subtle features of kaizen is the transition of the team’s sales management approach to the PDCA cycle.*

For further information on this approach, see “How to Conduct a Sales Kaizen Event.”

If you think we might be of assistance to your company, please inquire here.

*PDCA stands for Deming’s management cycle of Plan, Do, Check, Act.