Lean Six Sigma in Sales - Yin Yang -

Need for a common language

Antti Leijala

• Publisher: Books on Demand
• Year: 2016
• Print ISBN:
  9789523307308
• Edition: 1
• eBook ISBN:
  9789523308299
• Topic: Politics & International Relations
• Subtopic: Politics
• Index: Politics & International Relations

This book is dedicated to Lean Six Sigma (L6S) as well as Sales process development professionals. Over the past several years I've personally experienced that one of the biggest reasons for Lean Six Sigma methods not being widely deployed in sales environment is the lack of common language between these two stakeholder groups. This triggered an idea to collect my thoughts in a book, or rather a dictionary, and thus share the benefits also to a wider audience.By adoption of these ~20 comparisons (which takes you 30-60min), you've already taken a major step forward. You're ready to move ahead with your L6S sales improvement initiative with the right mindset.- Solution Selling vs. L6S sales- Waste vs. opportunity- Mitigate vs. elaborate- VoC=VoB vs. VoC?VoB- Red vs Blue Ocean- Manual vs. automated data- Our company vs. competition- High vs. low confidence level- Standardize vs. improvise- Lost vs. won- Backward vs. forward- Large/medium vs. small- L6S vs. sales training- Satisfaction vs. conversion- Theory vs. hands-on (SIPOC)- Own vs. customer process- Process vs. customer adherence- Pareto vs. (80/20)n- Root cause of issues vs. success- FMEA vs. SMEA- 100% vs. 200%Lean Six Sigma (L6S) evolution is facing probably its biggest discontinuity, when applications are extending towards sales environment. This book sets the basics for a common language and mindset to bring together Lean Six Sigma and Sales professionals across the World, regardless of the industry and size of your company. These two distinguished stakeholder groups are coming from different environment, they have different education and mindset (even genes) and thus speaking the same language becomes the most critical success factor for driving L6S in sales environment (i.e. Yin Yang ).

Content

• Foreword

• Discontinuity - need for a common language

• Solution Selling
  
  L6S sales

• Waste
  
  opportunity

• Mitigate
  
  elaborate

• VoC=VoB
  
  VoC≠VoB

• Red
  
  Blue Ocean

• Manual
  
  automated data

• Our company
  
  competition

• High
  
  low confidence level

• Standardize
  
  improvise

• Lost
  
  won

• Backward
  
  forward

• Large/medium
  
  small

• L6S
  
  sales training

• Satisfaction
  
  conversion

• Theory
  
  hands-on (SIPOC)

• Own
  
  customer...

Table of contents

• Foreword
• Table of Contents
• Discontinuity - need for a common language
• Solution Selling ⇔ L6S sales
• Waste ⇔ opportunity
• Mitigate ⇔ elaborate
• VoC=VoB ⇔ VoC≠VoB
• Red ⇔ Blue Ocean
• Manual ⇔ automated data
• Our company ⇔ competition
• High ⇔ low confidence level
• Standardize ⇔ improvise
• Lost ⇔ won
• Backward ⇔ forward
• Large/medium ⇔ small
• L6S ⇔ sales training
• Satisfaction ⇔ conversion
• Theory ⇔ hands-on (SIPOC)
• Own ⇔ customer process
• Process ⇔ customer adherence
• Pareto ⇔ (80/20)n
• Root cause of issues ⇔ success
• FMEA ⇔ SMEA
• 100% ⇔ 200%
• Your own Yin Yang?
• Quiz
• Biography
• Copyright