by Robert Pryor | Mar 23, 2016 | Lean Selling, Sales Training
The most effective way to speed up a sales process (aside from adhering to one in the first place) is to get the Buyer and Seller to synch up. What do I mean, exactly, by “synch up?” I mean getting your Buyer and the Seller from your team on the same page. The Seller...
by Robert Pryor | Mar 18, 2016 | Lean Selling, Lean Thinking
A recurring theme when talking about Lean improvement is the goal of reducing waste. A well-implemented Lean improvement of your Selling system is going to eliminate a lot of waste, most often in time. So what is your team going to do with all that extra time they...
by Robert Pryor | Mar 10, 2016 | Lean Thinking, Sales Training
It’s a pain most sales managers feel on a regular basis. You’ve finally pulled together a team that you feel is working well, and then suddenly, one or more of your team puts in their notice. Sales is a tough job, and it’s difficult to attract top talent (or to train...
by Robert Pryor | Mar 3, 2016 | Lean Thinking, Sales Training
If you are a sales executive, there’s something probably missing from your sales operation. And you may not realize it’s missing. It’s real-time metrics on the status of your sales. More specifically, it’s real-time reporting on how well your sales process is doing....
by Robert Pryor | Feb 24, 2016 | Lean Thinking, Sales Training
Last week, we touched on two types of beliefs held by sales teams today: outdated beliefs that are holding teams back, and new, Lean Thinking beliefs. The new beliefs can seem at odds with what was taught before the Internet age. But, as everything else in a business...
by Robert Pryor | Feb 17, 2016 | Lean Thinking, Sales Training
There are two types of salespeople, generally speaking. There are the sales people who hold tight to the 80’s style. You know, Wolf of Wall Street type of selling. It’s all about them and making the commission. About the benefit of the people they were selling to, not...
by Robert Pryor | Feb 10, 2016 | Uncategorized
If you’ve been following my blog for the past year, you may be intrigued, but still unsure if your company or division can really benefit by bringing Lean Thinking into your sales process. Here’s a cheat sheet for sales, in particular, to help you decide if Lean...
by Robert Pryor | Feb 3, 2016 | Lean Selling, Sales Training
It’s common among sales professionals to stick to what works. Sales managers in particular are guilty of this—encouraging their teams to use tried and true techniques that have worked for them in the past. The problem is that we aren’t living in the past—we’re living...
by Robert Pryor | Jan 27, 2016 | Uncategorized
Your company has done something right, that’s for sure. The business is a big deal, a big enough deal that you don’t just have one enterprise sales team—you probably have several. They may each focus on a different target market or are selling different products and...
