How a Sales Kaizen Event Can Put
Rocket Power and Guidance Systems
Into Your Sales Process

A Whitepaper and Teleconference for B2B Companies

Sales and Marketing Kaizen Webinar Series

Sales Kaizen: Value Stream Mapping for Sales and Marketing

Michael Webb presents the ultimate solution to improving your company's ability to find more of the right customers, while spending less time and money doing it. This presentation is a timely and powerful discussion of how to make managing sales and marketing more effective, more predictable, and more efficient.
  • why process approaches haven't worked in sales and marketing
  • the simple secret for designing a process that your customers - and salespeople - will follow
  • the elements of a sound sales management framework
  • why salespeople love this approach
  • the impact on training, software, and a lengthy Q & A period
The whole presentation is approximately 1 hour and 20 minutes. It was originally delivered on November 5, 2008. PDF of the slides is here. The presentation is broken into twelve sections, four to ten minutes in length, as follows:

Part 1: Introduction, Objectives (4:55)

  • For leaders who work with sales and marketing professionals
  • who have some understanding of process improvement
  • The imperative of generating more revenue, with fewer resources

Part 2: Causes of sales problems, frustration (5:54)

  • The causes of sales problems
  • Why they are so difficult to fix
  • What is required to create permanent improvement

Part 3: What is a "Kaizen Event?" (5:13)

  • What is scientific process improvement applied to sales and marketing
  • Example of a kaizen event process (non-sales example)

Part 4: Why Do Scientific Approaches Fail in Sales? (6:04)

  • Typical sales process map - frustration
  • Examples from the audience

Part 5: Prerequisites Enabling Process to Work in Sales (9:09)

  • Requirements of the sales and marketing environment
  • Similarities and differences between traditional production and sales and marketing

Part 6: The Problem With "The Sales Process" (4:49)

  • Motives of buyers and sellers may repel each other, why there is so much waste
  • The value stream map in sales and marketing
  • The Customers Journey: the missing link that aligns everything

Part 7: Helping People Understand Their Role, Create Value (4:56)

  • Levels of detail/granularity required in defining the process
  • What marketing and selling behaviors and activities help customers buy?

Part 8: The Sales and Marketing Production Line (4:05)

  • How to get hard data from the sales funnel
  • Elements of a properly designed sales production system

Part 9: A Kaizen Event for Sales and Marketing (7:30)

  • Best practices and improvement that apply in sales and marketing
  • Why salespeople love this approach

Part 10: Success Factors for Kaizen in Sales and Marketing (5:35)

  • The best kinds of problems to work on
  • Measuring and proving results
  • Key barriers, and how to overcome them

Part 11: What is the Impact on Training and Software? (4:49)

  • Why does this create more demand for these?
  • Some specific examples and cases

Part 12: Extended Questions and Answers
 
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