Abstract
Over the past decade Lean methods and tools have helped manufacturing organizations improve their productivity levels significantly by focusing on data, systematic elimination of waste, and improvement of flow. Today many nonmanufacturing organizations are applying the powerful process improvement methods and tools employed with Lean techniques. Organizations in health care, education, government, hospitality, and other services are applying the improvement tools with growing levels of success.
Sales people around the world have watched their organizations improve their core value-added processes, and yet they have not fully engaged or embraced the use of Lean tools in their sales processes. In fact, we’ve heard several disturbing comments ...
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