Chapter 6

Analysis of the Current State

The day before the planned sales process mapping session, Sam caught up with Bill in the company lunch room. “So Bill, are you ready for tomorrow’s sales process value stream mapping work session?” asked Sam.

“As ready as I’m going to be,” replied Bill.

“They say Toyota used to be able to sketch out their value stream maps on a napkin while at lunch. So what’s your basic sales process? Have you thought about that yet?” asked Sam.

“That’s the problem Sam, every customer is different, every buyer is different, and as a result, every sale is a bit different. I’m not sure we’ll be able to define our sales work as a process. Our process is so unique, it’s like magic how we close deals!” Bill said with a grin. ...

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