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Lean Applications in Sales by Rob Ptacek, Jaideep Motwani

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Chapter 8

Making Sales Cultural Transitions

Bill and his sales team had made great progress. There had been many ups and downs during the improvement initiatives, but overall the teams were really making a positive impact. The teams were getting good at identifying current state data, developing process flow, and value stream maps, and then creating future state plan, do check, act (PDCA) experiments to try to make improvements. However, there were still some areas that Bill was wondering about. For example, Bill was concerned about the people side of the improvement initiatives. Some of the people-side issues Bill was concerned about were training to sustain the gains and momentum, the discipline to stick to the standard work, and the accountability. ...

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