Making Lean Six Sigma Part of the Sales Process

Cameron Shaheen, Strategic Product Manager, Definitive Technology Group (DTG), Wilmington, MA, USA

Keywords: Sales, Business Development, Quality

Industry: Manufacturing

Level: Intermediate

Abstract

Six Sigma’s data-driven, quality-control approach to minimizing defects and mistakes in manufacturing and business processes makes it an ideal, yet under-utilized, approach to business development and sales. Instead of the traditional transactional approach to sales, consider the value to the prospect, and you, of a consultative approach built on Lean Six Sigma principles to understand and quantify needs and deliver solutions that meet your customers actual needs - not just those listed in your product marketing materials. This includes gathering a deep understanding of your prospects’ use cases/processes, working with the end users to establish specific product requirements, quantifying the waste involved in their current processes and solutions, and developing iterative prototypes that meet their unique needs.

This session will share specific examples of how an on-site assessment of a prospect’s workflow and procedures using Lean Six Sigma principles of defining, measuring, and analyzing can uncover waste, inefficiencies, risk, and bottlenecks in how they operate. This type of an assessment demonstrates your commitment to their success by developing and delivering a thorough analysis, through an iterative, results-driven process, and solutions uniquely designed to help them improve, innovate, and control their processes, practices, products and profits.