Benchmarks & Client Cases
B2B Consumer Goods Sales Office
The Challenge
Salespeople time distribution
Problem
• Low conversion rate
• Sales volume under budget
Root Causes
• Low Overall People Efficiency (OPE)
• 60% of salesperson time was dedicated to rework
• Long Lead Time for quotation and order entry
The Solution
Sales Funnel Board
• Key process improvement in terms of delivery (D) and quality (Q)
• Development of sales funnel to manage lead-to-order flow
• Implementation of sales Mizusumashi that centralizes all the non-value added activities
The Results
The project had a payback period of less than 3 months with annual savings of $900,000.
Bids Win Rate
The conversion rate increased by 47%.
Sales
Sales increased by 18%.
Salespeople Productivity
Productivity improved by 21%.
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