Benchmarks & Client Cases

B2B Consumer Goods Sales Office

The Challenge

Salespeople time distribution
Overall Team Effectiveness

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
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

Bids Win Rate

The conversion rate increased by 47%.

Sales

Sales

Sales increased by 18%.

Salespeople Productivity

Salespeople Productivity

Productivity improved by 21%.



Are you interested in Kaizen Institute's consulting services?

We assist client teams in achieving great results by putting breakthrough paradigms into action.

Are you interested in Kaizen Institute's training courses?

Kaizen Institute's distinctive training program includes learning the theory and practice and gemba visits.

arrow up