Aligning the Entire Organization to Achieve the Sales Strategy

Description

In most traditionally managed companies Sales and Marketing are treated as an independent entity tasked with increasing sales volume – building the ‘top line’ – while production is apart and tasked with fulfilling whatever is sold and deriving ways to reduce costs. Accounting is apart, disengaged with either, and acts as the scorekeeper. Sales levels go up and down, buffeted by the winds of the economy, the success or failure of new products, and reacting to the actions of local and global competitors. Production pursues lean efforts that typically sound a lot more effective in terms of bottom line impact than they actually are, invest in computer based solutions that actually solve very little, and focus on labor efficiency maximization. Accounting sits off to the side tracking variances, recommending price increases, headcount reductions and outsourcing – ideas of little practical value.

In this session we are going to change all of that. We will show you how to devise a sales and marketing strategy built around creating the most value for your customers; how to set prices strategically, rather than on the basis of standard costs, assuring that prices will not cause you to lose a sale. We will align the entire company around assuring the success of the sales strategy, with a focus on maximizing value for your customers and using lean tools to eliminate everything that is not contributing to the prices you charge.

When we are finished you will see a clear and practical path to devising a practical plan to creating and accomplishing a sales and marketing strategy, and succeeding not by becoming the lowest cost and price competitor, but by becoming the highest value source in your markets.

This session will include practical examples from a wide range of companies and industries, with a heavy emphasis on practical steps you can begin to take immediately to generate significant changes and realize significant bottom line improvements.

Course Learning Objectives 

• In this session you will learn how to align your sales and product strategy around each market segment to assure maximum value
• In this session you will learn how to set prices strategically – not based on cost but based on value
• In this session you will learn how to align the entire organization into customer facing value streams with a cross-functional focus on assuring the success of the sales strategy
• In this session you will learn how to drive the lean efforts of your company to achieve measurable and relevant improvements that can be easily tracked and measured at the bottom line

About the Presenter

Bill Waddell is one of the most widely known and effective Lean consultants and authors in the world, helping organizations on five continents achieve extraordinary results.  He is the author of the award winning “Simple Excellence” and “Rebirth of American Industry” and writes for Evolving Excellence, the provocative, most widely read manufacturing blog on the Internet.

Bill is one of the original Lean Accounting thought leaders; has served as the technical chair and keynote speaker for the annual International Lean/Six Sigma Quality Conference; and is known primarily for his leadership and expertise as a supply chain expert.

Workshop Fee: $495

What's included?

--  Hand’s on, interactive learning

--  Refreshments throughout the day

--  Catered lunch

--  Workshop materials

--  Networking with peers
 

Recommended Hotel
 

Hampton Inn and Suites Closest hotel to the Bunker @ Flexware 11575 Commercial Drive, Fishers, IN 46038-2954 (317) 913-0300

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