Assembly Line Manufacturing Technique 
Partners in Excellence
AUGUST 7, 2024
Continuing my series on applying lean/agile manufacturing principles to selling, I was reminded by Charles Green and Dave Jackson about an important aspect of these principles that is never mentioned by those promoting lean/agile in our sales assembly lines. What if we learned what lean/agile manufacturers really do?
Partners in Excellence
JUNE 12, 2023
So much of what our focus in “modern selling,” seems to be the adaptation of Lean Manufacturing techniques into selling. We’ve created “assembly lines” with specialized functions, passing our customers from one station to the next. In a lean factory line, the entire line would stop.
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Partners in Excellence
JUNE 27, 2024
For some reason, there’s a huge attraction to applying “manufacturing techniques” to selling. I suspect it’s the perceived orderliness to manufacturing processes and the predictability of the outcome. The lean approaches applied to manufacturing create a hyper efficient process. that we want?”
Partners in Excellence
APRIL 12, 2023
We’ve adopted “clever prospecting techniques” leveraging volumes of emails, back to back calls from different numbers, local presence, social outreach. Sellers have, blindly, applied “manufacturing” technique to managing their selling process.
Partners in Excellence
JANUARY 5, 2023
Come up with more “clever” sequences and techniques, cast a wider net. Engineering projects will be competing with manufacturing, IT, and projects from every part of the organization. Our sequences, our assembly line techniques for herding through processed that are optimized for us will fail!
Partners in Excellence
MAY 23, 2024
And just like consumer products, mass marketing techniques were used to make customers aware of products. Since lean/agile techniques were so successful in the product development, they were extended to the GTM strategies. Sales/marketing started applying these manufacturing principles to the “mechanization” of the process.
Partners in Excellence
DECEMBER 4, 2016
However, we are repeatedly see descriptions of selling becoming more like that of a manufacturing line–input a prospect at the beginning of the process, move them step by step through our sales machine, and at the end we spit out a paying customer. The problem is, customers are not widgets. Each individual is different.
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