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Joel Stanwood

Joel Stanwood: Why has the Lean movement largely failed to capture the imagination of the sales team?

By Joel Stanwood, - Last updated: Sunday, November 25, 2012 - Save & Share - Leave a comment

Most management teams who testify to having implemented Lean will describe financial impact in terms of shop floor efficiency improvement – direct labor productivity, overtime reduction, inventory velocity, floor space utilization, etc. Paradoxically, in terms of company economics, the most alluring promise of Lean is to boost sales, delivering ever higher variable contribution margins while delighting customers and winning in the marketplace. Yet the language of Lean to unlock the growth engine of the company rarely enters the sales vernacular, and in general, sales professionals are far less likely to have participated in Kaizen. Why has the Lean movement largely failed to capture the imagination of the sales team?

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