Lean Selling

Lean in Sales, the wider business context and beyond
Formed on the production lines at Toyota as a means of improving efficiency, Lean has evolved into a set of management principles, if not a philosophy. Lean permeates a broad spectrum of industries from software development to the public sector, and business functions from R&D to procurement. However, until now, Lean has not been applied to the disciplines of sales and business development despite, in the view of Steve Thurlow, Business Director for Manufacturing at Huthwaite International, the intuitive link between these disciplines and the principles of Lean. Namely, how to remove waste, continuously improve and add value.