Lean Sales Methods: Creative Cooperation

Citing Edward Wilson’s book, “The Social Conquest of Earth,” President Clinton explains why creative cooperators are often the most successful in coming together to solve problems, in both government and in the private sector.

He starts out by stating that the “Earth has belonged to the cooperators. The great cooperator species are ants, termites, bees and people.” The only arguable one that he includes is people (said in jest). How does this apply to Lean Sales Methods? The example President Clinton uses of the provisions for air that termites create in their home is a wonderful example of how our sales force must think. It is “just knowing” that this is the way we do something that is at the essence of a Lean Sales Culture.

What most people think is that it is the culture that is difficult to change. However, it is the existing structure that prevents culture change. If we want improvement or dramatic leaps in sales seldom can it be done with existing structure. It requires additional influence which equates to a cooperative structure both internally and externally. The best model that I have found to do this is the Lean model of Leader Standard Work explained in David Mann’s book,  Creating a Lean Culture: Tools to Sustain Lean Conversions, Second Edition, Second Edition. For more information on Lean Standard Work review the Learning Lean Training Module on LSW.

Full video can be seen for free at:http://fora.tv/2013/04/26/President_B…