Lean Processes and Sales Mapping

In working with a leadership team this week, I heard the classic argument of discipline vs. creativity/innovation. The General Manager was in the midst of implementing Lean Principles in the manufacturing side of the business. They had made incredible strides in improving productivity and efficiency.

With production strengthened, the leadership team was preparing to grow revenue capacity. Since they’d seen the incredibly value of Lean Principles, they suggested that those some principles might be helpful in Mapping the Sales Process.

When the VP of Sales heard this, he was up-in-arms, “You can’t do that! We operate on creativity, gut feel. We know what’s happening with the prospect.” Sarcastically, he said, “You can’t Map out a relationship.”

This is a typically struggle as companies wrestle to move to the Next Level of growth. The trick is to balance discipline AND creativity.

I’ve learned from practical experience in leading sales teams and in helping company leaders orchestrate the Next Level of growth, that “discipline nurtured with creativity” does indeed “yield bottom line results.” Processes and accountability create the structure required for business to function. Similar to the rules of a sport, they offer an athlete the freedom and creativity to use their natural talent to score points. This discipline, when forged with creativity, stimulates team members to channels their energy on maximizing results.

Leaders who embrace this paradox will drive results in three essential areas: innovation, financial growth, and employee engagement. Creative thinking fosters breakthrough product ideas and resourceful problem solving. A culture of personal accountability drives profitability. With the freedom bring their all their talents to work, your staff is empowered to make significant contributions.

How do you balance “discipline” and “creativity” in your company?