Author Archives: Michael Webb

Talking About Lean in Sales

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In our previous article ( The Challenge of Sales Forecasting in a Lean Environment) the sales manager, Mateo, was struggling with volatile sales forecasts. Obviously, the forecasts were important to the organization.

He recognized forecasting was not the primary goal for salespeople. They wanted to help customers and make their numbers. 

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The Challenge of Sales Forecasting in a Lean Environment

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(based on the book “Sales Process Excellence,” by Michael J. Webb

The sales team worked frantically to qualify and close their opportunities. Their forecast accuracy was terrible.

Knowing the market’s enormous potential, the president attended all sales meetings. “Damn it, Matteo. Last month you were 19% over plan. This month, you’re 40% under. Can’t you get your act together?”

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