Lean w dziale sprzedaży?
Czy kiedykolwiek zastanawiałeś się nad lean w dziale sprzedaży? Najczęściej, gdy myślimy o LEAN, zajmujemy się działaniami w obszarach produkcji, wsparcia produkcji, logistyki lub usług. Rzadziej obejmują one obszary administracji, finansów, HR, a już zupełnie rzadko patrzymy na firmę jako całość.
Dlatego dzisiaj chciałbym z Tobą podyskutować o tym, czy warto zajmować się Lean w dziale sprzedaży?
Jeśli nie wiesz od czego zacząć, napisz do mnie: jacek<@>kanban.pl
Wspólnie zastanowimy się też, jaki wpływ na firmę może mieć lean w dziale sprzedaży? Czy jest ten wpływ w jakikolwiek sposób powiazany z działaniami Lean? Przerysuję pewne elementy, aby łatwiej wytłumaczyć koncepcję, zatem nie analizuj wszystkiego z aptekarską precyzją.
Chciałbym też, aby ten artykuł wywolal w Tobie refleksję, abyś sam wyciągnął wnioski na podstawie własnych obserwacji – najlepiej we własnej firmie! Przemyślenia możesz zostawić dla siebie lub się nimi podzielić, ale najważniejsze byś sam doszedł do własnych spostrzeżeń.
Zanim zaczniesz czytać dalej, zróbmy małe ćwiczenie. Weź kartkę i zapisz na niej jak zastosować LEAN w dziale sprzedaży? Czyli jak według Ciebie Lean może zostać zastosowany w dziale sprzedaży. Zapisz wszystko, z czym Ci się kojarzą jakiekolwiek działania Lean oraz jakie narzędzia można w dziale sprzedaży wykorzystać. Postaraj się też określić jakie negatywne skutki mogą być związane z działaniami Lean. Może znajdziesz też związane z brakiem takich działań. Często po takim ćwiczeniu oczy nam same się otwierają.
………….. TWOJA LISTA …………
Lista gotowa ? Zatem przejdźmy dalej.
Myślę, że nie pomylę się bardzo, jeżeli powiem, że dział sprzedaży, jak każdy inny, możemy rozpatrywać na dwóch poziomach.
Pierwszy jest poziomem operacyjnym, do którego każdemu z nas jest blisko. Wiemy, że możemy użyć różnych narzędzi, które poprawią sam proces. Na poziomie operacyjnym staramy się eliminować straty, upraszczać przepływy, zwiększać produktywność. Słowem, czynić proces bardziej przejrzystym i wydajnym, czyli takim, który dostarczy na samym końcu (w dole strumienia) jak największą wartość!
Zanim przejdziemy dalej, zastanow się. Czy to, „wycisnąć jak najwięcej z działu sprzedaży” to zawsze jest jedynie słuszna koncepcja ?
Nie robiąc nic, nie poprawiamy procesu, natomiast stosując narzędzia LEAN proces usprawniamy.
Zastanów się teraz czy wogóle ma sens LEAN w dziale sprzedaży?
– czy może się wydarzyć, że dział sprzedaży jest w stanie sprzedawać więcej niż Twoja firma jest w stanie wytworzyć ?
– czy może być tak, że przez pierwsze trzy tygodnie miesiąca zamówienia są na relatywnie niskim poziomie i ich liczba/wartość wzrasta dopiero pod koniec miesiąca ?
– a może zdarza się że brakuje zamówień przez pierwsze dwa miesiące kwartału ? Natomiast ich liczba rośnie w ostatnim miesiącu lub w jego drugiej połowie ?
Wszystkie powyższe elementy mogą być oczywiście spowodowane czynnikami zewnętrznymi (np. sezonowością), jednak często ich przyczyną jest przyjęta w firmie/dziale sprzedaży strategia.
I w tym momencie wchodzimy w drugi obszar, obszar strategiczny.
Zastanów się jaką strategię sprzedażową przyjęła Twoja firma. Czy ta strategia jest w jakikolwiek sposób powiązana z jej pozostałymi działami?
Dlaczego strategia sprzedażową może mieć tak kluczowe znaczenie dla Twojej organizacji ? Ponieważ może wspierać jej rozwój lub też ten rozwój hamować.
W praktyce
może się zatem zdarzyć sytuacja, w której dział sprzedaży dostarcza w pewnych okresach więcej zamówień niż dział produkcji jest w stanie zrealizować.
Może to być spowodowane co najmniej dwoma czynnikami. Pierwszy to występujące w działach sprzedaży wąskie gardła. Powoduje to, że zamówienia do działu planowania nie spływają równomiernie.
Drugim elementem jest polityka rabatowa firmy. Największe wyzwanie występuje wtedy, gdy nałoży się na siebie wąskie gardła oraz nieprawidłowa polityka.
Zwróć uwagę w jaki sposób w Twojej firmie premiowany jest dział sprzedaży. Czy ocena wyników związana jest osiągnięciem celów miesięcznych, kwartalnych ?
To jak to jest z lean w dziale sprzedaży?
Częstą praktyką jest rozliczanie efektów miesięcznie lub kwartalnie. W związku z tym w końcówce okresu rozliczeniowego sprzedawcy starają się pozyskać jak najwięcej zamówień oferując Klientom większe rabaty. Oczywiście Klient uczy się, że nie ma sensu składać zamówienia na początku miesiąca, skoro za złożenie zamówienia na jego koniec otrzymuje dodatkowy rabat.
W konsekwencji może się okazać, że na koniec miesiąca sprzedawca otrzymuje dużo zamówień do realizacji “na wczoraj”. To z kolei powoduje, że dział produkcji „odpoczywa” przez pierwszą część okresu rozliczeniowego, i nie nadąża z wykonywaniem planu produkcji (planem zajmiemy się kiedy indziej) w drugiej połowie.
Nie zapominajmy także o działach wspierających. Planiści nie są wstanie w takiej sytuacji zamówić niezbędnych komponentów produkcyjnych z dnia na dzień, ma zatem firma stoi przed jedną z dwóch decyzji. Albo zwiększyć zapasy materiałowe (korzystając ze szklanej kuli, ponieważ nie wiadomo na co sprzedawcy wprowadzą promocję), albo wpaść w spiralę „backlogu”.
Prowadzi to do wzrostu napięcia we wszystkich obszarach firmy, a ich kumulacja następuje między działem produkcji, logistyki i sprzedaży właśnie.
Więcej o narzędziach lean w działach nieprodukcyjnych przeczytasz w ksiażce
Dlaczego tak się dzieje ?
Przede wszystkim dlatego, że nie postrzegamy firmy jako jednej całości i nie widzimy jej jako zbioru strumieni wartości. Każdy dział ma swoje cele do osiągnięcia, często kosztem innych działów, Nie zastanawiamy się nad tym, jak wynik osiągany w jednym dziale może mieć wpływ na pozostałe działy i czy sami sobie nie tworzymy problemów.
A jak sobie z tym poradzić ?
W LEAN mamy odpowiednie narzędzia, które właściwie zastosowane, rozwiązują tego typu zagadnienia, przykładowo:
- TPI (Transactional Process Improvement)
- Balansowanie zawartości pracy
- Praca Standaryzowana
- Rozwiązywanie problemów
- DVM/SFM (Daily Visual management / Schopfloor management)
Zawsze natomiast pamiętaj, że skuteczność każdego narzędzia zależy od tego jak go użyjesz!
Warto przeczytać:
Zachęcam Cię do dyskusji! Poglądy i treści zawarte w powyższym artykule powstały wyłącznie na podstawie mojego doświadczenia. Ty, mając inne doświadczenie, masz też inną perspektywę, którą chętnie poznam!
z leanowskim pozdrowieniem!
Jacek Kukiz
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