Improving Company X’s sales process with Lean methodology
Hollmérus, Damiana (2022)
2022
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2022052511857
https://urn.fi/URN:NBN:fi:amk-2022052511857
Tiivistelmä
The goal of the thesis was to improve the sales process of Company X utilising Lean methodology. The need for this development arose from the changes that Company X went through. The changes left the company without a suitable sales process for its current needs. Lean methodology was chosen for the development since it is well suited for process development and was the preferred method of Company X.
The concepts of sales process and Lean were explored to receive a better understanding of what an optimal and suitable sales process could be for Company X. Sales process is a concept that can be described as taking appropriate actions to achieve desired outcomes within the act of sales. There are different ways to view the process and its meaning. For the purpose of this thesis, the concept was explored widely in order to have a good enough understanding of how to develop Company X’s sales process.
The concept of Lean was explored especially through the viewpoint of sales. Lean methodology is widely used in process development and has many suitable tools and notions for the development of sales processes. These tools and notions were utilised to gain a proper understanding of Company X’s current sales process and then used to device an improved sales process.
The current sales process was found to have a need for development in many aspects, especially in resource allocation and defining process steps and actions. These were identified as waste according to Lean thinking. One of the main ideas in Lean thinking is the identification of waste and its removal in order to create more value.
In the description of Company X’s improved sales process, waste is eliminated through proper actions and value is brought to the company and its customers through optimal process steps. With limited resources, the proper allocation of them as well as properly defined tasks and methods will help the company to operate better with its sales operations.
In the end of the thesis the conclusions are presented to understand if the goal of the thesis was achieved, how the thesis process went, how Company X will benefit from the thesis and what could still be further improved.
The concepts of sales process and Lean were explored to receive a better understanding of what an optimal and suitable sales process could be for Company X. Sales process is a concept that can be described as taking appropriate actions to achieve desired outcomes within the act of sales. There are different ways to view the process and its meaning. For the purpose of this thesis, the concept was explored widely in order to have a good enough understanding of how to develop Company X’s sales process.
The concept of Lean was explored especially through the viewpoint of sales. Lean methodology is widely used in process development and has many suitable tools and notions for the development of sales processes. These tools and notions were utilised to gain a proper understanding of Company X’s current sales process and then used to device an improved sales process.
The current sales process was found to have a need for development in many aspects, especially in resource allocation and defining process steps and actions. These were identified as waste according to Lean thinking. One of the main ideas in Lean thinking is the identification of waste and its removal in order to create more value.
In the description of Company X’s improved sales process, waste is eliminated through proper actions and value is brought to the company and its customers through optimal process steps. With limited resources, the proper allocation of them as well as properly defined tasks and methods will help the company to operate better with its sales operations.
In the end of the thesis the conclusions are presented to understand if the goal of the thesis was achieved, how the thesis process went, how Company X will benefit from the thesis and what could still be further improved.