About this Presentation
We developed a new implementation method and supporting software in the TOC sales and marketing area. Currently, we are implementing this method at some clients and seeing results. In this presentation, we introduce 3 tools developed for answering 3 questions with an implementation method. This implementation method was developed from the experience of implementing URO and S&T tree detailed to level 5 (sales and marketing) at many companies. We implemented URO at Hitachi Tool Engineering (introduced by Dr. Goldratt in “Standing on the Shoulders of Giants”) for utilizing the ability of short lead time achieved by TOC/DBR within a year (1/4 compared to the original), and actually got a result. After that, we implemented the method at other companies, but we experienced variation of results. So we developed a new implementation method clarifying what to change, what to change to and how to cause the change in implementation based on S&T Tree (detailed to level 5), with LAMDA process used in Lean Product Development. We can call this method as the “S&T Tree detailed to level 6 (sales and marketing).”
What Will You Learn
To help you get the most value from this session, we’ve highlighted a few key points. These takeaways capture the main ideas and practical insights from the presentation, making it easier for you to review, reflect, and apply what you’ve learned.
The speakers introduced a new method of sales and marketing based on the Theory of Constraints (TOC), which helps in understanding where sales are typically lost and using this information to modify sales strategy and product development.
The Sales Transformation Method was presented, which includes tools such as the Mafia of a Sheet, Sales A3 Sheet, and Sales Buffer Chart to manage the sales process effectively.
The speakers reported that their method has resulted in doubling the closing rate of sales, improving the capability of the sales force, and increasing the sale of strategic products.
Instructor(s)
