One might describe the Sales Cycle as the time it takes to obtain an interested prospect through a customer purchase order and finally through the ongoing post-purchase customer engagement. If you look at the Sales Cycle in 3 stages, you may find it easier to look for waste in the sales process. Waste will reveal itself in time, motion, over processing and/or wasted human potential of associates.

Recently, in my first blog post, I asked the questions, “Why do financial executives so frequently find themselves following, rather than leading, during a LEAN initiative? Has your company implemented LEAN in the finance/accounting area? If not, why not?” It is my experience that the single biggest obstacle to a creating a truly LEAN culture in an organization is the character of the leaders tasked with implementation. And, among the character traits that we will discuss in these series of blog posts, I truly believe that HUMILITY is at the heart of, and foundational to, any successful effort at LEAN leadership.

As a leader, I have been on a LEAN journey for a number of years. But it was only within the last 12 months that I have been exposed to the concept of LEAN accounting. As my interaction with other LEAN leaders has intensified, I have started to ask the question, “Are you doing anything with LEAN in your accounting area?” And, almost without exception, the answer is “no,” or “not yet.” However, this isn’t surprising, as had you asked me the same question just 6 months ago, the answer would have been identical.

Our organization has embarked on an employee engagement path that has literally caught fire throughout the company. Several Cambridge Engineering, Inc. production managers embraced the LEAN philosophy espoused by Paul Akers in his book, 2 Second Lean: How to grow people and build a lean culture. Our production team’s focus from the beginning has been on training people how to think differently. Many sophisticated books have been written on the LEAN topic. Paul’s book is not one of them. Paul details a path towards employee engagement that everyone can understand. As leader of the sales team, I have watched the trans-formative power of a LEAN mindset with our Ops team and have been inspired to apply this thinking to my life.

If you've ever worked for a company where employees are truly embraced, you've most likely felt the significant difference this can make. A culture that thrives on positive relationships not only helps staff through hard times, but it also allows them to soar wherever opportunities arise. The recipe for success is by no means simple, but company activities play a key role in holding the team together, and in building a great company culture.