Many manufacturers invest heavily in improving operations, reducing waste, and increasing efficiency on the production floor through lean manufacturing principles. But when it comes to sales, it’s not uncommon for teams to fall back on instinct, charisma, or trial and error. That’s where Lean Selling comes in.

Lean Selling applies the discipline of lean thinking to the sales process. It’s about working smarter, not harder focusing on qualified opportunities, reducing wasted effort, and closing more deals by following a clear, repeatable system.

One of the key concepts behind Lean Selling is understanding the “Buyer’s System.” Most buyers have their own process for gathering information, comparing options, and delaying decisions. Without a structured approach, sellers often fall into the trap of giving away their expertise for free, chasing prospects who will never buy, or submitting proposals that go nowhere.

Lean Selling helps sales professionals identify real opportunities early in the process. By asking better questions and uncovering “compelling reasons to buy,” sellers can determine if a prospect is a good fit—and move forward with greater confidence. It also involves getting clarity on budgets and decision-making processes before investing significant time and resources into a potential deal.

Another core idea is consistency. Sales teams that use a documented, systematic process can track what’s working, learn from both wins and losses, and continually improve over time—just like a lean production line. This shift from “winging it” to working with a reliable sales framework leads to more predictable outcomes and less frustration.

Ultimately, Lean Selling empowers teams to stop relying on a few unpredictable buyers and start building a more sustainable pipeline. It’s about eliminating waste, maximizing value, and aligning the sales function with the same efficiency-focused mindset that drives success in operations.

Want to learn how to implement Lean Selling within your facility? Register for IMC’s upcoming Lean Selling – Having A Systematic Approach to Sales versus “Winging it”!

In 2005, Lycoming Engines began its lean journey by committing to lean operational principles, with a focus on employee engagement, leadership and teamwork at all levels. The company was awarded the Shingo Prize for Operational Excellence in 2010 for its efforts to transform the business into a globally competitive manufacturer known for its products, innovation and customer service. This AME best practice workshop consists of presentations by Lycoming Engines associates, a facilitated tour of Lycoming’s operations, and breakout sessions offering a deeper dive into specific areas of interest. See how Lycoming was completely transformed by employee engagement.

Workshop highlights include Kanban replenishment, mixed model assembly, daily management focus on “making processes visible,” product/process rationalization to focus on core competencies and leverage supply chain capabilities, and more. The program concludes with a facilitated continuous improvement session to offer feedback to our hosts. Don’t miss this opportunity to visit a mature system based on enterprise excellence concepts with application throughout operations and design.

AGENDA
8:30 a.m. – 9:00 a.m. Continental breakfast
9:00 a.m. – 10:00 a.m. Welcome & Lycoming journey overview
10:00 a.m. – 11:45 a.m. Plant tour
12:00 p.m. – 12:45 p.m. Lunch
1:00 p.m. – 3:00 p.m. Breakout sessions
3:00 p.m. – 4:00 p.m. Q&A / wrap-up