This book is dedicated to Lean Six Sigma (L6S) as well as Sales process development professionals. Over the past several years I've personally experienced that one of the biggest reasons for Lean Six Sigma methods not being widely deployed in sales environment is the lack of common language between these two stakeholder groups. This triggered an idea to collect my thoughts in a book, or rather a dictionary, and thus share the benefits also to a wider audience. By adoption of these ~20 comparisons (which takes you 30-60min), you've already taken a major step forward. You're ready to move ahead with your L6S sales improvement initiative with the right mindset.

Solution Selling vs. L6S sales
Waste vs. opportunity
Mitigate vs. elaborate
VoC=VoB vs. VoCVoB
Red vs Blue Ocean
Manual vs. automated data
Our company vs. competition
High vs. low confidence level
Standardize vs. improvise
Lost vs. won
Backward vs. forward
Large/medium vs. small
L6S vs. sales training
Satisfaction vs. conversion
Theory vs. hands-on (SIPOC)
Own vs. customer process
Process vs. customer adherence
Pareto vs. (80/20)n
Root cause of issues vs. success
FMEA vs. SMEA
100% vs. 200%

Lean Six Sigma (L6S) evolution is facing probably its biggest discontinuity, when applications are extending towards sales environment. This book sets the basics for a common language and mindset to bring together Lean Six Sigma and Sales professionals across the World, regardless of the industry and size of your company. These two distinguished stakeholder groups are coming from different environment, they have different education and mindset (even genes) and thus speaking the same language becomes the most critical success factor for driving L6S in sales environment (i.e. Yin Yang ).

Leijala, Lean Six Sigma in Sales - Yin Yang - Need for a common language

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