Danaher: Implementing DBS in the Sales Process
Former President at Danaher
inpractise.com/articles/danaher-implementing-dbs-in-the-sales-process
Former President at Danaher
The exec worked at Danaher for 10+ years and was responsible for leading 5 different acquisitions at Hach and Pall.
Interview Transcript
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Could you explain what visual management looks like when implemented?
Visual management usually involves a whiteboard where Key Performance Indicators (KPIs) are tracked daily. The concept is that daily management is the first tool you work with. It's about tracking your daily performance indicators and making almost immediate adjustments. For instance, if yesterday's sales goal was 11 units and only 10 were sold, the idea is to plan to sell 12 units the following day to make up for the shortfall. DBS is about managing daily indicators, whether it's production, sales, margin, or collections, and more importantly, having a culture and training to address these issues before they escalate. It's a method of correcting day-to-day performance in real-time.
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