Burr Oak Tool, a leading manufacturer in the HVAC industry, has long implemented lean practices in their operations. But when Tim Doot arrived as a corporate VP he made sure that philosophy carried into the sales department as well.

By examining data from every part of the sales process, the Burr Oak team was able to eliminate wasteful practices and identify the “best of the best” customers.

And while drastic change like this often doesn’t stick, they’re still going strong.