This thesis aimed to generate improvement proposals to reduce lead time in the sales process. The parameter to identify was how the lead time was affected of variation, waste and constraints within the process. Furthermore, the interaction between including subprocesses and the internal customer requirements on the sales process were also part of the scope.

To achieve the objectives a current situation analysis was performed. The analysis generated information about the included activities that the sales process holds. Findings from the analysis were that the total amount of time required for the sales process was large in comparison to the customer required lead time due to efficient islands within the process. One area of improvement was the information flow and communication during the pre-project. Activities like gathering information, review information and waiting for other functions were consequences of insufficient information flow and interactions between subprocesses. Furthermore, due to parallel working activities performed by the functions the average available time per day to handling inquiries is limited. This together with variation caused by inquiries that passing the line generates overloaded resources which influence the overall lead time and decrease the efficiency.

To reduce bottlenecks, variation and wastes caused by insufficient information the improvement proposals included to; perform a preliminary study; identifying the information needed from the start-up meetings in a communication plan and; establish visual management in combination with daily scrum. The benefits of the improvement proposal are reduced lead time and increased interaction between included subprocesses. Further the improvement proposals will also provide preconditions for single piece flow and flow efficiency.