MAP Methods
Structured, Repeatable Habits =
Success
We
start at where you are now, and help you move your sales staff performance up,
phase by phase. MAP’s experienced consultants - fully bilingual - do a
comprehensive analysis of your present structure and processes, leading to a set
of graduated, phased action steps that facilitate implementation and results.
Click here for Examples of
situations and case studies.
We consider follow-up and follow-through to be essential to
successful implementation – until something new becomes habit and routine, it
hasn’t been really implemented. Have you held training programs, seen a
spike up in results for a few months, only to fade back? Any actions taken
must become long-term habits, and we will follow up to help you make that
happen.
Our
background and experience are solidly grounded in the basics of field selling.
You benefit from over 30 years of direct selling and sales management, sales
support and training. We are especially strong in the Japan setting.
MAP
focuses on core sales skills, methods and tasks. We are hands on. We don’t go
for the easy, quick (and usually quick-disappearing) fix.
We
analyze your selling environment and current selling process, your people and
their competencies, to uncover basic steps your staff can use to sell more
business. We keep following up to ensure that recommended steps become
repeatable habits.
We
work with every section related to the selling process to uncover areas for
immediate improvement.
We’d be happy to discuss what improvements we can help you
implement at your firm. At no charge, of course.
The MAP
philosophy
MAP
approaches corporate selling with these fundamental observations :
Daily work habits have great impact on results. Habits are not changed overnight
– your staff have to keep at it, day in and day out, for months. Your
middle-level sales team leaders are key
-
what they use daily, over the months and years, largely determine what results
you get.
Simple steps, started now, can be more practical and implementable than
expensive radical systems changes or one-time seminars. Ongoing follow-up, with
top management (= you!) attentiveness, is needed for the habits to take root and
not fade away. What gets measured gets done.
Your sales group must focus on the basics of the selling process. Sales methods
and skills must be clear, structured, repeatable, understandable.
Daily / weekly / monthly planning by each sales executive is essential, and must
be matched with the short and long term strategic goals of your company both in
Japan and at headquarters. The selling sequence must reflect the client’s buying
process and your company’s product / price / target market strategy in Japan.
All
parts of your organization must meld together and support the sales effort. The
sales executive must understand how his or her activity coordinates with others
in your Japan operation. The expectations and role of everyone in your
organization should be clear and specific, and preferably summarized in a sales
manual.
We
can stop by to discuss your situation, goals and frustrations. You can reach Dan
Harris, principal, at the phone and email below.
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