Are you in a situation
similar to one of these ? …
If you'd like to
discuss how these situations were resolved, or to discuss your own situation,
contact MAP / Dan Harris at the phone or email below.
-- While overall
sales department performance was OK, each of the 6 sales teams was erratic. The
Japan CEO had left sales dept management to the head of sales. Investigation
showed that the firm’s global methods were not in use. “Japan is unique, those
methods don’t apply here.”
--
A country manager new to Japan was tasked by regional HQ with growing sales
faster. Her Japan staff told her that all new contacts had to be through
introductions, but could not explain their system for getting such. Marketing
consisted of ads in trade magazines for “image building”, and glitzy booths at
two trade shows.
--
The head of a Japan start-up struggled to get sales going. He had a technical
background and very little experience with B2B selling. His salesman’s lead
generation was insufficient, phone calling minimal. “I don’t want him to be a
pushy salesman on the phone.”
--
Japan sales last year were good, at 12% growth. Now HQ wants 17% growth. How to
do it?
--
Japan sales last year were very good, at 17% growth. Now HQ wants 22%. How to do
it?
--
Marketing Dept complained that Sales Dept doesn’t follow up 80% of leads handed
over. Sales Dept complained that leads from Marketing are a waste of time.
-- The sales
department manager was puzzled. The sales training done earlier this year
generated more sales, but just for a few months. He began to suspect his sales
staff had reverted to prior ways of working. How could he get permanent
improvement?
--
The Japan sales department was a chaotic “black box” to the country manager.
Sales forecasts were inaccurate, sales cycles were longer than elsewhere,
entertainment expenses were very high, each team leader had his own methods.
“In Japan, everything is bottoms-up, so we have to focus on the customer’s
working-level middle managers”, said the sales manager.
If you'd like to
discuss how these situations were resolved, or to discuss your own situation,
contact MAP / Dan Harris at the phone or email below.
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