MAPMarket Action Partners
Dallas (USA) - Tokyo - London
Go from Good to Better to Best...
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 China was tasked by regional HQ with growing sales faster. His China 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 US 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.”
-- Europe sales last year were good, at 12% growth. Now HQ wants 17% growth. How to do it?
-- Europe 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 email below.
Email dan.harris (at mark) mapjpn.com Dan Harris, principal
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