The need for Training & Coaching
Internal needs:
During the past 30 years, we had the pleasure to exchange opinions with hundreds of fellow managers responsible for the Japanese market. Almost all our peers experienced similar problems. Besides difficulties in the recruiting process, quality and service issues in Japan, invariably one issue came up: Effectiveness/Efficiency of the own Go-to market activities. Very often multinational organizations depend on the historical evolution of their local sales organizations. Corporate programs focus on technical education. In some cases, there are more specific company internal training and courses, mostly due to compliance reasons. In other cases, even more comprehensive programs, such as sales training. However: Except for “product trainings”, most managers find it difficult to benefit from any such program successfully and sustainably. As it turns out, language is only one limiting factor. Without buy-in from the local organization and – to achieve this – a certain degree of adaptation, it is challenging to implement a one-size-fits-all program.
External needs:
Since the middle of last century, every 20-30 years there has been a shift in how goods and services are sold. Those changes were mainly driven by external factors, such as more flexible production methods or the availability of the Internet. While the role of the sales team should have changed with new requirements, in many cases this adjustment did not happen, or happened too late. Recently, driven by the worldwide pandemic of Covid 19, a new era of sales has started to develop and adjustments to the organization have become essential. A sales call tomorrow will look very different to what a sales call looked like just 2 years ago. Most companies have not yet adapted. Practical coaching and training are a very suitable way to initiate any company`s transition process.