Confronting Your Data-Driven Bureaucracy
The only data you need are those needed for making a decision. Yet in my experience, much data reported to head offices are rarely needed or used. At one point an individual datum might have been important for some kind of decision which is why its collection was mandated. Years later though, few people can […]
[:en]Sales is a Noble Profession[:ja]営業とは崇高な職業である[:]
[:en]In a small Tokyo sales office of a Kansai-based company, the sales manager in charge habitually turns away sales people from other companies who call unannounced as a matter of course. It doesn’t matter what they have to offer or whom they would like to meet. He is uninterested. The office is small enough that […]
The Fallacy of Pain Points and Problems
Imagine enquiring about membership at a local gym, and a staff member asks, “What health problems do you suffer from, morbid obesity or something else?” How would you feel about that gym, assuming, like most people, you are fit but could stand to lose some weight and build muscle?
How to Improve without Change
I once cured my lifelong phobia of spiders by moving to Australia. When I stepped off the plane in Sydney, my phobia was instantly transformed into a rational fear! I improved my condition without having to change anything about myself. As absurd as that sounds, you would be surprised how often people ask me how […]
[:en]Change First, Buy-In Later[:ja]まず改革を進めること。同意は後から得れば良い。[:]
[:en]Buy-in is nice to have in theory but in practice no prerequisite to act. The most successful leaders I know do not delay execution only to seek buy-in. Rather, they act first and use successful results in to get buy-in. After all, nothing is more powerfully persuasive in achieving buy-in than experiencing real success.
[:en]Don’t Push Back, Push Forward[:ja]拒否の代わりに推し進める方向で[:]
[:en] A CEO client of mine asked for advice on pressure he was receiving from the head office for a dramatic increase in sales targets for the coming year. He has successfully grown business consistently every year at a faster rate than any other country’s operation within the group. His managers now want more — […]
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