A Japanese government ministry official in charge of supporting small to medium size businesses said a recent event in Tokyo said that a shocking number of profitable privately-owned small to medium sized companies with perfectly viable businesses are simply closing as their aging CEOs are unable to find a reasonable successor. The children of the owners who might take over the family business frequently lack either appetite or the aptitude to do so, and few if any possible buyers for the business ever materialize. Rates of entrepreneurship in Japan in general are about half of other OECD countries.
Rapid growth of business frequently means improved selling behavior of your salesforce. Some leaders I encounter are aware there are issues in their salesforce, but often don’t have complete visibility into specific behaviors that ought to be changed. Below are five of the most common behaviors of salespeople I have encountered and what I advised.
Every CEO with whom I speak bemoans unfilled positions, many of them critical to the business and complain about the dearth of competent candidates. How do you successfully secure great talent in a tight labor market? Below are the most effective tactics I advise.
Good employees are responsive to customers. Great employees innovate ways to build relationships. In a world where outstanding customer service is frequently the norm, it is customer relationships that count.
Empowering people can be motivating and serve as a boon to your business’s results, but only if you do it right. However, nothing engenders cynicism more than pro forma exercises in prima facie empowerment. Too frequently, I find ham-fisted attempts of managers at making people feel empowered, often at the behest of some kind of edict issued by HR managers who are oblivious to the damage they cause.