data analyis

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 remember what important decision that was.

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The Senior-Level Salesman Who Won’t Change

For many companies in Japan, markets and strategic priorities have changed faster than the way senior sales staff do things. The target customers, industries, ways of selling and delivering value must change if the company is to thrive. Yet so many CEOs of companies in Japan lament about senior salespeople who cling to the past. This includes Japanese leaders of Japanese companies, not just non-Japanese leaders of non-Japanese companies. Continue reading