A sales manager in Tokyo sends every unannounced salesperson packing, in full view of his own team. His CEO in Kobe receives every one of them herself. Two leaders, same company, two standards, and the salespeople live by the one they watch every day. The standard for your salesforce is set by you, not by your sales managers, HR or external trainers.
I walk through the seven principles from my CEO Roundtable on building an indomitable selling capability, from treating sales as a noble profession to making weekly role plays non-negotiable. Then come the hardest questions CEOs in the room raised: whether you can really let people go in Japan, a simple fast, cheap or compliant framework for doing it, practical role play tactics from fellow executives, how one question separates an order taker from an expert, and why monetary incentives rarely motivate anyone.
If you are interested in more on building an indomitable selling capability, my book, Indomitable Selling Capability, is available on Amazon:
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