[: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 when the sales manager sends a visitor packing, it is in full view of staff. Yet when his own sales people make the same kind of calls on a prospect company, the sales manager expects that at least his sales people will be received, heard, and possibly connected with the right person who can judge […]
[:en]More Thinking Driven Processes, Less Process-Driven Thinking[:ja]プロセス主導の考え方から、考えることを大切とするプロセスへ[:]
[:en] Too many companies in Japan are dominated by processes-driven thinking when what is really needed is thinking-driven processes. Process-driven thinking is all about adherence—following a process meticulously and consistently—something that the Japanese are particularly good at. Thinking-driven processes, on the other hand, are all about contingence—what you do is contingent upon the situation, and will naturally vary.
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