データを重要視する官僚主義に立ち向かうには
何か決定をする時にデータが必要になることはありますが、それ以外に必要なデータなどありません。しかし私の経験から言うと、本社に提出されるデータの多くは、その殆どが必要とされていないものであったり、使われることのないものであったりするようです。ある時点で何かを決定するためにあるデータが必要となり、それをきっかけに関連データまで集めるように指示された、などという事態となったのかもしれません。しかしその数年後には、その元々の大切な決定事項が何だったのかさえ覚えている人はまずいないでしょう。
[: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 […]
ペインポイントや問題点などを追求すべきではない
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?
自分自身を変えないままで変化をもたらす方法
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 to do the same for themselves.
[: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 — a typical situation for many of my clients.
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