Smart Partners - Business Consulting for small to mid-size companies in Japan

• Sales Training
• Business Consulting

Case Studies - Sales Training

Domestic Market Leader in Online Service

The Challenge:

Local language sales framework, that blended western methodology and local Japanese tactics, cultural norms and strong points.

Smart Partners™ Solution:

After breaking down HQ’s sales framework into value stream we organized a model based, bilingual framework that put local Japanese sales processes and tactics side by side to their western “standard” guide. The manual, spanning several chapters allowed new hires, from senior sales to first time in sales to have a clear, step by step understanding of client’s unique sales process, product knowledge and various “closing” models.

Through our standardizing of processes and BOK connecting, sales team members were ramped up 80% faster than before, new staff were selling faster, with a more confident, clear value proposition to clients. Sales increased 18% in the first 2 months of roll out, as senior team members spent less time “re-inventing the wheel” and more time expanding client engagement and new sales people knew what to do and more importantly, why.

Global Leader in Financial Solutions Firm

The Challenge:

Client required an outside look into their sales process, use of CRM tools and client engagement framework on a hands-on tactical level.

Smart Partners™ Solution:

We created a training program that addressed the unique sales cycle and domestic target clients. After interviews with C-level management we created a sales training framework and benchmark structure to allow management and team leaders to identify their own problems and solve them by themselves.

This was followed by interactive workshop style training, role playing exercises, projects, presentations and periodic testing to assure lessons were making an impact. The immediate result was an increase in client satisfaction (as learned by questionaires) reduced frustration, 22% increase to proposals sent, and an overall increase in positive activity.

Local Advertising Agency

The Challenge:

Veteran Japanese agency, with a “been there, done that” attitude towards selling needed a shake up on their entire sales and client engagement structure from the ground up.

Smart Partners™ Solution:

After understanding the client’s environment with onsite listening tours and shadowing visits with sales people on calls, we set out to bring clarity, documentation and organization of the firm’s “secret sauce” that has made them successful.

We did this through process mapping, policy creation, templates, tactical desk-side training, workshop style training, role playing exercises and projects by job function. KPI dashboarding alone resulted in 47% increase in positive activity, reduced staff overtime, revenue increase of 38% from previous year (with smaller team), happier clients and a management team that was able to focus on next year’s growth rather than this month’s revenue.

Global Construction Advisory Firm

The Challenge:

Client required a shake up of their current sales activity with a structured, organized training program.

Smart Partners™ Solution:

We created a unique training program that addressed the unique sales cycle and domestic target clients. After interviews and goal setting, we created a sales training framework and several units of content that addressed specific needs to their business. This was followed by early morning classroom style training, role playing exercises, projects, presentations and periodic testing to assure lessons were taking affect. This resulted in a 70% increase in effective activity, reduction of overtime, new and old target client reach outs doubled and their sales cycle was significantly reduced.

Global Firm (IT Department)

The Challenge:

Due to staff reductions, a junior admin team required a crash course in sales training to prepare them for their newly adjusted roles of managing vendors and coordinating services with various suppliers.

Smart Partners™ Solution:

Starting from sales basics, sales cycles, commission periods and targets, we taught the team to understand selling from a sales person’s perspective and not just their own. We then trained them on communication techniques (phone and email), most importantly, how to say no. Through this, they were better able to manage the expectations of their vendors, better control communication traffic, close out proposals and save management time in dealing with vendors.

Online Services Company

The Challenge:

Bilingual gaishikei internet services company, needed a “sales boot camp” to quickly ramp up a diverse group of sales people with experience ranging from first job to 20 years in sales.

Smart Partners™ Solution:

After onsite interviews and knowledge/potential gauging, we created a unique training program that filled the gaps for some and increased awareness in others. Through interactive exercises, reading lists and presentations we expanded minds and helped other to climb out of the “sales shells”. This intense class series spanning 3 months, starting at 08am sharp, covered sales basics, new client sourcing, value first, questioning techniques, deal closing and other techniques to create a fluid “closing environment” as opposed to closing as a sporadic, exciting one-off “event”. The result was increased sales, less office stress, fewer overtime hours for staff and a clearer picture of how sales can be “partnering” with clients as opposed to “taking” from them.

IT Outsourcing firm

The Challenge:

A small IT outsourcing firm needed to quickly ramp up some new sales team members, help current sales team with client management strategy, recruitment techniques and onsite staffing issues.

Smart Partners™ Solution:

Created a basic sales training course for new hires (that was given to the client to train futures hire by themselves), conducted classroom style training for the sales team and desk-side consultation for senior members. Weekly updates/progress reports submitted to management allowed them to see the improvements in the team, better understand knowledge gaps and overall team capabilities.

Real Estate Developer (Multi-billion dollar US firm)

The Challenge:

A top-5 real estate developer from US, first time in Japan, needed local understanding and advice about an array of start-up issues when breaking into this market from a Sales/CRM and human resourcing perspective.

Smart Partners™ Solution:

First we met with key decision makers and learned of the goals of this venture. From there we lead and delivered a major CRM package localization/documentation project and group sales training (40 people). Whilst onsite, we advised the client on sourcing candidates, introduced specialist vendors and helped to source key people in management positions.

Globally recognized Athletic Organization

The Challenge:

A local athletic organization needed a top to bottom review and analysis of their services, customer service offerings, products and marketing plans. In addition, they needed practical ideas in regards to increasing revenues and the nuts and bolts for making this happen.

Smart Partners™ Solution:

We undertook training onsite for a few weeks to learn the customer’s perspective. Then we made a series of reports and recommendations based on: flow of information from registration to entering training, operations and pricing strategy, training content and areas of potential revenue increases. We advised on a new approach to business by which they make profiles of 3 different types of target clients and make services surrounding their unique experience. In addition, we created a tab system for clients to make quick purchases for drinks and other items that sped up sales cycle and made purchase easier (when you are in the middle of a structured, timed routine, you don’t have time to search for loose change). As the gym has a unique offering of value to people, we recommended using site as a corporate training location for global HR consultancy firms and global weight loss organization tie ups.

The result:

A new outlook of mapping out business sources, structured feedback and improved marketing & revenue sourcing ideas.

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