Japan Sales Coaching Association will accomplish our mission to contribute to the growth and development of both companies and individuals through the measurement and standardizing of sales skills, and distribution of sales training programs.
Due to Japan’s unique “lifetime” employment system, sales training has been done mostly within the company until now. lLifetime employment is a system where companies hire and train employees, encouraging generalist skills by giving them every duty in the company. In terms of sales, especially, there are few solid sales training systems in colleges or technical schools. There is only a little research into sales.
But the economic growth that used to sustain the lifetime employment system has declined, and that encourages mobility of employment.
There are a lot of demands on sales personnel but often a mismatch occurs between employees and their jobs, because employees are hired based on criteria (such as gender or academic history) which are not related to their sales skills.
There is an increase in the turnover of sales jobs.
Training systems in companies are not standardized: its purpose is merely to increase profit. So even though sales people are trained, their skills and experience vary.
Yukiko Shishido is a CEO of Ｊ Planning Consulting Co, Ltd, (http://www.plan-j.com) She has served as a sales-trainer and sales-coach for many companies including NTT, colleges and vocational training schools. She is also author of Sales Coaching makes your sales division most powerful (2002,Subaru-sha. 2003, translated in Korean) and The method of coaching subordinates (2001,H&I), Additionally, she has been cited in many business magazines including The 21 (PHP Institute), Human resource management (JMAS)