Successful businesses require motivated, qualified people functioning within an appropriate structure. Maintaining this delicate balance is one of the greatest challenges facing companies operating in Japan.

The company size and industry in which it participates will partially determine which areas require particular focus.

As an example, a pharmaceutical company had numerous drugs in its product portfolio and others in the pipeline. How many people were require in sales, covering which geographic areas, selling which drug(s) to what kind of medical institutions were found to be very important factors to structure the sales force and optimize the company's sales. A customised approach allowed this coverage to be optimised to suit the local Japan situation.

In another example, a sports goods retailer felt that its sale force lacked motivation and that this was being reflected in the protracted inability to grow the business. Analysis of the factors driving the performance of the sales team yielded interesting results, not anticipated by management. Once these were identified, steps were taken to remedy the situation.

Once again, qualified individuals who are allowed to excel due to their work environment and the structure that they are provided are key to success.

JMI has helped many clients improve in this area and works in a broad range of industries.