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339 Building A Team In Stages In Japan

The Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan

Release Date: 02/16/2025

341 Don't Get Sabotaged By Your Colleagues When Selling in Japan show art 341 Don't Get Sabotaged By Your Colleagues When Selling in Japan

The Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan

Sales is a nightmare. It is usually a solitary life.  You head off to meet customers all day.  Your occasional return to the office is to restock materials or complete some processes you can’t do on-line.  Japan is a bit different.  Here it is very common to see two salespeople going off to meet the client.  If you are selling to a buyer, it is also common to face more than one person.  This is a country of on-the-job training and consensus decision making, so the numbers involved automatically inflate. Even in Western style operations, there is more of a...

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340 How Crazy Can We Go When Presenting In Japan show art 340 How Crazy Can We Go When Presenting In Japan

The Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan

Japan doesn’t love crazy. In our High Impact Presentations Course we have exercises where we ask the participants to really let go of all their inhibitions and let it all hang out – and “go crazy, go over the top”.  This is challenging in Japan. Normally, we are all usually very constrained when we speak in society.  Our voices are very moderate, our body language is quite muted and our gestures are rather restrained.  Unfortunately, this often carries over into our public presentations. Without realising it, we find ourselves speaking in this dreadful monotone, putting...

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339 Building A Team In Stages In Japan show art 339 Building A Team In Stages In Japan

The Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan

Team building is fraught. Actually, when do we create teams? Usually we inherit teams from other people, stocked with their selections and built around their preferences, aspirations and prejudices, not ours. In rare cases, we might get to start something new and we get to choose who joins. Does that mean that “team building” only applies when we start a new team? If that were the case, then most of us would never experience building a team in our careers. This concept is too narrow. In reality, we are building our teams every day, regardless of whether we suddenly became their leader or...

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338 Sales Storytelling That Wins In Japan show art 338 Sales Storytelling That Wins In Japan

The Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan

Salespeople often miss the point. They are brilliant on telling the client the detail of the product or service. When you think about how we train salespeople, that is a very natural outcome.  Product knowledge is drummed into the heads of salespeople when they first join the company.  The product or service lines are expanded or updated at some point, so again the product knowledge component of the training reigns supreme.  No wonder they default to waxing lyrical about the spec.  These discussions, however, tend to be technical, dry, unemotional and rather boring. ...

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337 Don't Freak Out During The Q&A In Japan show art 337 Don't Freak Out During The Q&A In Japan

The Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan

Q&A can destroy your personal brand. Creating and delivering the presentation sees you in 100% total control.  You have designed it, you have been given the floor to talk about it, all is good.  However, the moment the time comes for questions, we are now in a street fight.  Why a street fight?  Because in a street fight there are no rules and the Q&A following a presentation is the same – no rules.  “Oh, that’s not right” you might be thinking.  “What about social norms, propriety, manners, decorum – surely all of these things are a filter on...

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336 Team Glue Insights In Japan show art 336 Team Glue Insights In Japan

The Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan

Staff can be a nightmare. Teams are composed of the most difficult material ever created - people. That requires many capabilities, but two in particular from leaders: communication and people skills. Ironically, leaders are often seriously deficient in one or both. One type of personality who gets to become the leader are the hard driving, take no prisoners, climb over the rival’s bodies to grasp the brass ring crowd. Other types are the functional stars: category experts; best salesperson, long serving staff members; older “grey hairs” or the last man standing at the end of the...

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335 Servicing Your Buyers In Japan show art 335 Servicing Your Buyers In Japan

The Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan

Enterprise killers can include Customer Service. We know that all interfaces with the customer are designed by people.  It can be on-line conversations with AI robots or in-store interactions, but the driving force behind all of these activities are the people in our employ.  The way people think and act is a product of the culture of the organisation.  That culture is the accountability of senior management.  The common success point of organisations is to have the right culture in place, that best serves the customer.  The success of senior management in making all...

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334 Those Vital Few Seconds When You Start Your Talk In Japan show art 334 Those Vital Few Seconds When You Start Your Talk In Japan

The Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan

Don’t let your speaker introduction be a disaster. Usually when we are speaking we are introduced twice.  Once at the very start by the MC when they kick off proceedings and then later just before our segment of the talk.  The MC’s role is quite simple.  It is to set the stage for the speaker, to bring something of their history, their achievements and various details that make them a credible presenter for this audience.  This can often be a problem though, depending on a few key factors. How big a risk taker are you? Are you relying on the MC to do the necessary...

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Dealing With Ambush Speaking Requests show art Dealing With Ambush Speaking Requests

The Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan

Suddenly you hear your name being called upon and you are being requested to make a few remarks.  Uh oh.  No preparation, no warning and no escape.  What do you do?  Extemporaneous speaking is one of the most difficult tasks for a presenter.  It could be during an internal meeting, a session with the big bosses in attendance or at a public venue.  One moment you are nice and comfy, sitting there in your chair, taking a mild interest in the proceedings going on around you and next you are the main event. Usually the time between your name being called and you...

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333 Real World Leadership show art 333 Real World Leadership

The Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan

Change is hard to create anywhere in the world. Getting things to change in Japan also has its own set of challenges. The typical expat leader, sent to Japan, notices some things that need changing. Usually the Japan part of the organisation is not really part of the organisation. It is sitting off to the side, like a distant moon orbiting the HQ back home. There are major differences around what is viewed as professional work. The things that are valued in Japan, like working loyally (i.e. long hours) even with low productivity, keeping quiet, not upsetting the applecart, not contributing in...

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Team building is fraught. Actually, when do we create teams? Usually we inherit teams from other people, stocked with their selections and built around their preferences, aspirations and prejudices, not ours. In rare cases, we might get to start something new and we get to choose who joins. Does that mean that “team building” only applies when we start a new team? If that were the case, then most of us would never experience building a team in our careers. This concept is too narrow. In reality, we are building our teams every day, regardless of whether we suddenly became their leader or whether we brought new members onboard or we started from scratch.

Teams are fluid. People come and go, so there is never an end point to team building. “Yeah, it’s built” would be fatal last words for a leader. Before you have even drained the champagne flute in celebration, your best performer is planning to head off to bigger and better things with your competitor.

 So we are constantly adding people to the team, even if we kicked it off ourselves. New individuals arrive with their own work culture, cobbled together like a coat of many colours from their previous employment. The team has to coalesce again and again and we are the orchestra conductor. Our job is to get all the specialists to “play nice” together and in harmony. It helps to analyse what we are doing and remind ourselves that there are four stages of team building.

1.     Uncertainty

If we have newly been parachuted into a team as the boss or whenever new members are injected into the existing team, we are in stage one of team building. In Japan, this is a tricky stage. If we are new, the team is uncertain of us. They have been moulded by our predecessor and have worked each other out. Here we turn up, all shiny and new with our “whacky” ideas , idiosyncrasies, foibles, penchants and talents. If we later bring in someone new, now the whole team has to regroup again. What will this person be like, are they going to be cooperative, nice, trustworthy? What will happen to my role – is it safe, will it change?

  1. Anxiety

If we know in advance that there is this uncertainty stage then we can prepare for it. Often though, the “new broom” boss arrives, puffed up with their own massive self-belief, hubris, ambition and zeal.   They scare the team because they blow up everyone’s comfort zone. Things start to change rapidly. Few in Japan are up for the roller coaster ride about to commence.

People’s roles start to change as the new boss reorganizes things. Performance standards are invariably raised, because the new leader is here to demonstrate their metal to their boss. Life becomes more fragile for some and they look for ways to protect themselves. In foreign multi-nationals, if things become too intense or too dire in Japan, then the real trouble starts. Senior executives at headquarters start to receive anonymous communication, telling them what a jerk this new boss is and pointing out in florid detail how they are destroying the Japan business.

In smaller Japan operations, there is a possibility some people are going to be moved out. “Am I next?”, is a permanent question in the minds of the survivors. New people are being absorbed into the team, but this takes time. Change creates a sense of instability in the team. Are these new folk going to be “teacher’s pet” because the new boss hired them or are they going to become part of the existing team? The key question for everyone is are they with “us” or “them”?

  1. Clarity

The card carrying “boss watchers” in the team, that is to say, the whole team, start to work the new boss out. Their intelligence, skill set, experience, capability, emotional quotient, etc., are very carefully calibrated. The navigation required for dealing with the new boss is gradually discovered. People adjust to the new style or they just leave if they don’t like it. As we know, people don’t leave companies – they leave bosses.

The new mid-career hire arrivals get a similar ruler run over them, to measure how well they will fit in. If they don’t fit in, then the herd groups together and tries to isolate them out. So, if they stay, then they have been successfully acclimatised to the dominant culture of the work group. This is often the opposite of what the new boss desired to happen. They expected the new people would be sprinkling their pixy dust on the “old” team members and creating the internal changes needed.

  1. Consistency

Presuming the new boss doesn’t blow the whole thing up and go down in flames, then things start to settle down. People get used to the new work requirements, their new colleagues, new boss, new targets and get back to focusing on their work. The team might even improve their performance and enjoy the recognition which comes with success. If the boss is any good, then the team now have a greater sense of shared responsibility toward achieving the targets and to supporting each other.

Just when all this harmony and light comes together, the boss gets sent somewhere else to a new role and a new shiny boss arrives. “Here we go again”, is the common refrain. The team has been here before, so they know the clock is ticking on the new arrival.  Many have worked out how to slow down change and ride the wave of instability. Building the team is complex anywhere, but short stay bosses in Japan really have their work cut out for them.  These four stages will help to provide a framework for context and agility to make the decisions required to be effective here as a team leader.