Letter from friend

Dear Atsushi,

I’m reaching out to you today not just with words, but with a spirit of understanding, support, and encouragement. You are at a crossroads, facing challenges and seeking a change that feels both necessary and urgent. The journey you are on is not just about sales or career success; it’s about finding your path, a way to navigate through the complexities of professional life and personal aspirations.

Your role as a salesperson in an American company, breaking new ground as the first Japanese salesperson, has been a journey of hard work, adaptability, and success. The early triumphs you experienced were a testament to your dedication and the growing market demand. However, as the market’s rapid growth has slowed and competition within your team has intensified, you find yourself at a juncture where the path forward seems less clear.

The advice from your boss to focus on existing, large customers, while logical, has left you feeling conflicted. There’s a fear of missing out on opportunities with smaller customers, a fear of not adequately nurturing your existing relationships, and a deeper fear of failing or losing your position. These fears are valid, but they are also gateways to deeper understanding and growth.

Remember, you’re not alone in these feelings. History is replete with individuals who faced similar dilemmas and emerged stronger. Think of Alfred P. Sloan of General Motors, who navigated the balance of exploiting existing opportunities while exploring new ventures, or Estée Lauder, who built a cosmetics empire by valuing customer loyalty while continually seeking new markets.

Your situation brings to mind the classic “exploitation versus exploration” dilemma in business – the balance between optimizing current assets (exploitation) and innovating for future gains (exploration). It’s a delicate balancing act that requires thoughtful strategy and an understanding that both elements are essential for sustained success.

But let’s talk about you, Atsushi, and the immediate steps you can take. Start each day with a clear goal – divide your focus between nurturing existing relationships and exploring new opportunities. Allocate time for prospecting, prepare your approach, follow up with current clients, and always be ready to adapt based on feedback and results. Celebrate every small victory, learn from every interaction, and remember that sales is a journey, not just a destination.

Yet, beyond strategies and tactics, there’s a deeper layer to your journey – managing your feelings, staying motivated, and maintaining a healthy perspective. It’s okay to feel disheartened at times, to compare yourself with others, to feel the weight of competition. What’s important is how you respond to these feelings. Use them as fuel to propel you forward, not anchors that hold you back.

Mary Kay Ash’s story might resonate with you. She turned her setbacks into stepping stones, building a business that empowered others. Her success was rooted in persistence, innovation, and a positive mindset – qualities you can embrace in your journey.

As for your specific challenge of opening Japanese customers in server manufacturing, start with thorough industry research, identify target companies, use business directories, attend industry events, leverage professional networks, follow business news, seek referrals, collaborate with local partners, and develop a customized approach for each potential client. And remember, building business relationships, especially in a market like Japan, is about understanding and respecting cultural nuances, building trust, and focusing on long-term partnerships.

Atsushi, as you navigate these challenges, remember that the fear of not keeping up with the times is universal. But it’s not about the fear; it’s about how you respond to it. Embrace learning as a lifelong journey, take small steps, celebrate your progress, seek support, maintain a positive mindset, and remember your strengths. Change is constant, but so is your ability to adapt and grow.

You mentioned a desire for a life-changing shift, a need for someone to save your soul. While guidance and support are invaluable, the true power for change lies within you. Your awareness, your desire for growth, and your willingness to seek new paths are the very essence of the change you seek.

So, Atsushi, as you move forward, embrace this journey with resilience, adaptability, and a belief in your own strengths and potential. The path ahead may not always be clear, but each step you take is a step towards growth, understanding, and fulfillment. Trust in yourself, in your journey, and in the knowledge that each challenge is an opportunity to learn, to grow, and to emerge stronger.

With heartfelt support and best wishes,

C. G.