Three artefacts, always
Every engagement starts with a route map (how an opportunity is supposed to move), a source note (the last dated observation a colleague could trust), and a kill criterion (what would make you stop without waiting for quarter-end). Teams that cannot produce these in the first session are not “behind.” They are telling us the CRM is a theatre set.
We then walk a small sample of live accounts. Not the biggest logo. The one that has been “next month” since the typhoon season. The embarrassment is the curriculum.
Where Taiwan changes the drawing
Distributor overlays, HQ forecast calls in English, and local relationship work in Mandarin often create two clocks. Sales Performance Consulting that ignores the second clock produces a tidy Western funnel and a messy week. We draw both clocks on the same page.