Chapter 31 Chapter 28 Empty Glove White Wolf

Lala had a meeting with her two supervisors, Lala led the coordinator, Zhou Liang and Pamela took charge of the work in the North District and the East District respectively, and Helen assisted Lala in managing the offices under the South District. Their specific tasks are: obtain the sales data of each office in the responsible area, obtain the personnel information of each office, obtain the average office expenses of each office in the past 12 months, take stock of the fixed assets of each office, and check the inventory of each office The status of government documents such as business licenses, and understand the main purpose of each office.

Lala first investigated and understood, and clarified the departments involved and the specific support needed, then wrote an email to He Haode, copied to Kebid and Liszt, and asked these departments to assign colleagues to the positions What data and information should be provided, and the time requirements should be specified. He Haode immediately responded with approval, and his assistant Rebecca forwarded the approval to all relevant department directors and relevant personnel with division of labor.Ke Bide first sent out an email, asking all relevant personnel in the finance department to actively provide assistance. He also copied this email to the directors of other departments.

He Haode talked with Lala alone and listened to her thoughts.Lala understands that He Haode thinks that too many offices are opened too casually, so the ones with low productivity must be closed first; however, this project is not limited to this purpose. Helen asked Lala, is there a "proposal (proposal) about closing some offices"?" Lala thought at the time that this was only the most direct part of the purpose. If she simply proceeded from this direction, everyone would be dissatisfied—it was said that the company closed the office to save money, which was not conducive to the stability of people's hearts; It is also not appropriate to mention that it is to avoid government affairs risks, which is not good for the company's image.

Therefore, her idea is to compile a "Standard Operating Procedure for Office Management" (SOP for short), with the purpose defined as "standardizing office management", and everyone has nothing to say. She calculated that by setting the sales volume as the threshold for setting up offices, a number of offices with low productivity at present will be eliminated naturally, and rules for new openings or closures will be stipulated in the future, and at the same time, localities will be encouraged to strive to increase sales. She also plans to specify management methods in this SOP to ensure the implementation of local government regulations, standardize the management of official seals, and unify the image of offices.

Lala, as a new manager, has such an idea, which makes He Haode very satisfied. With the assistance of various departments, Lala mastered all kinds of historical data, greeted Liszt, and told Helen not to answer any calls or receive any visits, and Zhou Liang and Pamela would take care of everything, and locked herself When I came to the door, the desk was full of various data and materials. After thinking hard for a week, I completed the draft of the SOP (Standard Operating Procedure), which includes: purpose; scope of application; responsible person; conditions to be met for setting up or canceling the office , standards and procedures; management measures; and when special circumstances arise, the process of applying for special approval, as well as the level of special approval authority.

Liszt had mentioned to Lala that all the official seals of each office should be confiscated to the Shanghai headquarters for unified management, and whoever wants to stamp must send things to the headquarters for stamping.Lala felt that this was not very feasible, and the headquarters did not have a dedicated post to handle this stamping matter.After thinking about it for a long time, she stipulated in the SOP that the official seals of all offices should be collected in the hands of the regional managers, and they need to be stamped, and the regional managers should judge the needs. At the same time, in order to unify the company's image, in the SOP, she made a plan for the area of ​​the office, the type of office building selected, the decoration style, and even the pantong number (color number) of the main color and the placement of the company logo (logo). clear rules.It also specifically stipulates what kind of level can enjoy how much office area in what grade of office.

Helen asked puzzledly: "Why are these contents stipulated?" Lala explained: "Now the offices below are varied according to the preferences of the community managers in different places, with all kinds of styles, which do not conform to the image of a multinational company—for example, when you walk into a McDonald's, no matter which city it is McDonald's, you won't mistake it for KFC, this is the image problem. It's like when you see "people-oriented", you will think of Nokia. I want all people to walk into any office of DB, and they can Make sure that this is DB's office and not another company's office, this is considered professional. Big bosses will be happy to see it when they go to various places to inspect the business."

Helen said with admiration: "Lara, you are really good!" Lala couldn't help saying triumphantly: "That's it!" She asked Zhou Liang and Pamela to comment on the draft. They didn't come here for a long time and couldn't say much. After they made some trivial additions, Lala sent the draft to everyone by email. The director of the department, and then call them one by one and make an appointment with them to discuss their concerns face to face after a week. Her e-mail was copied to Howard, Curbid, and Lister so they could see her progress. Helen was puzzled and said, "Why do you have to discuss one by one, how tiring! Wouldn't it be good to have a meeting together?"

Lala patiently explained: "We have a meeting together, and their saliva can drown me. Let's break it down individually." Helen suddenly realized, and asked again: "We will have a discussion next week, what will they say?" Lala said: "This SOP is so complicated, and there are many detailed regulations in it. It is estimated that no one of them will read the full text seriously, so I first marked the main points for them in the email. I think these points alone are enough. They judged that once this SOP is implemented, some offices will be closed immediately. Therefore, this time it should be relatively popular.

Helen asked gossipingly, "Then what do you do?" Lara glanced at her and said, "What to do? Cold salad. I've looked into the real problems they'll face when they close their offices, and I've prepared solutions to them so they can't justify it without compromising, because after all it's The decision of the company. However, they will still not be reconciled, so in the second step, I will find out the benefits that the implementation of this SOP can bring to them-it is beneficial, who will not do it? This is called win-win! The company is also happy , They are also happy, they are all sales directors, they should be very result-oriented people, everything depends on the result."

Helen curled her lips and said, "You want to close the office, and you still say that it will be beneficial. The sales department is not a fool!" Lala taught: "Who says it's no good! You have no eyesight!" Seeing that the limelight was not right, Helen slipped away, walked a few steps, came back and asked after thinking of something, "Lala, one of the conditions you stipulated for setting up an office is that the monthly sales volume of the individual is 150,000, and the total monthly sales volume of the office is 1.5 million— ―Who told you the standard of 150,000 yuan? Can the sales department accept it? " Lala said proudly: "Just memorize the figure of 150,000. This is an expert's opinion. I don't have time to tell you where the basis is. In short, I always speak with evidence. This is the key." I am naturally very careful about numbers, if the sales department disagrees, they have to come up with their ideas, and I guarantee you they will agree." A week later, Lala flew to Shanghai to ask the directors for their opinions on the draft standard operating procedure. She decided to go to Wang Wei first, because she believed that Wang Wei would honestly and unceremoniously state the objections he could think of. It is more targeted to persuade the sales directors of the other two main departments of the office-the commercial customer department and the public customer department.In addition, there are two directors of small departments left. These two people have only a few subordinates distributed in these offices. Lala positions them in the role of follower. She plans to pull them down after going through the process with them roughly at the end. , unless they have a particularly strong reason, Lara is not going to have to agree with them on everything. Just as Lala expected, Wang Wei resolutely opposed it as soon as he heard it. He asked Lala: "Then you asked my people to go home to work? What kind of team cohesion is there!" Lala had been prepared for a long time, and explained in a leisurely manner: "Not all offices are closed. If you do well, you don't have to close. It can also improve the treatment standard of the office. But if the business is not doing well, why set up an office?" Where is the office?" Wang Wei immediately asked: "How do you count as a good business, and how do you count it as a bad business?" Lara said: "The starting point is that the per capita productivity must reach 150,000 per month, and in each fiscal year, the average monthly sales of the entire office must reach 1.5 million. If you can't do it, you can't set up an office." Wang Wei was very upset when he heard that Lala was giving him the rules of one, two, three, four. He raised his eyebrows and said, "Who said that?" Lala said cautiously: "This is my preliminary suggestion, because there is always a draft before everyone can start discussing, and now we are asking each director for their opinions one by one." Wang Wei said calmly, "What is your basis?" Lala continued to explain patiently: "My basis is based on two points. One is the company's expectations for profit and total sales, and the other is the industry's market data in this regard." Wang Wei said: "I think the figure of 1.5 million has to be considered." Lala said cautiously: "It was originally proposed to ask the directors to give their opinions. If you think it is inappropriate, do you have any suggested figures?" Wang Wei felt that it was difficult to answer, so he thought for a while and said: "Some cities, such as Kunming and Xi'an, cannot meet this target for a while, but Kunming is a market with great potential, and major companies are all deployed there, and Xi'an is also a military strategist A place of contention. I didn’t mean you, Lala, if you want to close such an office, are you still working in DB?” Lala said: "Who said that Kunming and Xi'an should be shut down? In addition to the 1.5 million monthly sales limit, I have another one, which is 'or a market that is recognized by the management as having potential'." Wang Wei said bluntly: "Who is the management?" Lala said: "The draft is tentatively set as the head of each BU (business unit), and finally it must be jointly approved by the sales VP and finance VP, as well as the HR director." Wang Wei shook his head and said: "You really asked for trouble, taking such an errand! I don't even know what to say about you. Don't hide it from me, Liszt will definitely not be happy that you took this job! Don't just think about it. Listen to He Haode, he will leave the Chinese market after his four-year term of office. At that time, you will not be able to follow him? Like you, do things that everyone hates." Lala turned pale when she heard his tone: "Oh, I'm wronged, when did I think that way! I know you're doing it for my own good, but I'm really not that kind of person." Seeing that Wang Wei was staring at her laptop screen and unwilling to continue the conversation, she coaxed him and said, "Let's talk about it. Don't just think about it. You will suffer a lot. Maybe you will benefit." Woolen cloth." Wang Wei looked back at Lala, and said in a suspicious tone: "I never refuse any benefits. I am in sales, and I never refuse to negotiate. But the benefits are not so easy to get." Lala said, "Hey, haven't we all accepted seven Habits (seven habits of highly effective people) training, everything must believe that there is a third solution, a solution that is beneficial to everyone. " Wang Wei hummed and said, "Lala, you made it clear that you are going to close the office, what are you talking about? habits!" As he talked, Wang Wei became annoyed again, and took out the salesman's usual tricks: "You guys have affected sales by doing this, who is responsible?" Lala hurriedly said: "Look at the first article of my SOP. In order to standardize the management of the office, this standard operating procedure is specially formulated. Which one of mine says that this SOP is specially formulated for the closure of the office? Are you always Think about it, standardize the office and set thresholds, at least clear rewards and punishments, the company will provide better conditions if you do a good job, and you have to distinguish between those who do a bad job? Isn’t this going to boost sales? Wang Wei glanced at her and said disdainfully, "You're just deceiving the masses. You say 1.5 million, you can try it out." Lala said: "As long as the per capita sales reach 150,000, the 1.5 million will definitely be reached; if the monthly per capita sales are less than 150,000, you will not be able to meet the sales target, then you have a problem? You have a problem, why not?" There is also a problem with Haode. It’s me, anyway, I don’t think I have a problem.” Wang Wei breathed a sigh of relief and said, "The company has made this decision, and I will of course implement it resolutely, but Lala, we have to consider the feasibility of everything, right? If you let all the employees go home to work, the morale will definitely be hit." Lala still had a plan in mind: "That depends on how we communicate with our employees." Wang Wei said: "Okay, according to your method, you tell me first, how many offices have to be closed? You must have asked the sales data department to check the sales data of each office for you." Lala replied honestly: "Yes, I checked. According to the average monthly sales in the past 12 months, about ten offices will be closed." Wang Wei immediately became unhappy: "I knew it was the result! Then how do the employees in these ten offices work?" Lala said: "According to the results of communication with various offices, there are currently two main purposes of the office, one is to hold weekly meetings, and the other is to send and receive various written materials and documents sent to each office by the marketing department. Small gifts for various events." "As far as these two uses are concerned, how do you plan to solve them?" Wang Wei asked. Lala said clearly: "You can rent a room in the hotel for the weekly meeting, and the finance department can allocate the rent budget to each department according to the city level; as for the storage problem, I have already asked the marketing department about the delivery rules and management requirements. And discussed with the colleagues in the purchasing department, they can help the sales department negotiate a transportation supplier that can provide warehousing services in major cities across the country. It is cheaper than renting warehouses in various places by ourselves, and it saves the trouble of receiving goods and managing warehouses for colleagues in the sales department. They can also provide inventory lists according to our requirements every month, and the management of the marketing department Helps too." Wang Wei listened very carefully. He thought, Lala really put her heart into it. She understood the needs clearly and thoughtfully considered the details of the solution. Lala asked: "Look, is there any doubt?" Wang Wei was almost persuaded by Lala in his heart, but he didn't want to make a decision right away, so he said, "Well, let me take a closer look at your SOP, and I will discuss it with my three regional managers." Lala said: "Naturally, the community managers under them are the users of these offices, and they are the people who know the specific situation best. Look, I'll come back to ask your opinion in a week, okay?" Wang Wei said: "The pursuit is so tight. Try your best." Lala thanked her with a smile, saying that listening to his opinion today was very rewarding, and she would see how to improve it when she went back. Wang Wei suddenly remembered something, stopped her and said, "Didn't you say there are benefits? I heard that it saves my people the trouble of receiving goods and managing the warehouse. Are there other decent benefits? " Lala smiled: "You are really shrewd. Next week, I will tell you some benefits. In fact, I still hope that you will always teach me what are the possible benefits. " Wang Wei also laughed, and said, "Lala, you are planning to be a white wolf with empty hands."