Chapter 37 Chapter 34 Setting work goals must conform to the "SMART principle"

Considering that Zhou Liang's learning ability is a bit weaker than Pamela's, Lala estimated that it took him a long time to read the questionnaire, so she asked Zhou Liang for his opinion: "Do you want us to go through the questionnaire together at 10:30 tomorrow morning? " Zhou Liang hurriedly said, "I'll wait for you at 10:30 tomorrow morning." That night, Zhou Liang went home and told his wife what happened during the day, and finally asked suspiciously: "Du Lala doesn't know what the hell is going on again, is she trying to kill me?" The wife persuaded: "You usually don't contradict her a few words, and you will be fine!"

Zhou Liang said angrily: "I can bear it enough! Which sentence contradicts her?" The wife revealed: "Haven't contradicted? She said she asked you to do an assessment, but you asked her 'Is this necessary? , I’ve already put on your shoes for you.” Zhou Liang said disdainfully: "You are stupid, you, her 360-degree evaluation is just putting shoes on me!" The wife has some knowledge: "Then why does she only wear small shoes for you when she has about 10 people under her command? Is it because you are more capable than her and think you are in the way? Or did you talk back and provoke her?"

Zhou Liang patted his thigh and said, "Hey! Don't tell me, Pamela probably got killed because she was too capable and got in her way." The wife said disapprovingly: "Didn't you always say that Pamela squeezed against you in front of Du Lala, isn't it a good thing? You should get along well with your boss, and say that you don't hit the smiling face. We don't suffer from desserts! " Zhou Liang acted arrogantly in Beijing style: "Don't bend your waist for five buckets of rice!" The wife said: "Did you forget how fast you ran when DB was willing to ask you? Hold on, we are old and young, we grow more flowers and less thorns, we can't go wrong anywhere. "

Zhou Liang complained, "Are you my wife? Why do you always say I'm not?" The wife said with a smile: "It's fortunate that you have such a good wife as me, I always try to persuade you." On the second day, Zhou Liang studied the content of the evaluation for an hour or two, until he felt dizzy. After Lala explained it to him, it became clearer.Zhou Liang couldn't help admiring secretly in his heart: Du Lala's brain is easy to use, she can explain to you how complicated things are. As can be imagined from the evaluation results, Zhou Liang did not score well in terms of interpersonal relationships, candid communication, and work ideas.

In front of the 360-degree evaluation results, Zhou Liang could only admit that he had to improve in these areas. As soon as he said it, Lala immediately recognized it, saying that he realized this, which is a great improvement. Zhou Liang handed over the "personal performance target" for the second half of the year to Lala.After reading it, Lala first praised Zhou Liang's progress in setting goals this time, and then pointed out one by one what was good and what needed to be changed. At the end, Lala confessed: "The company is conducting a mid-year review. You can take this opportunity and your two subordinates to adjust their work goals for the second half of the year. Setting appropriate work goals is the first step in managing subordinates. Whether they are good or bad at the end of the year will be measured by the goals set."

Zhou Liang agreed.I went home at night and said to my wife: "Du Lala is so tight, one step after another, I can't breathe. First, I will evaluate my personal performance in the first half of the year, and then I will set my personal work goals for the second half of the year. This is just done. Finished, and urged me and my subordinates to set goals.” The wife said worriedly: "Then does she mean to kill you?" Zhou Liang shook his head and said, "If she had the heart to kill me, she wouldn't spend so much energy teaching me these things." The wife said curiously: "Didn't you say that she only started to learn HR this year, and she has not been in administration for as long as you. What can she teach you?"

Zhou Liang argued: "That's different. She's lucky. She learns from the big boss every day. She's making rapid progress." The wife said: "Then she is teaching you now, and it is not very good for your development." Zhou Liang sighed: "I'm not afraid of being tired, it's just too much pressure. You don't know, every time I talk to her recently, I feel as tired as if I just took a final exam when I was a student." The wife comforted me again and again. Zhou Liang said again: "This time I set goals with my subordinates. You can watch it. After I turn in my homework, Du Lala will definitely have to give me some pointers. Just the SMART principle, if she gives me a summary, I don't know." Mr.Zhou."

His wife hurriedly asked him if he knew the SMART principle. Zhou Liang said conceitedly: "You have to use the SMART principle to set goals. After working for so many years, HR still uses her to teach!" Two days later, Lala read the email sent by Zhou Liang, and felt that when he set performance goals for his subordinates, the assessment standards were not quantified enough, and the timelines were not clear. When Lala was the manager for more than half a year, the "Focus on China" plan was continuously revised and improved, and it was officially implemented one year after CEO George's visit to China.

For this project full of opportunities and challenges, the directors joked privately that "focusing on China" might "burn China". Liszt whispered to Lala: "Every expansion means opportunities, but also risks. If after the expansion, the per capita productivity fails to quickly reach the expected level, it will immediately lead to a decline in the company's profits, and layoffs will follow closely. of." Wang Wei also told Lala: "Compared with the company's expectations for profit growth, the company's investment is out of proportion. At present, the main investment part is for labor costs, while the increase in market resources is very limited. No Money, just adding people will not produce enough performance. If we can achieve sales of 1.66 billion this year, then it is possible to achieve 2 billion next year. If we can’t do it this year, next year will be even worse.”

Lala asked Wang Wei worriedly: "If you can't complete the sales task, how will He Haode be affected?" Wang Wei said: "Leaving DB is a possibility that is relatively easy to foresee." Lala hurriedly asked him if he meant that He Haode would be fired. Wang Wei smiled and said: "I have worked in DB for 8 years, and I have experienced four presidents, two of whom were fired by the company. He Haode is the longest in office, and it has been almost three years. Not as long as him. The lack of stability in the top management is one of the important reasons for the unsatisfactory development of DB in recent years. If the "focus on China" fails, He Haode can only walk; if he succeeds, then he can be promoted, such as becoming a DB Head of the Asia-Pacific -- opportunities and risks always coexist, which is fair."

After listening to Lala, she felt that Wang Wei's views on "Focus on China" were actually similar to Liszt's. Although they were not pessimistic, they were not optimistic at all. Lala couldn't help but naively asked Wang Wei: "Since the risk is not small, why did He Haode go to such great lengths to invite CEO George to China to see the market, and to find this 'focus on China' by himself? " Wang Wei explained patiently: "Lala, there's no reason why he should not do this. The industry is very optimistic about the Chinese market, and major companies are increasing their investment in China. If DB doesn't make it, competitors will. gone." Lala suddenly realized: "Then our ranking in China will drop." Wang Wei nodded and said: "That is, the company has too many indicators for evaluating He Haode. In addition to profit and turnover, there are also market share and industry rankings in China-he is sailing against the current. If he does not advance, he will retreat. Who They can be mixed, but he can't be mixed, and our sales directors can't be mixed. Every month, the indicators and expenses are stared at." Lala couldn't help but sighed after hearing this: "Well, how can we say that capital always pursues the surplus value to the maximum extent." Wang Wei smiled and said: "Everyone who has been in sales understands this truth. This year, the target has been completed, right? Next year, we will increase by 20 to 30% on this basis, and there will be no end. He Haode, who is the president , which one is not a salesman? I understand.” Lala couldn't help sighing: "This is what makes people in the arena, and they can't help themselves." Wang Wei was amused by her: "That's the way it is, heroine." Lara said sentimentally, "Then when will it end?" Wang Wei said with a smile: "There is no end to any time. If you can't stand it, just leave. There are a lot of fresh blood waiting to be replenished. It's hard to say about other countries. We have a lot of talents in China, and there is never a shortage of newcomers with bright eyes and bright teeth." Lala thought so too. The average age of the company's employees in China is only in their early 30s. DB has three sales business departments. Among them, the commercial customer department in charge of Tony Lin accounts for 55% of the total business volume of DB in China, the public customer department accounts for 15%, and the major customer department in charge of Wang Wei accounts for 30%. Whether Tony Lin can complete the task has become the key to whether DB China can complete the task.