Chapter 13 12. Dispensable people can be replaced at any time

After the timetable was agreed, Tong Jiaming showed Lala the PPT of the campus lecture. After newcomers join the company, they will complete their first stage of career development in DB through a three-year rotation plan.Do general sales in the sales department in the first year, rotate to the marketing department in the second year, and rotate to HR or finance departments in the third year. Lala asked, "So what is the starting salary for this group of people?" Tong Jiaming said: "There are two situations. The first is fresh graduates with no work experience. Undergraduate students are paid 5,000 yuan, and master students are paid 6,000 yuan. After six months, they will review once, and their salary will be raised according to their performance."

After hearing this, Lala looked at Peking University and Fudan University on the list of target universities, and couldn't help but feel a little worried: Which schools are they recruiting people from? This is talking about a 0.5% acceptance rate-according to this challenge I’m afraid that those who go abroad and work as civil servants will be eliminated, and the top ones will come to you. If the price offered by DB is lower than that of other multinational companies, the person in charge of recruitment will be embarrassed. Lala can’t explain it clearly. , then adopted a classic question: "How much does our competitor pay?"

Tong Jiaming let out an "uh", stared at the computer screen and said, "This time the time is too short, we don't have market data for competitors in the same industry, but I heard from the student union that the price offered by NT is 6,000 yuan for undergraduates. They just finished preaching on campus." Lala immediately said: "That's terrible, why don't we go to the market as we go?" Tong Jiaming didn't care about her "that's terrible", he explained: "There is a reason for this, the first positions that NT arranges for newcomers are the positions of the central marketing department and the regional marketing department, and they will get year-end awards; and we arrange The first position in my job is sales, and newcomers can get sales bonuses every month. According to DB’s sales bonus plan this year, if the target is completed normally, each person can get a bonus of 7,000 yuan per month on average, and the starting bonus baseline is 70% Completion rate—so, no surprises, the newcomers should be able to achieve a monthly income of more than 10,000. After one year, even if they leave the sales department and no longer receive sales bonuses, after two salary increases, the annual salary can already reach 10,000. The level is around 10,000, and this figure is competitive in the market.”

When Lala heard this, she immediately thought of the headcount problem that Chen Feng had told her about when she was in Lijiang. She said, "Jiaming, the same bonus plan applies to newcomers and other salespeople, which means that they have to undertake the same sales targets as other salespeople— —Are they going to occupy the normal headcount of the sales department?" Tong Jiaming's face felt awkward. He actually didn't approve of occupying the normal staff of the sales department like this, but this was a reality he couldn't change. Tong Jiaming struggled in his heart. Large companies are not happy to lie. If there is HEADCOUNT (heads), there is HEADCOUNT, and if there is no HEADCOUNT, there is no HEADCOUNT.Worried that Du Lala would lose confidence and refuse to cooperate, Tong Jiaming finally did not dare to tell the truth clearly. He faltered and said: "Don't worry about the head. Qi Haotian is very supportive of this project. When we finally confirm that we can recruit How many people arrive will be sent to Qi Haotian for approval."

Lala looked at Tong Jiaming's face suspiciously, is there a head or no head?What is "Qi Haotian is very supportive", what if the head cannot be approved in the end? Tong Jiaming's eyes on Du Lala are very annoying, if you ask you to recruit someone, you just do it, why are there so many problems!But right now, she was about to work hard, and it was not easy to turn against her, so Tong Jiaming had no choice but to remain silent. Lala's worry is that some people are indeed excellent, with good brains and good interpersonal relationships, but in terms of professional orientation, they are just not suitable for sales.That is to say, even if the newcomers are of high quality, they may still not be able to survive in the sales department if they are able to memorize the indicators with real guns.

Fresh graduates often don't know what they like to do and what they can do. For example, some people think that they like doing sales because they think they like challenges and dealing with people. He was an outstanding student cadre in college and was active in various social practices. He can pass the test of product knowledge and sales skills. very good. But when he asked a client for business, he felt that he was brazenly begging for help.Going to invite an indifferent and arrogant client to dinner would make him feel worse than killing him.A contemptuous refusal from the client would escalate his pain to the height of personal humiliation, so he didn't have the courage to step into the client's office for several days.And the target completion rate, growth rate, and market share that are constantly reviewed every month made him lose interest and confidence amidst anxiety and frustration.

Lala has seen such masters more than once, and they all ended up having to let them go. Lala had to point out this possibility to Tong Jiaming: "Then what if the management trainees can't meet the target? We are salesmen whose target completion rate is lower than 70%. If there is no clear objective reason, it must be included in the 'improvement' category." List', if there is still no improvement after three months, they will be dismissed." Tong Jiaming felt that there was nothing to discuss: "If he fails to meet the target, it means that he is not good enough. If he should leave, he will leave. There is nothing polite about it. Let's make it clear to the students in advance during the interview."

In the usual interviews, Lala has seen a lot of post-80s. She feels that newcomers tend to go to extremes. They often have unreasonable self-confidence and have high expectations for reality, but they are very fragile and have little resistance when they encounter a little setback. pressure capacity. Lala feels that no matter whether you are a management trainee or not, to put it bluntly, a freshman is a freshman, and no matter how high the comprehension ability is, there must be a process of comprehension—on this point, she and Tony Lin have exactly the same idea. After hearing Tong Jiaming's words, she objected: "If you put it that way, who would dare to come here? I don't believe that those who come here for management trainees are those who really want to make a career in sales. Maybe they think they are 40 years old. I want to be PRESIDENT at the age of 10."

Tong Jiaming insisted: "If he wants to be a PRESIDENT in the future, he should have enough knowledge now to understand that 70% to 80% of PRESIDENTs are from sales, and 70% to 80% of PRESIDENTs were born when he was in sales. , 100% is TOPSALES (top sales), so he must first do a good job in sales to prove that he is good enough. This must be explained to them at the beginning. We really don’t know, after three years, who can make Whether people reach the finish line satisfactorily depends entirely on their own performance, and some people may be eliminated within a year or even half a year."

Lala originally wanted to say that 20% of the PRESIDENTs may have financial or R&D backgrounds. They are also high-potential management talents, but they may not have the professional tendency of sales. She thought about it again, starting from sales, it is really beneficial to a management trainee, and the current freshmen are afraid that their self-awareness is not clear enough. Sales, a realistic profession, can teach others how to change human relationships. People, what potential is there to talk about? Now Lala made up her mind to go through the testing process designed by the consulting company with Tong Jiaming to see if the content of the test, which includes brainstorming and scenario simulation, has included several important professional characteristics of salespeople Besides; the other thing is to negotiate with the sales department about the characteristics of the area assigned to newcomers.

While taking notes in the notebook, Lala reminded herself not to miss these two links, and said: "Okay then, before the OFFER (employment notice, the basic content includes position, salary, contract period, work location, etc.) , we communicate clearly with the students.” Lala went on to ask: "MBAs from business schools such as CEIBS and Changjiang, as well as graduate students from other universities, some of them already have some work experience before studying. How do they get their starting salary?" Tong Jiaming said: "The initial monthly salary is 10,000-12,000. They are generally not willing to do sales, so the first position is assistant marketing manager. After these people are recruited, you can ignore them, and I will be responsible for follow-up. .” Lala shook her head secretly when she heard this: "The salary is quite good, but what will these people do? They probably don't know anything about the industry, and they will be assistant marketing managers as soon as they come up. Who cares about him!" Why doesn't Tong Jiaming understand? Lala's idea, but he also has his own difficulties when designing, business school graduates have high EXPECTATION (expectation), and they don't have a decent title, so they can't satisfy them. Thinking of negotiating with Chen Feng in Lijiang, Lala became more and more convinced that neither the marketing department nor the sales department would welcome these management trainees. She felt that it would be difficult to continue doing so, so she simply put this worry on the table: " Jiaming, is this okay? TONY Lin and the others agree?" Hearing her question, Tong Jiaming felt a little nervous, but without hesitation, Ma Liuer assured: "Don't worry! I have communicated with Tony Lin and the others one by one, and they will cooperate with you according to the procedures stipulated by HR. Very specific work." Lala was taken aback: "Why is it cooperating with 'me'? Isn't it cooperating with 'you'? You are responsible for leading this project." Tong Jiaming explained solemnly: "Of course we also cooperate with me, but we have a division of labor. I will come up with the plan, cooperate with relevant departments in the project planning and design stage, and communicate with the management. I will do it; you, follow the plan Responsible for the specific implementation, and coordinate and cooperate with relevant business departments in the process.” This makes it clear that one is the front-end, responsible for planning and communication with the senior management, and the other is the back-end, responsible for specific implementation and coordination with business departments. Lala has nothing to say about Tong Jiaming's division of labor. In fact, since Qu Luoyi assigned the task at the first manager meeting, Lala has repeatedly asked herself, what contribution can she make in this project?What kind of role positioning is it? She has no experience in planning such projects. Since she can't do the planning, if she is not willing to implement it, it will be useless at all—that is to say, she, Du Lala, doesn't have the capital to bargain over the division of labor. Given the unoptimistic expectations for sales cooperation, although it will be more painful to be responsible for the cooperation with sales in the later stage, if it can be done well, it is also an interesting job.At least it's better than letting yourself be reduced to dispensable. Lala has to think about her role positioning from the bright side: the difficulty of the work proves the value of the person doing the work; on the contrary, a dispensable person can be replaced at any time, and must be a cheap one. Shishi——Thinking about it this way, she really felt happier, and her mind wasn't so confused. Lala closed the notebook, looked at Tong Jiaming's face and said: "I will try my best to get the cooperation of the sales department. Their cooperation is the key to the success of the project. Otherwise, it will inevitably turn into a one-man show for HR, and we will be in embarrassment. It will also be more uncomfortable. Jiaming, do you think I understand it right?" Tong Jiaming believes in a tough culture, and he thinks that wise people should be respected. Since Du Lala knows everything in his heart, he feels that he will insult himself if he fools her any longer, so he can only nod in agreement. After the discussion, Lala suddenly asked a question: "Jiaming, why do we have to go to these top universities to recruit people?" Tong Jiaming was taken aback, and said, "Isn't this recruiting management trainees? Naturally, we have to go to the best universities to recruit the best talents." Lala said to herself: "For example, Peking University, let's take a look at the employment flow of its fresh graduates. I estimate that half of them go abroad, and the rest of them take the postgraduate entrance examination, enter the institution, or enter the central enterprise of the monopoly industry. The remaining people may be interested in entering foreign companies—to be honest, I always feel that this is a bit like falling in love. Both parties have different hobbies. Why do we have to use our career ideals to convince Peking University? What about the career aspirations of people or business school people?” Tong Jiaming retorted: "But look at our company or our competitors, there are many high-level students from Princeton and Harvard." Lala said: "But as far as I know, none of these people are management trainees. Those who graduated from Peking University have to wait for him to have practical work experience, and the two sides have the meaning of the transaction, and then they can be hired. " Tong Jiaming became more and more reactionary after hearing what Lala said. According to her, the design of the whole project had to be overthrown. Can we still do it?He quickly laughed twice and said, "It's a very interesting idea, we'll discuss it when we have time." He quickly slipped away.