Chapter 15 14. Transfer information in stages

Lala asked Zhou Liang and Zhou Jiuyi: "What do you think of the sales department's attitude towards this project?" Both of them laughed ambiguously when they heard this, and Lala said, "But it's okay to say." Zhou Jiuyi said with a smile: "Lala, don't blame the sales department. If you give me such a newcomer, I won't be willing to bring it. I don't know anything. I get more money than others, and I still want to treat him as a HIPO ( high-potential talents). I would rather choose Maggie, which is easy to use and affordable.” Zhou Liang also reminded: "The expectations of these newcomers are still very high, and I am afraid that they will not be able to meet them at that time. Didn't we all see the power of the post-80s during the interview, that is called an ego, hey, I will kill you! A word, Jiong!"

Zhou Jiuyi laughed and said, "ORZ! Zhou Liang!" Lala didn't know "jiong" and "ORZ", and repeated the pronunciation in confusion: "What JIONG?" Zhou Jiuyi answered the leader's questions professionally and said: "Lala, the word 'jiong' used by Zhou Liang was originally in oracle bone script, which can represent emotions such as helplessness and sadness. The 'ORZ' I used is Internet pictograph, Martian script It’s a kind of word, and it’s mostly used to express admiration and admiration—these two words are currently popular online expressions, mostly used by those born in the 1980s and 1990s.”

Lala suddenly realized: "I am enlightened, today I know what is meant by 'listening to the king's words is better than reading ten years of books'. The wine is profound!" Zhou Jiuyi didn't even dare to say it, just keep pace with the times, all three of them laughed. Lala sighed: "The ancients said that at thirty, it is actually very reasonable. I have such a feeling that when a person with good understanding reaches the age of 28, his knowledge will reach a new level. When he encounters the truth that he did not know before, someone Click him next to him, and he will understand; but if you change to a 25-year-old, no matter how smart he is, some things are obviously COMMONSENSE (common sense, especially judgment), no matter what you say, he just can’t absorb them , I still like to argue with you. It can be seen that experience can only be developed into a qualitative change after quantitative changes. If it doesn’t reach that level, it’s useless to overthrow the seedlings.”

Nodding for two weeks. Lala went on to say: "I recently scanned all the sales managers in the company and found that most of them were promoted to front-line managers in their early 30s. I couldn’t find a manager younger than 28. It can be seen that in an industry like ours, 28 is the bottom line in terms of natural laws. So I personally can understand the attitude of the sales department to the management trainee program.” When Lala said this, she changed the subject: "But don't say it, people in their early twenties have their own advantages, not to mention strong learning ability, passion and innovation, we can't compare."

Zhou Liang interjected abruptly: "Lala, let me tell you, in these three things, you are as good as the post-80s generation." He spoke very seriously, and everyone could tell that he meant no flattery. When Lala heard it, she blushed and laughed at herself: "Do I have such good physical strength? I'm fighting against the post-80s generation. That means maybe I can grow taller and my body is still developing." Zhou Jiuyi murmured: "Generally, the post-80s may not be able to fight Lala, you are too indomitable." Lala froze for a moment and said, "It doesn't seem like a good thing to say. Are you two complaining about me?"

Both of them swear and swear, saying that it is true is the meaning of admiration. Lala smiled and said: "Okay, let's get back to the point, everyone knows the position of the sales department very well, just because they are worried that the living environment we provide for newcomers here is not so friendly, Tong Jiaming specifically told us to pay attention to 'brother ', to help newcomers survive the first level." Zhou Jiuyi asked: "Then how do you divide the work between the mentor and the senior brother?" Lara explained that the mentor is responsible for teaching strategy, and the senior is responsible for teaching tactics.For example, the mentor will tell the newcomers to pay attention to the dynamics of competitors; the senior will tell the newcomers in detail how to know the sales volume of competitors.

"—For another example, the mentor will tell the newcomers to pay attention to judging potential business growth points; the senior brother will teach the newcomers specifically, and analyze which indicators can determine who our target customers are. "That is to say, the mentor guides the newcomer in a general direction, while the senior brother specifically teaches the newcomer whether it is appropriate to go by land or by water, and accompany them along the way, helping the newcomer when they encounter difficulties. This kind of help can be technical. Physical support, and possibly spiritual encouragement.”

After figuring out the division of labor between mentor and senior brother, Zhou Jiuyi said with a smile: "It sounds like, in the first half of the year, senior brother is more important than mentor." Lala acquiesced to Zhou Jiuyi's understanding, she said: "So we need to put more thought into the selection of the senior brother. Let's discuss, what kind of person is suitable to be the senior brother?" Zhou Liang has experience in campus recruitment. He suggested: "The performance of the seniors should be above the middle level, and they should be enthusiastic and willing to teach new people."

Zhou Jiuyi also added: "Senior brother's interpersonal skills are better, newcomers follow such a person, there is a good example of how to behave." Lala felt that both of them were right. She pondered for a while and said, "So, after the candidates for 'Senior Brother' are confirmed, how about we give this group of people a training in the area and teach them how to mentor others?" Two weeks said it was very good, as a senior brother, it is not enough just to have knowledge and willingness to teach, one has to be good at teaching. Seeing that everyone agreed, Lala immediately divided the work: "Then I will be responsible for preparing a mini-course on 'how to do counseling', the training content is about three hours, so that you can give lectures in the area; in this training, I would like to insert two For the case analysis, let the two of you contribute one each, and the examples should be frequently encountered by the salesmen in their daily work, so that it will easily resonate, make the speech more vivid, and make it easier for them to understand and remember.”

Also, something to consider is the "newcomer training process".Lala said: "It's not enough to find seniors for newcomers. We have to formulate a training process to guide seniors on how to train newcomers step by step." Lala gave an example, the common problems of leading people in our daily work are: "——The goal of stage training is not clear, what you think of to teach, there is no plan, which may cause major gaps; "—Teach too much or too difficult at once, causing newcomers to be unable to digest too much information quickly, or lose interest and confidence in learning because of too high difficulty;

"——The transmission of information is not prioritized and sequenced, lacks a system, the information that is urgently needed is not well explained, and the information that is not urgently needed is stuffed a lot, causing unnecessary pressure and fatigue for newcomers." Lala concluded: "Basically, the problems are caused by the lack of a systematic training plan. We want to emphasize to the 'senior brothers' that the transmission of information should be carried out step by step, in order of primary and secondary, and that each stage should be clear. goals achieved." Lala asked the two if they had any questions or suggestions, and Zhou Liang said: "In our HR tasks, the first thing you list is to let the sales department realize that they can also benefit. , What are their benefits?" Lala said: "The first item I listed in the HR task is actually our belief, and the second item is the specific method for us to practice our belief. By mentoring newcomers, 'senior brothers' can gain practical experience in mentoring people, and they will be promoted in the future." The manager obviously has a more powerful bargaining chip than other competitors-this is definitely a benefit for the individual who is a "senior brother", and for the sales department, this project also helps it train and train successors for the manager position." Pull Ra said so that her cheeks puffed up, a bit like an impassioned trumpeter. Zhou Liang's thinking has always been a bit inflexible. After listening to Lala's advocacy, he was stunned for five seconds and still couldn't get back the taste. He said in a half-dream and half-awake tone: "It seems that it can really be said to be a 'win-win' thing. Son." Lala helped everyone to firmly believe: "What does it mean to be 'win-win', it is 'win-win'! Anyway, we have to write out the 'newcomer training process' first. Which of you two is willing to be the lead writer?" It took a lot of thinking to write this thing, and I was not very happy for two weeks, but Lala herself was already in charge of writing the mini-course on "How to Do Tutoring", so she definitely couldn't push it to Lala, and the two of them didn't talk for a while. Lala knows that Zhou Jiuyi is better than Zhou Liang in this area of ​​ability, but if Zhou Jiuyi is always asked to do this kind of work, Zhou Liang will never be trained in this area, and this area will always be his shortcoming. Jiuyi, of course Zhou Jiuyi will think that she will beat the fast horse by Du Lala, whoever can survive, and Zhou Liang may also hurt his self-esteem, you just look at him to death. Lala waited for a while and saw that no one volunteered, so she didn't say anything, but said: "Well, you two can discuss it again and decide for yourself. Anyway, if it's you this time, it's him next time. Everyone takes turns to do it." You have two weeks to write this thing out. No matter who writes it, don’t worry about writing it badly. I will discuss it with Tong Jiaming and ask him to be our guide. The tutoring course I want to write myself will also You have to ask your teacher for guidance.” Hearing Lala's last two words, Zhou Jiuyi came up with an idea and said, "Lala, can you just ask Tong Jiaming and Shi Qi to help provide ready-made things? They are more professional than us in this regard. And, now Time is running out again." Zhou Jiuyi's reminder made Lala's eyes shine, yes!Aren't these two ready-made resources!Especially Tong Jiaming, as the person in charge of the campus recruitment project, he should make more contributions. Although Zhou Jiuyi doesn't work too hard, she has a good brain. She has a lot of ideas about how to save effort and how to use clever energy. Not only Zhou Liang is not as fast as her in this regard, even Lala is not her opponent. Lala praised Zhou Jiuyi sincerely: "Good suggestion! Just do as you say!"