Chapter 18 17. Look at resources and indicators, or look at market potential

When Sun Jiandong was still in Shanghai, he carefully checked the sales data of the southern district, and discussed the preliminary adjustment plan with Jiang Bo. This morning, he studied the indicators and expenses under the name of each district manager, and he still had a good understanding of the four districts. There is some hesitation in the quarterly sales plan. The ex-hand Qiu Jieke is a good businessman. In the two months since he left, the business in the southern area of ​​the major account department has dropped sharply. Is it caused by the unstable morale of the leaderless army, or the original sales strategy itself needs to be adjusted. Sun Jiandong was uncertain for a while.

He had asked his assistant to arrange a manager meeting that afternoon. Du Lala suggested that he have a one-on-one interview with the community managers the day before, and provided a unified template for the conversation. After thinking about it, he found it troublesome. Talking one by one like that is too tiring, and it may not be finished in a day. As for the report template, he feels that the meeting will be held soon, and even if he informs the community managers temporarily, they will not have time to think about it.Sun Jiandong decided to follow the original plan and ask the community managers to report the status quo of their respective areas one by one at the meeting. In short, indicators and resources are the subjects that cannot be escaped, and he only cares about whether the indicators can be completed.As for the screening of the core players that Lala mentioned, he doesn't think it needs to be so complicated, just look at the performance rankings.

Contrary to Sun Jiandong's expectations, the manager's meeting that afternoon was very blunt, which made him unhappy. First of all, the atmosphere of the whole meeting was not right. Everyone was listless. Two-thirds of the community managers were not sure about completing the annual target. Some marketing activities were not implemented, and community managers complained that the finance department and the internal control department were very strict, which made them feel embarrassed and didn't know how to do it well, so some activities were simply not carried out. Two community managers pointed out that they cannot recruit good sales representatives. Everyone in the industry knows that DB's key account department is under great pressure and difficult to do, and experienced ones are unwilling to come; let's recruit young ones, let alone customers. I was not satisfied there, and I was exhausted, and I had to teach everything.

As usual, the cost is a focus, but the degree of dissatisfaction with the cost has also exceeded Sun Jiandong's expectations.The community managers said that the average increase requirement for this year's quota is 25%, and the manpower has been increased, but the increase in the company's sales expenses is completely disproportionate. How can there be output without investment? The more Sun Jiandong listened, the more depressed he became, and he gasped: ——The growth of indicators is the unanimous requirement of the whole company. Why can people do it in the east and north districts, but you have so much bullshit in the south district?You have not suffered a disaster, and your GDP growth has not slowed down;

——When it comes to expenses, DB is a typical American company. On the one hand, it believes that the correct process will lead to correct results. At the same time, the cost control is very strict, and the money that cannot be spent is not allowed to be spent. In such a company, do you still need to ARGUE (argument) the proportional growth of input and output?The big boss has repeatedly emphasized that doing business should not be based on resources and indicators, but on market potential. I don’t know how Qiu Jieke brainwashed these community managers before. Could it be that they rely on money to smash business?Who wouldn't?Why do you guys need such expensive people?Does the company still need to spend money to raise a sales training department, just to teach you how to be professional?Since you say that the sales expenses are not enough, and you don’t make good use of the marketing expenses and don’t do marketing activities, how can you promote the marketing strategy?How to cultivate the brand concept in the customer base?

——The thing that annoys Sun Jiandong the most is that it’s the last quarter of the year, and you’re only making so many claims. I’ve never heard Wang Wei and Qiu Jieke talk about this year’s situation so grimly before. Do you think so? Seeing that I, Sun Jiandong, are new here, do you think I am being fooled? ——As for not being able to recruit suitable sales representatives, you can talk to Du Lala.HR must help solve this problem. Without suitable people, this business cannot be done. Considering that he was a newcomer after all, Sun Jiandong endured no outbursts, and did not make a positive statement, but only ordered his assistant to record everyone's opinions.

It was Zhang Kai's turn. After he introduced the basic situation of his team, he said bluntly: "Boss, the indicators of my group are really high. When encountering difficulties, Boss Qiu talked to me and asked my group to bear more targets. Brother Ban’s complaints are pushing down the indicators. But now, the company doesn’t care about last year’s situation, and has come up with a one-size-fits-all approach, all accumulating indicators on the basis of last year. Last year, it did more because the plate was big and the absolute amount was large. This year You have to work harder. Those who did less work last year will find it easier this year. The brothers in my team have worked so hard. If this continues, I don’t even have confidence. Boss, can you see if this fourth quarter can reduce my team’s weight? A little indicator. In this way, people will dare to share the boss's worries and problems at critical moments in the future." He was too involved in talking, and he stood up at the end.

The more Sun Jiandong listened, the more unhappy he became.As soon as he came, Zhang Kai took the lead in asking for a reduction in quotas. How can he manage people? He had read the data beforehand, and the growth rate requirement for Zhang Kai's group was the same as the average growth requirement, so he didn't think that the sales target that Qiu Jieke had set for Zhang Kai was too high. He checked the data on the computer, While suppressing his displeasure, he said, "I see that the growth rate of your group of indicators is not higher than the average growth rate in the southern district."

Zhang Kai felt that he had been wronged, and immediately raised his voice an octave and said: "Boss, I have a big plate, how can I compete with others for growth rate? In terms of absolute value and contribution, I am definitely number one." Sun Jiandong said: "That's good, let's continue to be number one." Zhang Kai shook his head and said, "I don't have that ability. On the day when the indicators were assigned at the beginning of the year, I was so proud that I had a good day in front of the boss. In the end, I was scolded by my subordinates from the beginning of the year to the present. I don't want them to scold me until the New Year." .”

Sun Jiandong remained calm on the surface, but a wave of anger had already risen from his heart: "Then according to you, how much growth rate should be given to your group?" Zhang Kai didn't understand the anger in the boss's words, and he said desperately: "I won't mention it if there are too many. In the last quarter, if you subtract five points for me, I will have confidence." Sun Jiandong suppressed his anger and said, "Why didn't you talk to Qiu Jieke?" Zhang Kai stretched his neck and said, "Do you think I can stop talking?!" Sun Jiandong couldn't help frowning when he heard him talking to himself in a rhetorical tone.

Zhang Kai didn't realize that his rhetorical question was impolite, so he continued on his own: "Boss Qiu promised to add resources to me at the end of July, but he left, and no one has given me the money he promised me at the beginning. Fulfillment, the quota I promised was not worth a cent and I still carry it, I have become a victim of my strange Qisuu.com book! If you have no money, reduce the quota." Sun Jiandong said with a straight face: "Don't talk about indicators." Zhang Kai stretched out a hand towards Sun Jiandong and said, "It's okay to add resources. You can't just think of making me the number one when it comes to setting indicators. When dividing resources, no one thinks that I will be the number one." Liang Shiluo suddenly interjected with a drawn out voice, "Oh, Zhang Kai, don't be so fussy. Big man, is there anyone like you?" Zhang Kai said with a dry smile: "Shiluo, if I had so many resources like you, I would definitely be a real big man. No way, I'm poor and short-sighted, I'd better be a little man. Since the boss won't talk Targets, I have to talk about resources, otherwise I can’t do it.” As he said, he shook his head firmly at Sun Jiandong to show that his position was inflexible. Sun Jiandong pointed at the screen of his laptop and said: "The fees are distributed proportionally based on the quotas - the sales fees allocated to you are no less than others, and 0.5 percentage points more than the average. I think The original regional manager has paid more attention to you." Zhang Kai argued: "But the expenses of the marketing department don't fall on me much." Sun Jiandong said: "The cost of the marketing department is up to you to fight for." Zhang Kai spread his hands and said, "I fought for it, but they won't give it to me, what can I do!" Sun Jiandong immediately said: "That's right, here is the problem! Why can other community managers win the support of the marketing department, but you can't?" Zhang Kai opened his mouth wide and stared dryly, unable to answer for a while. Liang Shiluo took the lead in laughing, and the community managers laughed together.Zhang Kaiqian was neither annoyed nor angry when he stood there and sat there. Sun Jiandong waved his hand and said: "Okay. I encourage you to communicate more with the marketing department. Whoever can get the support of the marketing department is his ability. I can take care of you for the sales department's expenses, but I can't take care of you too much. The cost of maneuvering by the district manager is only so much, if you move too much, it means that you have to withdraw resources from other district managers—how much can you give, you can come to my office to communicate after the meeting.” In the end, Sun Jiandong concluded: "I just came here, and I need everyone's support. Together, we can do a good job in the performance of the southern district. What everyone said today has been recorded. I will study it carefully and give you an explanation. Regarding the cost issue , I know how much money is easy to do, but the company has company rules. I hope everyone can make good use of the market expenses. Marketing activities must be implemented. This is not negotiable. Look at the absolute and look at the relative, line up from south to north across the country, if others can complete it, we should also complete it, we can't do it with all our strength, and other regions can't do it-but if they can Finished, we can't finish it, and it's useless to say anything to the company. You are all very smart people, and the truth is simple. I don't need to convince anyone. Let's use our brains together and use an official sentence. There are always more solutions than difficulties. I especially want What is emphasized is that an excellent sales manager, what are the characteristics that distinguish him from ordinary sales managers? He will focus on completing tasks and not place too much emphasis on difficulties such as the strength of competitors and the shortage of resources. The important thing is that he does not do business by looking at the resources and indicators in his hands, but by looking at the potential of the market, so that the company can maintain its leading position in the industry and he can develop rapidly.” Liang Shiluo took the lead in applauding, and she met Sun Jiandong's eyes with a shining light.Zhang Kai followed the crowd listlessly and clapped his palms twice, muttering to himself: "Development, wait for your brain to grow! I did it last year by focusing on the market potential. What will happen to me this year? Who has the ability to find out every year? So many new growth points? I’ve been a fool once, and that’s enough!” After the meeting, Zhang Kai followed Sun Jiandong to his office.Zhang Kai stated his request again, saying that if the fee cannot be implemented, he hopes to reduce the quota. After listening to his uninspiring statement, Sun Jiandong said under pressure, "Zhang Kai, the indicator is only so big on a plate. If you ask me to lower the indicator for your group, you are asking me to increase the indicator for Liang Shiluo's group?" Zhang Kai was stunned for a moment, and thought it was your business. He said: "Boss, I have different opinions on Liang Shiluo's views on indicators at the meeting. She overemphasized the growth rate, but I don't think growth can be viewed independently. Who doesn’t know that this has a lot to do with the base number? Besides, her group’s resources are obviously superior to mine, so I don’t have to reduce the quota, you can just give me more money.” Sun Jiandong suddenly said: "So in a word, the quota for you is higher, and the fee for you is less—then how about you and Liang Shiluo switch teams?" Zhang Kai was waiting to start a tug-of-war with Sun Jiandong, but he didn't expect Sun Jiandong to say this, and he opened his mouth wide in surprise, "Huh?" He hesitated and said, "It's okay if you really want to change it, then I will ask for mine. Sales reps have taken that group too." Sun Jiandong made a stop and said without negotiating: "The sales representatives cannot be exchanged, which will affect the customers. You and Liang Shiluo are the two managers who exchange." Zhang Kai felt that his heart was sinking. He said: "It's not impossible to change, I still ask the sales representative to come with me. The sales in my group are all brought out by me, and there is already a very tacit understanding." Sun Jiandong looked at his watch and said, "You go out first, I still have a conference call. Don't worry, I will study the research data again, and there will definitely be adjustments." Sun Jiandong's tone of voice at the meeting was still calm, but the unhappiness was slowly accumulating in his heart, especially Zhang Kai's high-profile and high-profile negative comments made him quite annoyed.Sun Jiandong's patience is not good, according to him, a guy like Zhang Kai who doesn't help the boss share his worries at critical moments and only thinks about his own one-acre three-point land, don't be polite to him.He really wanted to fix Zhang Kai, but he could only think about it in his own mind, it was just a dry addiction. After all, Zhang Kai was the biggest plate among several district managers. If he was in a hurry, if he quit, Sun Jiandong would be dumbfounded. , In a hurry, I don't know who can top it. Sun Jiandong began to seriously consider accepting Du Lala's suggestion. One is to send the conversation template to the community managers for one-on-one interviews; the other is to grasp the list of TOP10 employees as soon as possible.At the same time, he plans to ask Du Lala to help him analyze and analyze, among the several community managers under him, whoever has the best job-hopping ability is the most likely to want to jump.He thinks that HR should have some tools to know which indicators can be used to analyze a person's career status, which will be more comprehensive and thoughtful than judging simply based on experience.