Chapter 19 18. What the new boss needs is determination

The next day, Sun Jiandong sent the adjusted sales plan for the fourth quarter to the community managers, and at the same time copied it to Jiang Bo and the relevant colleagues in the Central Marketing Department and the Sales and Benefits Department. After thinking about it, he added Du Lala. After Liang Shiluo received Sun Jiandong's email, she opened the attachment with great expectation, and saw that her group had added another 300,000 targets!She almost suspected that she had read it wrong, and when she read it again, she really added 300,000 yuan!Liang Shiluo quickly checked the situation of the other groups, and found that Zhang Kai was also in the same situation.This was too unexpected. Her dark and shining eyes like stars in the dark night slowly dimmed. What disappointed her was not only the quota itself, but she could just add it. For salesmen, who hasn't been quota added? Mostly because he and Zhang Kai were treated equally.

Liang Shiluo closed her eyes and slowly rubbed her temples with both hands, trying to calm herself down from disappointment.She went through the three product lines one by one in her mind, roughly analyzed the situation in the entire Southern District, and finally had to admit that if she had been in Sun Jiandong's position, she would have done the same thing—since it was necessary anyway It is better to simply receive the extra 300,000 more generously.Liang Shiluo made up her mind, and immediately replied an email, simply saying, "With the leadership of Boss Sun, I will definitely overcome difficulties and lead the whole group of colleagues to complete the annual target."

Zhang Kai visited clients outside during the day, and when he returned to the company at night, he opened "Xiao Hei" and took a look: he didn't add a penny to the fee, but the index increased by 300,000.He couldn't get angry yet, because Sun Jiandong also added 300,000 indicators to Liang Shiluo of the same product group. Zhang Kai read the data with a gloomy face, feeling very depressed. He was not sure whether Sun Jiandong was trying to repair him on purpose, or whether he really thought that this product line should be added indicators.In any case, he felt that the company had no conscience for treating him like this!Last year, in order to reduce the pressure on the region, although he could not be said to take the initiative, he simply assumed the indicators that should not have been imposed on him. It was really according to Sun Jiandong's saying "do business based on the market potential".Even if you grow crops, let’s talk about maintaining the fertility of the soil and recuperating. This year, he should be given a chance to breathe a little bit for the hero of the previous year—Sun Jiandong is good. Not only does he not give money, but he also increases the quota. What about the sales representatives here?

Zhang Kai felt that his breath was congested in his chest, and he really wanted to talk to someone. Lala was immersed in her work when someone knocked on the door. When she looked up, she saw Zhang Kai standing by the door. "Lala, are you free? I want to chat with you." He said weakly. Seeing his sour face, Lala hurriedly beckoned him to sit down. Lala knew Zhang Kai very well, so she teased him and said, "Beautiful man, who owes you money and hasn't paid you back?" Zhang Kai sat down, full of resentment, and babbled about the matter, interspersed with many lyrical parts, and it took nearly half an hour to temporarily come to an end.

After listening to Lala, she couldn't tell whether Sun Jiandong's adjustment of the indicators was a business matter or a repair of Zhang Kai. Even if Sun Jiandong was really repairing Zhang Kai, it was not good to say anything to Zhang Kai from her standpoint.What she was sure of was that Zhang Kai's attitude was not right. Lala pondered for a while and said: "Well, Zhang Kai, I can't say well about business matters. Your boss also sent me a copy of the index adjustment this time. I haven't communicated with him yet. Just looking at the numbers, I guess he may think that the product line you are in should add indicators, so you and Liang Shiluo each added 300,000."

Zhang Kai opened his eyes wide and wanted to refute, Lala made a stop gesture, and inspired: "Let's put aside the indicator matter first——Let me ask you Zhang Kai, if you take over a new area, what do you want your subordinates to do?" manner?" Zhang Kai was stunned for a moment, then muttered: "Of course I hope they will be positive and work hard." Lala immediately said: "That's terrible! Comparing your heart with your heart, when the new boss arrives, you should show your determination as a subordinate. Don't you know how to express your determination?"

Zhang Kai shook his head in disapproval. He said, "Lala, you don't know, we are in sales, and our determination is not so easy to show! Our determination must be expressed in numbers. I won't do this glorious day again, bear 364 days of stupidity. I don't think I've said anything wrong, I'm telling the truth!" Lala said: "I can't judge whether what you said is right or not. Even if what you said is reasonable, your target is indeed high and the cost is indeed low-but you contradict the new boss at the first manager meeting, it's not a problem. You are wise, what kind of first impression do you want to leave on him? Why don’t you communicate with the boss privately after the meeting? In front of so many community managers, you ask him to reduce the quota and increase the fee for you. If I promise you, what else will he care about if other people follow suit?"

Zhang Kai retorted: "Isn't DB's corporate culture advocating direct communication? Why can't we talk about problems?" Lala said: "It's true to communicate directly, but you have to separate the occasions? If your subordinates contradict you in public, with your temper, I think you will probably lose your temper." Zhang Kai dissatisfied: "As long as they reflect the problem objectively, I never get angry. When Boss Qiu was here, we could discuss any problems at the manager's meeting. I have always been a one-two It's two, I can't do things like shaking my head and tail!"

Lala laughed and said, "Then you mean to ask your boss to please you instead?" Zhang Kai pouted his neck and said, "I didn't mean that. Anyway, I'm a direct person, and I've always communicated with Boss Qiu like this." Lala said seriously: "You used to do well under Jack Qiu, and he also understood your personality. I think he gave you three points. But do you think you can speak because of your good performance? Louder than others?" Zhang Kai raised his voice and argued: "I didn't do that, I just discussed the facts. In fact, I have always communicated in this way, and I have never had any problems with Boss Qiu."

Lala said bluntly: "Now your boss is Sun Jiandong! No matter how well you did in the past, it is just your past and has no meaning to the new boss! And your present performance is what you mean to the new boss. It is not obvious that the future trend is more important than the successful past.” Lala's words were ruthless and accurate, Zhang Kai was stabbed into a sore spot by her, and he couldn't make excuses, Lala glanced at him, and continued: "Besides, Zhang Kai, have you ever thought about it? As the saying goes, a capable person has a bad temper. Big, you and I are both managers, and we all tolerate that our subordinates with good performance sometimes challenge us, because he has good performance and strong ability, and we don’t want to fall out with him—but we have no choice, in our hearts , would not like such a subordinate. Would you be willing to promote him when there is a chance to be promoted?"

Zhang Kai was taken aback when he heard this. No one had ever told him about this in the past, nor had he thought about it.He restrained himself, lowered his voice and said, "Okay, Lala, what do you think is wrong with me?" Lala said honestly and bluntly: "For example, if you want to ask the boss for money, won't you express your wish well and positively? Why are you complaining like a bitch? Who would listen to it? In the end, you did the job, and the person offended you. Do you think this is the case?" Zhang Kai dissatisfied and said: "Manager Sun just looked at the sales expenses, so I explained it. The market resources are too biased towards Liang Shiluo this year. She really did a good job in attracting people from the central marketing department, and she ate all of my share. Myself If you don’t have market resources, you need Boss Sun to come forward to coordinate, everything has to be done by the district manager, so why do you need the district manager?” Hearing his last sentence, Lala couldn't help laughing and said, "Damn it, it's against you." Zhang Kaili said confidently: "It was originally!" Lala said unhurriedly: "You are quite right. However, in your state, you should wait to be a community manager for the rest of your life. You don't want to fight for resources, and you call it 'shaking your head and tail', but let everyone The district manager went to intercede. To the big district manager, don’t you say that this work is “shaking your head and tail” and calling it “coordination”——I still have work to do, and you won’t listen to me anyway. , I won’t tell you any more.” Zhang Kai quickly said: "Hey, I'm sorry, I've written down everything you said, and I must listen to it. Lala, tell me, what else is wrong with me?" Lala said: "You told me to say this yourself - Shiluo, you have nothing to blame her, everyone will fight for their own interests, if you can get more money, don't you want it?! So, what you have to do , not to blame her for fighting for your share of food, qishu-qishu-qishu, but to think about where her brilliance is, you can also influence the central marketing department like her." Zhang Kai shook his head and said: "When John used to be the director of the marketing department, from Wang Wei to Qiu Jieke, he didn't buy the account of the marketing department. I can't do it by nodding and bowing to the people in the marketing department." Lala said disapprovingly: "Then don't complain! Besides, I don't believe that the Central Marketing Department is willing to pay you just by nodding and bowing. Don't they decide how much to invest based on how much output you promise? " Zhang Kai refused to accept it: "I'm not complaining, Lala! You said that the regional manager shouldn't come forward to coordinate under such circumstances? Besides, Manager Sun has been in the marketing department for three years. People can talk." Lala asked back: "Have you asked your boss to come forward to coordinate?" Zhang Kai said aggrievedly: "How can I ask?! He made it very clear, encouraged us to communicate with the marketing department more, and said who can get the resources and whose ability is it - he is not putting himself out Have you picked it clean? We will take care of it ourselves, and there is nothing wrong with him.” When Lala heard that Zhang Kai was criticizing Sun Jiandong again, she pointed at Zhang Kai and said, "If you still treat the boss with such an attitude, you will suffer a lot. I counted it as a waste of time talking to you." As soon as Lala reminded him, Zhang Kai also secretly laughed at his habitual behavior: "OK, I will change it. I promise not to let you down on me." Lala said: "That's right, you are such a smart person, there is nothing you can't turn around such a corner." Zhang Kai sighed, and reiterated his central idea like a madman: "Lala, the overall performance in the southern district is lagging behind. I can understand the difficulties of the boss, and I will definitely not be helpless, but I really need to give more resources. Do you have any good ways to teach me two tricks?" Lala said: "What good advice do I have? You are a salesperson yourself. If you want resources, you can find me, a person who doesn't understand sales." Zhang Kai said: "That's different. You look at the problem from a different angle. Maybe you can find a good way. Lala, let me tell you, as long as I have money to invest, I can ask customers for business. I made a detailed analysis with the boss. , He made it clear where the money was invested, but he just didn’t let go, I don’t know if he was worried about my analysis of the potential of the client, or he was reluctant to invest.” Lala thought for a while and said, "How about that, let me tell you an allusion. It is said that a man was driving twenty pigs to the market. When it rained heavily on the way, he went to a farmer's house to ask for a place to stay. A peasant woman came out and said, She was the only one in the family, so it was inconvenient to keep him. The man begged: "Only stay one night, and give a pig." The peasant woman agreed, but declared that there was only one bed in the house, and there was no bed for this man to sleep in. The man begged again: " Let me sleep on the bed too, and give a pig.' The peasant woman agreed after thinking about it. In the middle of the night, the man asked to sleep on top of the peasant woman, but the woman refused. The man promised: 'I won't move after I come up, so give a pig.' The peasant woman After thinking about it, he agreed. After a while, the man couldn't bear it anymore, and discussed with the peasant woman: "Just move it." The peasant woman firmly refused. The man said: "Move it and give the pig two heads." After the peasant woman finally agreed, the man moved After eight strokes, the farmer woman quickly asked, "Why is it not moving?" The man said, "The pig is gone." The farmer woman whispered, "I'll give you the pig." After dawn, the man whistled and drove away happily With twenty pigs on the road - this story illustrates two points: first, customer needs can be guided and cultivated, or manufactured; second, in order to guide and cultivate customer needs, appropriate investment in the early stage is reasonable and must." Zhang Kai didn't laugh, and said seriously: "Although your joke can make sense, it's a bit vulgar and unrefined." Lala was disappointed, and said angrily: "Nonsense, this is a classic marketing case of Harvard, how can it be unrefined?!" Zhang Kai didn't believe it: "Is it true? It's really not serious enough." Lala teased him: "If you pay me a high enough fee, I'll go home tonight and make up an elegant and serious joke for you." Zhang Kai asked seriously: "Then what is the title of your joke?" Lala suppressed a smile and said, "Just call it 'I'll give you a pig'!" Zhang Kai said: "Okay, tomorrow morning I will tell the boss 'I will give you a pig'." Lala said sternly: "Zhang Kai, I can't bring these things up to your boss, or he should be overwhelmed, thinking that we talk about him behind his back, which is not good for you." Zhang Kai understood and said: "I understand, it's not convenient for you to say anything, even if you say it, it won't help me. To be honest, Lala, I really don't have anyone to talk about it. It's not appropriate to talk to people in the sales department. I can only talk to you guys." HR has talked about it, please help me keep it secret. I won’t mention the indicators. I will try to communicate with the boss again about the cost. Guaranteed not to complain, not to contradict, and to communicate alone." After Zhang Kai left, Lala thought about it. Now that the community manager is under so much pressure, it is true that Sun Jiandong should help his subordinates remove obstacles in their work. How can they agree with Sun Jiandong?If it was Chen Feng, Lala would say it straight.Even if Chen Feng was unhappy at the time, it would not hinder the relationship between the two, and he would usually be able to objectively think about what Lala said afterwards.Sun Jiandong was at a loss. Two days ago, Lala suggested to him to adopt a unified template for one-on-one individual conversations. He obviously agreed with it, but after hearing what Zhang Kai said today, in fact, he did not adopt his own afterward. suggestion. Lala thought, she should pay more attention to observing Sun Jiandong.