Chapter 20 19. People who want to be managers 1 - standard

During lunch, Chen Feng told Lala that Tian Ye offered to resign. Lala was taken aback, quickly swallowed the cream soup in her mouth, and asked, "Why?" Chen Feng explained in a calm tone: "TM will be done by her regional manager." Lala couldn't understand Tian Ye's choice: "TM can't even be called a second-rate company, and its regional manager is worthless, so what is Tian Ye doing there?" Chen Feng analyzed: "She didn't say it, and I guess part of the reason is that we are under a lot of pressure here." Lala said disapprovingly: "Sales have their own year and year, even if TM is less stressed this year, next year it may be more stressful, and you will encounter difficulties wherever you go. You can't just run away from difficulties. Tian Ye should understand this truth. Besides, didn’t you decide to recruit her to DB at the beginning? I think you have been cultivating her very much in the past two years. She must have a better future in DB than going to TM as the regional manager. Have you kept her?"

A trace of disappointment flashed in Chen Feng's eyes, and he said lightly: "I've already talked about it twice, it's useless. You know Tian Ye's character, and it's useless for anyone to say what she decided. Women nowadays Men are ruthless." Lala put down the spoon in her hand, looked at Chen Feng sympathetically and said, "Oh~~~~ The abandoned people are hurt." Chen Feng said with a smile: "I've already gotten used to it, don't let me leave you one day." Lala suddenly remembered something, and asked Chen Feng: "Did you not invite Sun Jiandong to have dinner because you wanted to talk about the field?"

Chen Feng clarified: "That's not true. It's the same when talking about field affairs in the office. I just feel that I don't know Sun Jiandong very well. It's awkward to have something to talk about when we eat together." Lala didn't believe it: "It's a lie! A salesman still cares about eating at the same table with someone he doesn't know?" Chen Feng said seriously: "It's a work behavior to invite customers to dinner. Eating with you is a relaxing, very personal behavior." Lala said: "Okay, I don't know what you are doing for it. In short, I will not drag you two to the same dinner table in the future."

Chen Feng smiled and did not comment. Lala thought for a while and asked Chen Feng: "Then, what do you think about the person who will succeed Tian Ye? Do you want to recruit from the outside, or be promoted from within?" Chen Feng said: "I want to discuss this with you. My idea is to look at the inside and outside and compare more. The field area is very important, and I still want to choose a stronger one." Lala nodded and said: "Just do what you want. HR will immediately release an internal recruitment notice to see who has applied. Then let's go through all the outstanding representatives below you and see what you have in mind. Possible candidates. How about we discuss the screening criteria for an internal manager candidate now?"

Chen Feng said casually: "Okay, you go ahead and I'll add." Unexpectedly, Lala protested at him: "Why do you want me to say it first? You are the most cunning, every time we do an interview together, you want me to say it first." Chen Feng said: "I respect you. Because you are smart, I want to hear more from you." Lala didn't believe it: "Come on, it's because I'm stupid, right?" Chen Feng said with a smile: "Tell me that I am so cunning, am I that kind of person? Okay, I will talk about it first in the future. You should come first this time."

Lala shook her head at Chen Feng, and said with a smile: "The country is easy to change, but the nature is difficult!" Lara thought about it and listed a few: ——Good performance in the past proves that he has the ability to do business; ——Good influence, good at communication, sensitive to people, have a certain ability to coach others, people are willing to listen to him, only in this way can he have the ability to lead a good team; ——High comprehension and strong learning ability; ——The ability to withstand pressure, the new manager will be under a lot of pressure in the first half year of taking office;

——Currently a senior sales representative; ——Join DB for at least one year in order to observe continuous performance; ——Recognize the values ​​of DB. Chen Feng made a few additions: ——Be good at building customer relationships and have a solid customer base; ——Sensitive to sales results, strong attack power, and have a strong desire to constantly challenge higher performance goals; ——The person who is currently in charge of a key area, so that he has the experience of developing a large area, the ability to deal with large customers, and the experience of cooperating with the marketing department;

——Sensitivity to data, good logical judgment, ability to have better regional business planning ability, and accurate judgment of goals and output, management indicators and expenses; ——Know the industry dynamics and have good professional knowledge, including familiarity with and compliance with the company's various policies. Lala listened carefully to Chen Feng's speech, and concluded: "Your focus is basically on the ability to do business." Chen Feng nodded and said: "That's for sure, the sales manager can't do business well, and it's useless to be strong in other aspects."

Lala said: "Okay, I will sort it out later and send it to you by email. Let's first come up with a few hard indicators. The performance has reached 'excellent' for two consecutive years. I am already a senior sales representative and have served in DB for at least one year. Those in charge of key areas—these four items will be eliminated for one round first. Among them, the requirements for the senior generation and one-year service period can be directly written in the internal recruitment notice, and those who do not meet the requirements do not need to apply.” Chen Feng reminded: "Past performance cannot be too absolute - there are many factors that affect performance. Some people have good performance but average ability. It may be that the indicators for him are set too low, or it may be the basis for the former. Well, it is cost-effective for him to take over such a market, or there is a problem with the competitor, and the opponent made a mistake and caused us to score. And some people seem to have mediocre performance, but in fact they have good ability and attitude, just because some people are beyond his ability. Objective factors lead to unsatisfactory performance.”

Lala nodded and said, "Sometimes, the results of a person's work are very good. In fact, it is not mainly due to him. This is also true. Otherwise, let's lower the performance requirements to "good performance" in the past two years. How about 'or above'? That way it's much more flexible." Chen Feng thinks this modification is more appropriate. Finally Lara said: "Do you have a target candidate in your mind?" Chen Feng pondered: "There should be two of them, I'll think about it later." Lara said, "Okay. I'll call the headhunters today and tell them to start looking too. Do you have any special requests?"

Chen Feng said: "Special emphasis is placed on a result-oriented approach. It is best for applicants to have more than two years of management experience."