Chapter 21 20. The person who wants to be a manager 2 - hand in the cost of contradiction

As soon as the internal recruitment notice came out, many people were eager to try it.After a week's registration period, Lala counted, and there were five people who signed up. It happened that Chen Feng came to look for her, and she printed out the resumes of these people and spread them on the table and said, "Look, there are five of them, all of whom are senior sales representatives, and their seniority and performance also meet the requirements." A Lu Qiubai, a bachelor's degree, a veteran sales representative, has served in DB for 16 years. 41 years old. B Wang Peiyao, undergraduate, veteran sales representative.pregnant woman.

C Ai Ai, college degree, veteran sales representative, joined DB for two years. D Yao Yang, master, last year's Southern District TOPSALES (Southern District Gold Medal Sales). E Li Kun, master, last year's national TOPSALES (National Gold Medal Sales), was awarded by the company to travel to Hawaii. Except for the one with a four-letter A, the other four are all in their early thirties, and they all have enough experience in the industry.Chen Feng frowned and picked out B's resume, and said to Lala: "I don't know what this Wang Peiyao thinks, let's not talk about your potential, you are already pregnant, let me promote you as a manager at this time, you Do you have the energy? After a while, you will take another four months of maternity leave, what should I do? I can’t work as a part-time community manager? Besides, you are in your thirties, and it’s hard to get pregnant, whichever is more important? Why can't you tell the difference? This person has a problem with his judgment and is not clear-headed. Just for this one, he is not a manager at all."

Lala laughed and said: "She may be a bit like the type of person we usually say that is easy to get confused about the situation. Liszt taught me before that good judgment is the first criterion for high-potential talents. He attaches great importance to a person's personality." Judgment, if the judgment is wrong, then the starting point is wrong. Without the right direction, no matter how hard you try, it will be futile. Let’s say you are in sales. All excellent salespeople must have a good ability to judge potential target customers. .” Chen Fengrao asked with great interest: "How did your old Li explain judgment to you? What is good judgment?"

Lara recalled: “He said a few things——be able to identify opportunities and risks before others, and take action to seize opportunities and prevent risks (fast). "—In complex and difficult situations, he can quickly grasp the key to the problem (quasi). "——Correctly interpret other people's motives and desires, what the other person wants, what he cares about, you have to have a correct judgment. "At that time, what Liszt said to me was that if the risks were not correctly foreseen in advance and prevented in time, it is not impossible to remedy the mistakes, but the cost of remediation will often be greater than the cost of prevention. For this reason, Lao Li is very happy. Those who value experience, he likes to use people with good experience, because people with experience often make more accurate judgments, know where the opportunities are, and what risks they may encounter."

Chen Feng looked at Lala talking with a smile, and he asked a question: "Are these characteristics of high-potential talents innate, or can they be cultivated?" Feeling that she met a bosom friend, Lala said happily: "It's really a hero who sees the same thing! I'm also very interested in what you said. You can do what you can to be my blue-faced confidant." Chen Feng laughed and said: "Then I will accept the important task reluctantly. I think I have to work hard, otherwise I don't know why you won't let me be your blue-faced confidant one day."

Lala also laughed: "According to Lao Li, most leaders are born, that is to say, most of these characteristics are inherent traits, such as never being satisfied with the status quo, daring to try and take risks, being kind and different. Dealing with people with style, being sensitive to people and things around you, but there are also some parts that can be cultivated, such as self-confidence and ambition, such as rich experience.” Chen Feng said: "Lala, let's discuss it. Among the sales people, there are often some aggressive (AGGRESSIVE) people who do very well in sales and have a very strong ability to drive performance, but interpersonal relationships Not good, the influence in the team is not good. Such a person often has a strong desire to be promoted. If you mention him, you are worried that he will fire all the people below, or he will run away without firing others; Speaking of him, he still can't figure it out. What do you think of the potential of this kind of person."

Lara thought for a while and said: "You are talking about the kind of people who have obvious advantages and disadvantages. It is difficult to cover everything, but a person with high potential should not be seriously biased, that is to say, he does not want any of these potential characteristics. There are fatal flaws in both aspects, but they have to get by, it’s a matter of degree.” Lala looked at the applicant's profile in front of her, and criticized herself: "It's off topic, blame me for bragging for a long time." Chen Feng said with a smile: "No, I think the clarification of the potential standards will help to judge which of these applicants has real potential."

Lala nodded: "Let's get down to business, Wang Peiyao's manager, Wang Haitao, signed and agreed to her application form. I'm afraid you need to talk to Wang Haitao. Isn't this sending someone here blindly?" Chen Feng was also dissatisfied with Wang Haitao's random checks, so he asked his assistant to find Wang Haitao and come to Lala's office immediately. After Wang Haitao came in, Chen Feng asked him to sit down, then pointed at the resume on the desktop, and asked him straightforwardly: "Haitao, do you think Wang Peiyao is qualified enough to be a district manager?"

Only then did Wang Haitao understand why he was looking for him. He stammered and said: "Actually, it is not enough, but how should I say it? According to the conditions on our recruitment notice, she has the right to apply! She is a senior sales representative. The performance is above good, what reason should I use to stop her? I can’t say that you are pregnant, so it’s not appropriate to sign up at this time, right? Later, she will accuse me of discriminating against pregnant women, so I’m not in big trouble?” Chen Feng was very dissatisfied with Wang Haitao's cunning, he said bluntly: "So you just hand over the conflict and let me have a headache, right?"

Wang Haitao quickly explained: "Hey, I don't dare to cause trouble for the leaders! I just want to let her go through the evaluation center and tell her that the result is not good. This matter will be over smoothly. The evaluation center Let her come here too, if she can't compete with others, don't blame me." Lala interjected at this moment: "Haitao, what you said is wrong. According to you, if twenty people sign up, we will really send twenty people to the assessment center? Otherwise, these people will resent us, Do you think we cost him his promotion?" Wang Haitao argued: "That's not what I mean, Lala, she is not pregnant."

Chen Feng asked him: "Haitao, if she is not pregnant and you are the district manager, would you want her to be your district manager?" Wang Haitao shook his head embarrassingly. Chen Feng said: "No, right? We all know that the crux of the problem is that she has not met the requirements of the manager position at all." Lala also said: "DB's evaluation center is composed of four directors or senior managers, and it is only used in the recruitment of positions above the manager level. The evaluation time for each applicant should theoretically be one hour or more. One hour for a director, plus the round-trip air ticket from Guangzhou to Shanghai, Haitao, how much do you think it will cost? Such an expensive test, we can’t send her to the assessment center just to take care of the candidate’s emotions.” Wang Haitao froze for a moment and said, "I really haven't thought about the cost issue." Lala inspired: "Haitao, passing the evaluation center is a very serious matter. If such an obviously inappropriate candidate is really sent to participate in the evaluation, you think, the directors must be angry. Looking back, the manager who signed the approval It's you, the directors will remember, 'Wang Haitao from the Southern District of the Commercial Account Department, this guy is not professional'. Taking a step back, even if you offended Wang Peiyao by not approving her to pass the evaluation center, then you think it is offending a Is the high cost of confused subordinates, or the high cost of offending four sober directors? Haitao, use the selection method to calculate." Wang Haitao stared blankly at Lala and said for a long time, "Well, how many people do we usually send to the assessment center for a job opening?" Lara said: "It's not necessarily true. If there is only one suitable, just send one. It's best to have two or three for the bosses to choose. In other words, if five people sign up, and they are all very strong , we really can't tell the difference, so we should send them all, but this is basically impossible, otherwise there would be no such sayings as "talents are rare"——Haitao, let me tell you, don't worry It’s not a matter of quotas to send a few, if it’s not suitable, we will resolutely not send it.” Wang Haitao nodded and said, "I'm sorry, I'm to blame for this matter. I'll understand after you dial a little. I'll handle it." Lala explained worriedly: "Talk to her patiently, after all, she is pregnant, so it's not easy." Wang Haitao patted his chest and said, "Don't worry, I will talk about the gap between her and the manager's ability to serve." While talking, Chen Feng's assistant said that there was an emergency call and called Chen Feng away. Wang Haitao said with emotion: "Lala, thank you for talking about the cost issue with me today. I understand it immediately. I know some people say I'm slippery." Well, how should I put it, I’m actually not a slicker. Sometimes I feel embarrassed to talk to my subordinates about his problems. People like to listen to good things, and no one is happy when they are criticized. If there is something he does not do well, you let him I pointed it out, that’s okay; if a person lacks self-awareness, or is a little stupid, you ask me to say, I’m not easy to speak, isn’t that hurtful? I generally don’t fire people positively. People with problems, I Most of them adopted a cold treatment method, and gradually made him unable to bear the pressure and offered to resign. Chen Feng knows that if I fire someone, I am more painful than the one who was fired." Lara nodded understandingly and said: "So you don't need to say that she lacks self-awareness, just talk to her about job requirements, more facts, and 'STAR', which is the most objective. I read a case recently, to the effect that a supervisor I was ashamed to point out the problems of my subordinates, so I kept it in my heart. Finally, when he had to let him go, the employees were surprised and asked him why. The supervisor had to say the problem that he had endured for a long time, but the employees didn’t appreciate it at all. She Angry, I have worked here for thirteen years, why no one has ever told me where the problem is! Until today you let me go - so, if the manager is really nice to the employees, he should clearly point out the problems of the employees and guide He improves, don't avoid the problem. In this way, even if one day you have to let the other party go, you can avoid his surprise and excessive anger. Speaking of our case, 'senior level' and 'good performance' are only candidates The two basic conditions for a manager are not sufficient conditions. In Chen Feng's district, there are at least 20 or so people who can meet these two requirements, but we all know that there are only so many people who are really strong enough to fight for it. Two or three people. I think the reason why Wang Peiyao signed up for the manager competition was not because she wanted to make trouble. She knew that she was not qualified but she still wanted to come. She did not understand the company's requirements for managers and thought she was qualified. While discovering that employees lack a clear understanding, managers should help employees accurately position themselves and understand the gap between themselves and job requirements.” Wang Haitao nodded earnestly and said, "I really understand what you said. I may still be embarrassed when I encounter the same situation next time, but at least I already know what the correct handling principles are, and I won't bother you again. Push it to Chen Feng—— Lala, when it is convenient for you, I will treat you to dinner as a thank you." Lala was embarrassed: "Haitao, you are welcome, I have a better memory and am good at reciting." When Chen Feng came back, Wang Haitao went out after asking him if he had nothing else to do. Chen Feng looked at Lala and said with a smile: "Okay, just a few words will make her dumbfounded." Lala shook her head and said, "What, that's not dumbfounded, but convinced. The sales manager is very sensitive to data, and it's easy for him to understand when you calculate the cost with him. I use a heuristic, put This matter is related to his personal future. Next time, he will not push all the troubles on you like this again. " Chen Feng smiled and said: "Look, I immediately combined this matter with my personal interests. I invite you to dinner." Lala also laughed, and said: "No, you always use such invoices to reimburse TONY Lin, and he should tell Qu Luoyi later, is your Du Lala particularly deficient in nutrition? Why do you always take money from the sales department? eat."