Chapter 26 25. People who want to be managers 7——Motivation for job hopping

Sure enough, AMANDA soon gave Lala two more candidates, both of which were obtained from DB's most powerful competitor. The first person is Mike. He has worked in the current company for six years and has three years of experience as a sales manager.After a brief chat between Lala and Mike, he felt that his thinking was very clear, and he was developing smoothly in the current company. After three years as a sales representative, he was promoted to be a manager. Soon.When Lala asked questions, Mike's body language was very professional and sophisticated, which left a deep impression on Lala.

The first part of Lara's question was about performance. Lara asked, "Mike, how's your cumulative completion percentage this year?" "It's over 100 percent," Mike said. Lara said, "What's your sales forecast for the fourth quarter?" Mike said: "No problem at all. It is estimated that the annual sales will reach 110%, and the growth rate is also 35%. The company's average growth requirement is 30%, so I am satisfied with this figure." Lara said, "How does your plate rank in the South Side?" Mike told her confidently: "National ranking, I am the second."

After a few concise questions and answers, Lala felt that the performance question was understood, so she began to ask questions about personnel management. Lala asked, "How many people do you want to bring now?" Mike said, "Ten." Lala smiled and said, "It's quite a lot. Theoretically, the full load is eight. Can you bring ten?" Mike admitted: "It's tiring. But it's manageable." Lara asked: "What is your turnover rate this year? Among these ten people, how many have served in the current company for more than two years, and what are their areas of responsibility?"

Mike said: "Two people have been lost this year, and there should be no changes in the fourth quarter. In my team, there are three employees who have served for more than two years. They can all be independent. They are my core players and are responsible for the most important tasks. Area. These three people also took on the task of assisting me in recruiting newcomers. I now have three relatively new ones, and it happens that they each lead one. The service period of the remaining four in the company is between 1 and 2 years, but the seniority in the industry is low. It has been 2 to 4 years, and it is considered a mature representative. Last year, my team had a national TOP SALES, and this year I also promoted two senior sales representatives.”

Lara then asked, "So, if you leave, who would you recommend to take over from you?" Mike said: "One of the three benchmark players has been with me for almost 4 years, and he is ready to take the position at any time. The other two are also ready to take the position within half a year to a year." After listening to his introduction, Lala felt that the state of his team was relatively normal. The career ladder of the old, middle-aged and young people showed a more reasonable structure, with well-trained successors, and a 20% turnover rate, as far as sales in the industry was concerned. As far as personnel are concerned, it is a medium preference level.

Lara felt that Mike's team was OK, so she turned to examine the type of match between him and her superiors. Lala changed the direction and asked, "Mike, your current boss, how long has he been your supervisor?" Mike said: "He was transferred from another district, and we have cooperated for more than a year." Lara asked, "Can you describe what is characteristic of his management style?" Mike said: "He puts a lot of emphasis on result orientation and has high requirements for execution; he attaches great importance to sales and marketing strategies, and his logic is very strong; what's more, he is a relatively straightforward person with strong authorization capabilities."

Lala asked: "Then do you like this style?" Mike said frankly: "I like it. I actually really mind whether the boss can give me a space to play freely, and I also hope that the boss is a straightforward person. A boss who is too strict or sticky will make me feel depressed." Lara nodded and said, "Understandable—so, what does your boss think you need to develop?" Mike said: "He suggested that I have the opportunity to read an MBA to strengthen the ability of strategic thinking (THINKS STRATEGICALLY)." Lara said, "Do you agree with him?" Mike nodded and said, "I think he's right. Strategic thinking is exactly what I expect myself to strengthen."

Lala laughed and said, "It sounds like you and your boss have a good understanding." Mike agreed: "Yes, of all the bosses I have had in the past, he is my favorite one." Later, Lala asked Mike's current income and career development plan. She looked at Mike's salary recorded in the notebook. It was a very good figure, and Lala couldn't help but feel puzzled.Lala thought for a while, and decided to investigate the other party's motivation for job-hopping head-on.Lara looked at Mike with a smile and said, "Mike, can you tell me why you are interested in the DB position?"

Mike said in a sophisticated manner: "Well, it's like this. DB is one of the best veteran ace companies in the industry, with the most professional and powerful sales force and a perfect product line. In addition, what attracts me the most is that DB has An ambitious development plan in China, which I believe means that in the next few years, DB will provide the most career development opportunities in the industry, which is unmatched by my current company." Mike's answer was so standard and proficient that Lara almost wondered if AMANDA had rehearsed with him first.Lara nodded and said: "I understand. But, Mike, I still have some doubts. Frankly speaking, after our communication today, I think you are a relatively mature manager. You can complete the target without performance pressure. , the subordinates of the team you lead are in normal condition, the superior-subordinate cooperation between you and the supervisor is a tacit understanding, your income is relatively high in the industry, and your promotion is also very fast, all these show that you The company values ​​you; and the position that DB is currently offering does not offer you a promotion, it is a flat jump, and at most it is a little salary increase, which is not attractive. Although you also mentioned the benefits of DB, thank you for your support DB is optimistic, but every job-hopping is risky, you need to re-establish contacts, there is a process of adapting to different company cultures, IMHO, you are more comfortable in the current company, you are in The current company has served for six years and has accumulated a deep network of contacts. From the perspective of our HR, you are a stable employee—I don’t see any reason for you to change jobs.”

Lala finished speaking in one breath, looked at Mike with a smile, and waited for his answer.Mike hesitated before saying: "Lala, thank you for your reminder. You are a very professional and responsible HR. I will indeed seriously consider my job-hopping. Before making a final decision, I will do more research. .” Lala said: "Yes, for you personally, job-hopping is a big thing, you must consider it carefully. For us, we need someone who is really satisfied with this position - you also often need someone in your work. When recruiting people, you must understand that job motivation is what recruiters are very concerned about.”

Mike also smiled and said, "I will seriously consider your suggestion." Lala made a phone call with AMANDA and told her about the interview and her worries. AMANDA was a bit unconvinced. She thought that Mike had good abilities, and she found someone according to Lala's request. As for the motivation for job-hopping, she didn't try to persuade Mike, and he came to the interview voluntarily. Lara asked her: "Then why did Mike jump? His salary is already very high. I can't add one or two thousand yuan to him. A mature professional manager like him would not pay for such a small amount of money." jump." AMANDA said confidently: "Because the product line he is in charge of may be sold in two years. He has to plan for the future." Lala felt that although AMANDA worked hard, she was still a little tender, so she patiently explained: "AMANDA, he also mentioned this to me, but after today's interview, I have to say that Mike is a manager with good potential. According to my experience, major companies will find ways to retain such talents. You can see that his company pays him very well, and he is promoted very quickly, which shows that they value him. Once he really wants to resign, they must We will communicate with him positively and propose solutions such as changing the product line for him to make him feel at ease. That way, even if he passes the evaluation center or even signs our offer, he may change his mind at the last minute, causing trouble Our bamboo basket fetches water in vain." As early as the very beginning, Lala made it clear to AMANDA that she would look at both internal and external candidates. External candidates must be better than internal candidates before considering external candidates.This put a lot of pressure on AMANDA.Some headhunting companies are often reluctant to take up the job when they hear about such conditions, or they are unwilling to work hard.But AMANDA is different, she is under 30, full of ambitions, and refuses to let go of any opportunity. AMANDA is a beautiful girl with a strong nature, but she is in the headhunting business. In order to collect expensive consulting fees, she hides her edges and corners in front of the customer representative Du Lala. ), but I have already greeted Du Lala’s ancestors several times in my heart: TNND, you must ask me to find someone with strong ability. I dug three feet and turned the whole Guangzhou upside down. Over and over again, I finally found someone with strong ability, and you said that such a person, his old club will try his best to keep him, and his motivation to change jobs is insufficient. But last week, you said that the better the community manager, the more likely he will be able to do it in the future. Is the regional manager willing to jump to DB - are you kidding me? ! At the moment, AMANDA retorted recklessly in a hurry: "We are not sure about this. Lala, it is not easy to find a person like Mike in the market. We have spent a lot of thought. I suggest letting him try it out." try." Lara understands the headhunter's mood very well, but she thinks that she is not wrong to judge that Mike has no motivation to change jobs.Finally, Lara said: "According to the requirements of our company's evaluation center, candidates need to prepare a set of 30-minute slides. Idea. You inform Mike to prepare the PPT, make an appointment, and tell it to Chen Feng, our regional manager.” The next afternoon, AMANDA told Lara with great frustration that Mike said he was not coming. AMANDA said angrily: "He is really unprofessional. If you don't want to dance, why waste our time?" Lala said: "It probably wasn't intentional. I guess he was just worried about changes in the future, so he came out for an interview and made two plans. His boss is not a fool. He must have seen what he was thinking. Maybe he just ate it yesterday. Rest assured—he is in such a situation, as long as the original company sincerely keeps him, he will not jump. He has been there for six years, and this is a very stable type for sales employees.” AMANDA was a little convinced this time, and felt that she had learned something new from Lala. She carefully recorded Lala's views and thanked Lala. AMANDA thought for a while, and still asked Lara embarrassedly: "I feel that Mike told me to give up today, and you asked him to prepare the slide show yesterday. I don't know, right?" Lala smiled: "It has something to do with it. I'll give him a try." AMANDA asked curiously: "Isn't it just to prepare a slide show? Why can you try him out?" Lara said: "The interview is actually very hard and troublesome, especially the interview for such an important position as a manager. It is definitely a double test of physical strength and mental strength. If it is just a face-to-face interview, Mike is fine, but he is required to prepare slides. , then he has to use his brain to prepare data and materials, and he has to spend a lot of time arranging the structure. It doesn’t take a day or two for him to write that well. In this way, if he is not sincere, he will find it troublesome. I actually estimated yesterday that once you tell him to prepare a PPT, he will give you a clear attitude soon." Lala didn't say a word, "If it weren't for this, you wouldn't be convinced, AMANDA." AMANDA is a smart person, just click on it, no need to say more. In the end, Lala told AMANDA that she had a preliminary talk with another candidate, Robin, and decided to push it to Chen Feng, the district manager, for an interview tomorrow.