Chapter 28 27. What is READY FOR NEXT LEVEL

After Li Kun was selected as the manager candidate, Tian Ye proposed to take a vacation. Although Chen Feng was not very happy, he agreed to take the vacation. He asked Li Kun to pick up the job in advance and made an announcement in the southern district.On the same day, Li Kun knocked on Lala's door respectfully and said that he came here to "thank Manager Du for his support". He was both happy and somewhat embarrassed when he said it. Lala saw it and said with a smile: "If you want to thank you, thank yourself, and then, thank your regional manager Chen Feng." Li Kun said with a smile: "Boss Chen, I want to thank you, and Manager Du, I also have to thank you well. My development today is inseparable from the guidance of the two of you."

Seeing Li Kun's reserved look, Lala said sincerely: "Li Kun, you don't need to be so polite, you don't need to use 'you', everyone has called me Lala for so many years, you changed it to Manager Du, and you are out of touch .According to me, it's better to be Lala." Li Kun nodded embarrassedly and said yes. Lala said again: "Li Kun, if you want to say that you can achieve today's development, it is inseparable from Chen Feng's guidance, it is still objective, and your former community manager Tian Ye, she has paid a lot for your growth. As for If it comes to me, then I really don’t dare to take it——but in the future, if you encounter difficulties and think that I can help, just come to me. A new manager will always encounter many difficulties. The first three to six months are the most stressful."

Li Kun said: "I was also going to ask, Lala, what do you think I need to pay attention to? Do you have any suggestions for me?" Lala asked back: "Have you asked Chen Feng?" Li Kun explained: "I went to Boss Chen's office just now, and his assistant said that he went to visit a client, and he won't be able to return to the office until later, so I'll come here and ask your opinion first." Lala nodded and said: "That's good. This time you competed with Yao Yang, you won, but she lost. You two were in the same team as the successor of the manager, so there must be a competitive relationship. I don’t know if you used to compete with each other secretly (Qi.Book.Net--Complete.Related.Provide. Provided), you chased after each other, competitive, maybe occasionally you would come to ridicule each other, or even hit a little black Boxing, that is a normal phenomenon and a law of nature. Overnight, you became her boss. For her, this psychological gap is not small. She is an excellent sales representative. I hope you can make good use of her and avoid appearing What she does when she quits or goes against you—make good use of former competitors and stabilize important core players is the first hurdle for a new manager to pass.”

Li Kun nodded seriously and said: "I have thought of this too. In fact, Yao Yang is very capable. I don't think I have any obvious advantage. I will still choose her. There is an element of luck here. I really need her to help me organize the team. Take it." Lala smiled and said: "My second reminder is to pay attention to the role change from sales representative to community manager. In the past, it was enough for you to do a good job yourself. Now, you need to do a good job in every sales below you. Only you can complete the task. Don’t rush to the front line to be a sales representative. This is a problem that many hard-working new managers tend to make. What a manager needs to do is to teach the sales representatives below how to do a good job. What does teaching mean? , not to replace him, but let him learn to do it himself."

Li Kun took notes very carefully.Lala asked him with concern: "Is there any problem? Can you understand me?" Li Kun nodded repeatedly and said, "I understand very well." Lala said: "If you don't understand anything, please interrupt me at any time. The third point is that when a new manager takes office, there are a lot of things to know. Where should I start? Human energy is limited, and we must quickly solve a lot of complex problems. Grasp the key to the problem, formulate a clear and feasible plan, establish an effective operating system, concentrate energy and resources, and complete the primary task. The so-called 28 principle, that is, 80% of the output comes from 20% of the most important actions, So be clear about what is most important to you, and make sure you don't act like a headless fly, or like a fire brigade, doing what you catch.

"The fourth is to clarify the goal and establish consistency. Before starting the selection process, I discussed the selection criteria with your boss. I saw a few things he said, all of which were aimed at the ability to complete the sales target, which shows that he Putting the completion of the sales target in the first place. Your goal is not only your personal goal, you must first be consistent with your boss. At the same time, your goal is also the goal of your team. Some managers themselves are too busy to die. The people below don't know what he is busy with, and everyone does their own work, which is bad. The task of the manager is to point out the direction for the team and mobilize the potential of the whole team to go towards this goal together.

"Article 5, at the beginning of taking office, you might as well ask your subordinates frankly, what do you expect and ask of me? What kind of support and help can I provide? Also clearly inform your subordinates what you expect of them. "Article 6, at any time, don't forget that the control of the business comes first." Li Kun was eagerly listening and memorizing, seeing that Lala had stopped, he hurriedly asked: "Is there anything else that needs attention?" Lala said with a smile: "There are so many things that a new manager needs to pay attention to. For example, when recruiting people, they only want to recruit obedient and easy-to-control people. For example, if they manage too carefully, they will make subordinates feel uncomfortable-let's talk about these few things today. Indoctrinate too much at once and be careful to knock you out. Don't worry, take it step by step. You have to recruit someone to take your original position right away, right?"

Li Kun explained: "If the boss agrees, I want to transfer Su Qianchang to my original area, and then recruit another person to take Su Qianchang's position." Su Qianchang, a girl from Xi’an, went to the Pearl River Delta to venture into the world with her boyfriend after graduating from university. She worked in a state-owned enterprise for nearly two years. More than a year ago, she saw the recruitment advertisement of DB on 51JOB, and sent her resume with her boyfriend. , As a result, both were hit by Tian Ye.Tian Ye saw that the two not only graduated from the same university, but also graduated from the same major, and became suspicious. After questioning, the two children truthfully admitted that they were boyfriend and girlfriend.Tian Ye declared that he could only accept one, and after discussing with Chen Feng and Lala, he asked Su Qian to sing and assigned Li Kun to take her with him.

Su Qianchang has an apple face, with two dimples when she smiles.As long as this person has a smiling face, it is always more cost-effective. In addition, the little girl is really smart, studious and hardworking, so Li Kun took her with all his heart. People in the company often saw Su Qian singing with her. Li Kun came in and out behind him, like a follower. When Lala heard what Li Kun said, she immediately remembered that Tian Ye had mentioned that Su Qianchang had made great progress at the Southern District Manager Meeting of the Commercial Customer Department, and praised Li Kun for his contribution.

At that time, someone suggested that Yao Yang was also good at leading people, but Tian Ye said with certainty that Li Kun's performance in leading people was better than that of Yao Yang.Chen Feng was very interested when he heard this, and asked Tian Ye to tell everyone on the spot what is so good about Li Kun leading people. Tian Ye contrasted: "Yao Yang's leadership is relatively random, and he can teach whatever he encounters. Therefore, the newcomers have more experience in the problems they have encountered, but some problems that should be able to be solved, because they have not encountered them before, may be completely different. No idea. As for Li Kun, he has a very important characteristic of leading people - he has a complete plan. First of all, he has set very clear goals. It is very clear to what extent he wants to train newcomers. Setting training goals When teaching, he will fully consider the work goals and the current level of newcomers, so he will not miss the basic and main things when teaching. How long does it take for newcomers to learn what content, what to teach first, and what to do later, He has a clear plan for priorities, and he transmits information step by step, so that newcomers can learn from easy to difficult. With such a plan, even if Li Kun is transferred midway, the person who replaces him will be able to learn quickly just by looking at the plan. It is easy to understand the learning process of newcomers and what to continue teaching next.”

Chen Feng listened to Tian Ye's analysis and asked Lala what her opinion was. Lala said: "We can divide the business ability into four levels, - the first level is that the assessee is just getting started, is in the learning stage, and needs the guidance of others to complete the task; "—Level 2, that is, the supervisor only needs to give regular attention, and the assessee can basically complete the task; "—Level 3 means that the evaluator can not only complete tasks independently, but also teach others, and is a benchmark player in his group; "—and the fourth level is that the person being assessed can not only teach others, but also form his experience into a written and self-contained system, which can be promoted and used ready-made, so he can be called a 'model'. His level Not only in his group but also in the whole region is top-notch. Such a person means that he is READYFOR NEXT LEVEL (meaning that the evaluator has reached the level of a higher-level position and can be promoted as soon as there is a vacancy). "People at the third and fourth levels don't necessarily have much difference in level when they do it by themselves. The key is that when they teach others, the third level is more random and lacks planning, while the fourth level forms the experience into a system and writes it down. It can be popularized and used off-the-shelf—this is where Li Kun is better than Yao Yang." Chen Feng followed the topic of Lala and continued: "A good system has several characteristics, which are conducive to promoting the achievement of the highest work goals and can operate independently of individuals. From the analysis of the field, Li Kun's leading people The plan does have such a feature that even if he is transferred, others can continue to use his style. From the manager's point of view, the highest state is to let the organization avoid excessive dependence on a certain individual and rely on the system to operate. It’s not about leaving anyone alone.” Shi Nansheng, who was sitting next to Lala at that time, immediately salivated and said strangely: "That is to say, if the system is good enough, we community managers are not important. Anyone who wants to leave in the future can leave. The company will not ask you to stay." Down." Chen Feng had no choice but to make a positive statement: "Shi Nansheng, you are the manager, be professional, don't talk nonsense." When Lala heard Li Kun's proposal to let Su Qianchang be in charge of a large area, she understood that Li Kun wanted to cultivate Su Qianchang.Lara nodded without commenting. Li Kun tentatively said: "Lala, Su Qianchang has three years of sales experience, and it has been a year since she joined DB. Her performance is good. The cumulative completion rate in the past twelve months has exceeded 100%. She also has a characteristic. She is very enthusiastic, and she is willing to help anyone in the group who is not busy, so the interpersonal relationship is good--the company will evaluate the senior sales representative next month, do you think she is qualified?" Lala explained: "According to the company's relevant policies, she has already met the declaration requirements. If she can successfully pass the senior sales representative assessment next month, she can be promoted." Li Kun nodded confidently and said, "Su Qianchang's product knowledge and business plan are good. I believe she can pass the assessment." One week before the assessment, Lala worked overtime one day until 9:00 p.m. Before she left, she saw Li Kun and Su Qianchang occupying a small conference room and concentrating on preparing for homework.Lala stood at the door of the conference room and said with a smile, "Li Kun, this is not about Su Qianchang, it's about you." Hearing the sound, Li Kun got up quickly and said, "Lala, are you still off work?" Su Qianchang followed suit and got up, obediently said: "My boss has been working hard these few days, and he takes the time to tutor me every day." Lala smiled, waved to the two of them and left first, thinking that Su Qianchang was sensible, knowing that the manager All this hard work is for my own future, stronger than those children who don't know how to be grateful. On the day of the assessment, Su Qianchang was placed last. Li Kun was worried and waited for her outside the examination room restlessly.Su Qianchang didn't walk out of the examination room until seven o'clock in the evening, and Li Kun immediately went up to ask how it was, Su Qianchang smiled and said, "I think I performed well." Only then did Li Kun feel relieved, and sang to Su Qian with concern: "Are you hungry? Let's go, let's go eat." After hearing Li Kun's words, several judges smiled and said to Chen Feng: "Li Kun is really hardworking as a manager." Lala also said: "I'm envious! When will my boss treat me like this!" As soon as the words came out, Lala suddenly remembered the teachings that the departing president He Haode had taught her in the past. On the surface, she talked and laughed with everyone. But I couldn't help feeling very disappointed, and I didn't want to follow that line any more. On the day when the high school rankings were announced, Li Kun was more excited than Su Qianchang himself, and even talked a lot more. Shi Nansheng teased him and said, "Li Kun, why do I think you look like Fan Jinzhong? I have to find you a butcher!" Becoming a father-in-law."