Chapter 33 32. WHY is more important than WHAT

There was a vacancy in Liang Shiluo's group. She screened the applicants in her hands, picked left and right, and half a month passed in a flash. Seeing that the pile of work at the end of the year could not be delayed any longer, she finally found a little girl.This little girl graduated from undergraduate for two and a half years and has been doing sales at a competing company of DB. She asked Liang Shiluo for a basic salary of 6,500 yuan. Liang Shiluo felt that the little girl's sales ability was not bad, so she pushed it to Sun Jiandong and Du Lala.The two met and thought it would work. Lala and Sun Jiandong discussed, "How about we offer her a number around 5,000 yuan?" Sun Jiandong thought the little girl was about the same price, so he agreed.Lala signed the OFFER to Sun Jiandong.

When Sun Jiandong asked Liang Shiluo to communicate with others about 0FFER, Liang Shiluo said that the girl said that she must give more than 6,500 yuan, and if it is less than this figure, there is no need to talk about it! Sun Jiandong didn't think much about it, and passed the words to Lala.When she heard "If you don't reach this number, you don't need to talk about it", Lala was a little upset, thinking: You have only graduated for two and a half years, why are you so loud! Lala asked Sun Jiandong: "What do you think?" Sun Jiandong said: "It's a bit higher. But her current basic salary is only 5,500. We are going to dig her, and she is not here to find us. If she doesn't add a little more money, she won't jump. It is impossible for her to lose money and change jobs." , how about 6000?

Lala thought to herself, do you believe her when she said that the current basic salary is 5,500?It’s not easy to refute directly, so I had to analyze it with Sun Jiandong: “There is not much difference in the treatment given to newcomers by major companies. Generally, the basic salary is around 3,500 yuan. She has experienced two annual salary increases, and she has just been promoted recently. Add one more time. It is estimated that the current basic salary is 5,000 yuan, and we can’t see that she is particularly smart and capable during the interview. She is only at the middle level. DB’s salary structure is a bit different from her current company. Our sales representative has monthly traffic and communication. The subsidy is 2,000 yuan, which is 500 yuan higher than the subsidy she receives now, and we have a supplementary pension equivalent to 20% of the basic salary, which is also a benefit she does not have now. Therefore, assuming the same basic salary of 5,000 yuan, it means that we have paid Her job hopping has given her an increase of over 30%, which is fair."

Sun Jiandong said: "According to the company's policy, employees who have received a salary increase in the last quarter of each year and who are new to the company are not eligible to participate in the annual salary increase before the Spring Festival. She skipped this time now, should we consider that she cannot participate? This part of the annual raise?" Lala explained: "About this point, we know for sure that her current company also has the same rules - if, as she said, she was promoted to Gaodai this month and just received a salary increase, then she is not in the current company. For those who are eligible to participate in the annual salary increase, she can ask their HR to find out, or study the promotion and salary adjustment notice again, which must clearly indicate this point."

Sun Jiandong insisted: "But she has already said that the current basic salary is 5,500, it's not good to jump down." After hearing this, Lala felt that what she had just said to him was useless, so she simply said: "Why don't we ask Shiluo to communicate with this girl, and ask her to provide us with the current salary slip." Sun Jiandong said, "That's fine." His idea was that as long as he showed Du Lala the salary slip at that time, she would have nothing to say, so as to save everyone from wasting their mouths here. Liang Shiluo was very sensitive. As soon as she heard that she asked the other party to ask for the salary slip, she immediately said: "Boss, is there anyone who asks someone for a salary slip like this? I am worried that this will appear disrespectful to others? It's like we think people are lying. Yes, not so good, right?"

Sun Jiandong persuaded: "She wants 6,500, but HR is only willing to pay 5,000. The gap is too big. If you don't bring the salary slip, it's hard to convince HR. Listening to Lala's tone, I don't seem to believe that this girl can get 5,500 with her current basic salary." . Liang Shiluo said angrily: "If you want to ask HR for the salary slip, I can't say it. Du Lala can say as much as you want, at worst, I won't hire this person!" Sun Jiandong said: "If you can't recruit people, it's because of your hard work." Liang Shiluo walked out of Sun Jiandong's office silently with a dark face.Seeing that she was unhappy, Sun Jiandong thought about it.Then he turned back and called Lala and said, "Lala, I thought about it just now. It is not impossible for us to ask the applicant for the salary slip, but the sales department does not have HR majors for these things. Can you come forward and ask for it? ?”

Lala guessed a little when she heard it, and she said: "No problem. I thought this person was introduced by the salesman in the Shiluo group. They are all acquaintances, so it's easy to ask for it. If that's the case, I'll ask for it later." The little girl was very tough, and told Du Lala and the great DB company on the phone: "Why is your company so troublesome! If you offer me a lower price, even if you coax me in now, I will know the truth sooner or later. That would be meaningless." Lala lost her appetite when she heard this, and felt that the girl was rude and ignorant. She politely explained: "You work for a big company, so you must know that companies like DB don't lie. If you If you understand it, you will know that it is normal for HR to do background checks when changing jobs, such as asking for salary slips and business cards, which are common practices. It is not aimed at you personally.”

After being urged twice, the girl faxed the salary slip, and Lala saw that she had just been promoted to a senior representative, and the newly adjusted salary was 5,000 yuan.Lala went to find Sun Jiandong with the salary slip, and Sun Jiandong said, "The girl called him just now and explained that she didn't read it carefully before, and mistook 5,000 for 5,500." Lala thought, just based on the ridiculous things the girl said to her on the phone, this person is not worth the money. If it were Chen Feng, he would find out that he was lying during the interview. Considering that Liang Shiluo’s vacancy has been recruited for a month, Lala said to Sun Jiandong: “Why don’t you discuss it with Shiluo, if you really want this person very much, we will set a new number within 5,500. No matter how high it is, it will definitely not work, it will destroy the internal balance, and if the salary information is leaked, other employees will be unhappy if they find out. We can’t offend a group of people just to satisfy one person.”

Sun Jiandong didn't take this matter to heart, but Liang Shiluo was very annoyed at being cheated, a little bit embarrassed, hesitating that she didn't really want that girl anymore.Before she could fly home, the little girl told her that she was not coming, and it was said that she had gone to MS. Lala didn't know about this change yet. Two days later, seeing that the sales department didn't come to argue about it anymore, Lala still felt strange and reminded Sun Jiandong, "How did the discussion go?" Sun Jiandong said: "I won't come, I went to MS."

Lala thought to herself: If you don’t come, you won’t come, you’re just average, you’re asking for a lot of money, and you’re so rude. Sun Jiandong said: "She told Shiluo that MS accepted her asking price." Lala said dissatisfied: "This little girl's words are a bit unreliable. I don't think MS may have accepted her asking price." Sun Jiandong smiled and said: "I think so, MS's HR is not that stupid. But it seems that MS does offer a higher price than DB - it is difficult to recruit people now, and there is a shortage of experienced sales representatives everywhere. Lala you Do you think our wages are not competitive enough? Why don’t you tell Wang Hong? If the company can raise the price, you will be much better off.”

Sun Jiandong's words are still acceptable to Lala. She also feels that in the past six months, the asking price in the market has been getting higher and higher. You think these young people are not worth such a high price, but there are people in the market who are willing to pay that price to use them. It's true that the industry-wide salary market is bullish. But Wang Hong's temper is also well known, and the budget is very tight. If you say that the price he offers needs to be raised, he will not accept it that easily. Originally, Lala didn't want to find Wang Hong for troublesome things, but something happened a few days later. The applicant was not satisfied with DB's offer, and instead accepted an offer from another company. Dong Qing and Zhou Jiuyi had a quarrel over this. Very unpleasant. Dong Qing pulled his face, and yelled at Zhou Jiuyi in a high-pitched voice: "DB is only a few hundred dollars short?! Just because your HR is stuck with these hundreds of dollars and refuses to give it, they jumped to our competitors. Yes! Our sales are working hard, and your HR doesn’t need to memorize the indicators anyway! You don’t worry about whether you can recruit someone or not!” Dong Qing's lips were foaming, and his saliva almost sprayed on Zhou Jiuyi's face.Zhou Jiuyi turned blue with anger at Dong Qing's arrogant attitude, but she didn't want to quarrel with Dong Qing, so she had to explain patiently: "Dong Qing, it's not that I don't want to give you these few hundred dollars. The company has a salary structure , the 25th position is the 25th position, and the 75th position is the 75th position. It’s no wonder that Lala cares about 0FFER, but she doesn’t. She will be challenged by Wang Hong. I have to be responsible for the company's annual labor cost budget - even if I give you the offer according to the applicant's request, she will turn you back when I get to Lala. .” Dong Qing was already annoying Du Lala, and after hearing Zhou Jiuyi's words, she stepped on high heels and rushed to her boss, the East District Manager of the Key Account Department, to file a complaint. Dong Qing's boss has a personality, and his airs are bigger than Jiang Bo. When he heard this, he was very angry, and immediately called Lala and said, "Lala, talents are hard to find, why bother to watch outstanding ones just for a few hundred dollars?" The loss of applicants. Can we still talk about a competitive salary level when we issue 0FFER like this? Although the company has a company salary policy, the policy is dead, and people are alive. Besides, the policy is formulated to protect the core business , not to hinder business development. The sales department is under a lot of pressure, we are fighting in the front, and I hope your HR can support us in the rear." After he finished speaking, he hung up the phone without listening to Lala's explanation, which made Lala very depressed. After much deliberation, Lala still had to report to Wang Hong. Wang Hong was not happy when he heard it. He said: "My salary framework is based on the latest salary survey data from HEWITT and MERCER. If you say it is low, what is the basis? How much does it need to be adjusted to not be low?" How can Lala say that, she can't see the data of HEWITT and MERCER at all, but she just knows what HEWITT and MERCER mean. Wang Hong didn’t bully Lala either, he said: “How about this, how about, among the sales representatives in first-tier cities that you recruited in the company in the last six months, pick out those who jumped from the top ten companies in the industry, and send them Make a list of the salary and seniority at that time, and send it to me for a look. The specimens don’t need to be too complete, just randomly select two or three people from each company.” Wang Hong's statement was quite reasonable, and Lala agreed repeatedly. She happily communicated the result of the negotiation with Zhou Jiuyi and Zhou Liang. Zhou Jiuyi was a little annoyed when he heard that such an analysis was going to be done. The end of the year was approaching, and he was already busy enough, yet another incident like this happened in the plains.She was thinking about how to get through the business faster. When Zhou Jiuyi handed over the data, Lala took a look and found that the salaries of those listed in the table were not high. According to this level, the salary structure made by Wang Hong was completely competitive--really want to hand over these data to Wang Hong, didn't Lala slap her own face? Lala immediately called Zhou Jiuyi and asked her, "What criteria did you use to pick out these people?" Zhou Jiuyi said: "Didn't you say that the number of specimens does not need to be too complete, a company can just pick two or three." Lala said, "But the 'two or three' you listed, how come they all have such low wages? Is their wages representative?" Zhou Jiuyi prevaricated: "The salaries of the people I recruited this year are just like this, and I can't find anyone with a higher salary." Lala said: "That's not right, for example, the salary of the two MS on your form was only about 4,000 yuan when they jumped over, but I remember that you just signed me an MS at the beginning of this month, and it was not the basic salary. Is it more than seven thousand yuan?" Zhou Jiuyi lost his temper because of Lala's memory, so he had to falter and admit: "I'm sorry, I have too much work at the end of the year, and the form is too urgent, so I accidentally missed this person." Lala also commented on Zhou Jiuyi's other two competitors who jumped over the candidates. She said: "Among the people you recruited this year, these two are definitely not the highest paid. If you don't believe me, look through the last three candidates. month's OFFER receipt." Zhou Jiuyi had to admit that when he was selecting candidates, he really only considered the requirement of two or three specimens from each company, but the selection of specimens was very random, and he didn't pay attention to selecting people with high salaries. Lala was not very happy, and asked Zhou Jiuyi: "Why do you think we want to do this analysis for Wang Hong?" Zhou Jiuyi said: "Because the salary market in the market is constantly rising, it is a bit difficult to recruit people to offer offers according to the company's existing salary structure." Lala said: "Yes, especially in Shanghai, it is more difficult to FFER than Guangzhou, Shenzhen and Beijing. You should feel this more than Zhou Liang. Didn't you quarrel with Dong Qing because of this? Now we are This analysis was done in order to persuade Wang Hong to increase the company's salary structure in the coming year—you did not reflect the high salary level of your competitors in this analysis, but picked out a bunch of low-wage ones. If you give Wang Hong the data, don’t you slap yourself in the face?” Zhou Jiuyi was a little embarrassed, and promised to redo it immediately. Lala was depressed by Dong Qing's boss, and struggled to deal with Wang Hong. Seeing Zhou Jiuyi's handling of this matter like this, she felt angry.Although Zhou Jiuyi had already said to redo it immediately, Lala still couldn't help but said: "Let's not just try to be quick, we can't do analysis for the sake of analysis—first we have to think about why we want to do this analysis, and figure out the reason for the analysis. After the purpose, think about what to include in the analysis. The WHY is more important than the WHAT.” Zhou Jiuyi became upset by Lala's words, she thought, I'm not a girl in her twenties, I accidentally made a mistake accidentally, so I should give me a WHAT and WHY?If it was Liszt, as long as I said "rework", he would never blame me again—besides, if you can handle the sales department, why do we need to do salary analysis?If you have the ability, Wang Wei is gone, you can still deal with these regional managers! Zhou Jiuyi felt that since joining DB, one project followed another without stopping. Keeping up with such a boss who wanted to stand out was like being tied behind a horse with excessive energy. You have to run with it. If you don't keep up, it can drag you down. Zhou Jiuyi thought, why doesn't Du Lala understand, people are different, you can do everything beautifully, others may not have such ideals. When Zhou Jiuyi was sulking, Du Lala was even more preoccupied and uneasy. She was worried about the result of the BROAD BANDING (salary broadband system) project. In the past, there was no horizontal comparison of positions among various departments of DB. No one would compare a financial manager and a sales manager who is older and who is younger, or who is the financial director and the sales director who is older and who is younger.It is clear that the sales area manager is older than the sales area manager, and the sales director is older than the sales area manager. If the broadband system is implemented, different positions in different functional departments can be compared horizontally.For example, if the financial manager is level 6 and the HR manager is level 5, it means that the HR manager is not more important and valuable than the financial manager, or that the HR manager is "smaller" than the financial manager. In the southern district, several district managers respect Lala more. Everything is discussed and discussed. When encountering difficulties, the community managers often come to Lala to ask for advice. This shows that in the southern district, folks It has been recognized that Du Lala can discuss work at the same level as the district manager, or that her level is higher than that of the district manager. But this time, Dong Qing's boss, the Eastern Regional Manager of the Key Account Department, called Lala on the phone, and the kind of impolite negotiating tone made Lala realize that the regional manager clearly positioned her as Du Lala. For managers below him.