When everyone sees the topic of "people-oriented", they generally think that it was introduced from the West. China has always been an official-oriented idea. In fact, many of the works of our ancients are also permeated with the idea of ??putting people first and taking people as the starting point for thinking.

For example, in "The Art of War" by Sun Tzu, the people-oriented and people-centered strategic thinking is implemented throughout. "Sun Tzu's Art of War" says that the key to success is "prophecy", which is to grasp the opponent's situation in advance. "A prophet must obtain it from others" - information is obtained by relying on people, and it must also be obtained from others.

The opening chapter of "The Art of War", "The Planning Chapter", puts forward the criteria for selecting generals: "A general must be wise, trustworthy, benevolent, courageous and strict", and the "Combat Chapter" states "Know the tactics of soldiers." "General", "Know yourself and the enemy" in "Strategy Chapter", "Govern the many as you govern the few" in "Position Chapter", "Govern people without harming others" in "Virtual Reality Chapter", etc., are all concepts of people-oriented and people-centered. Exposition of ideas.

Now we focus on the analysis of the viewpoints on employment in "Sun Tzu's Art of War", which are explained as follows:

1. Criteria for selecting generals

In the opening chapter of "Sun Tzu's Art of War" "Ji Pian" puts forward the criteria for selecting generals: "Generals are wise, trustworthy, benevolent, courageous, and strict." That is to say, he is resourceful, true to his word, benevolent to his subordinates, brave and decisive, and manages the army strictly.

Zhuge Liang also once said: "When using troops to fight, if you don't know astronomy, geography, yin and yang, don't read formation diagrams, and don't know the strength of the army, wouldn't you be a mediocre person? If you use such a person to lead troops in war, , is destined to make mistakes. "If a manager leads a sales team to develop the market, if he does not understand marketing knowledge, does not understand the local market conditions, does not understand the corporate strategy, does not understand the competitors, and does not know the customer situation or the channel situation. , If you don’t understand management, you are mediocre. There is also a problem in using the leadership of such managers.

"The Art of War" by Sun Tzu talks about the method of using the masses - "Therefore, there are many golden drums in night battles, and many banners in day battles. Those who carry golden drums and banners are the eyes and ears of the people; when the people are single-minded, they are brave. You are not allowed to advance alone, and the timid are not allowed to retreat alone. This is the method of using the crowd. "If you want to manage the team well, you must make them act in a unified manner, be fair and just, manage the system, and emphasize execution.

It echoes what is mentioned later in "The Art of War" by "Sun Tzu" to "order with words, and to unite with force". That is to say, giving both kindness and power, lenient and strict, this is the method of team management. "Ordering them with words" is the way, which can win the support of subordinates; "ordering them with force" is the method, which can win the respect of subordinates. Therefore, Sun Wu put forward specific requirements for managers:

(1) Rewards and punishments should be clear and appropriate

(2) Order them with letters and coordinate them with force

< p>(3) Leading by example - "Teaching the people with simple conduct"

At the same time, Sun Wu also proposed another aspect of the method of using the crowd, which can fool the ears and eyes of the soldiers and make them ignorant - allowing them to only know one thing , I don’t know the second one. This is the way to use people. "If you commit a crime, don't sue for it; if you commit a crime, it will be beneficial, don't sue for harm." This is also true.

2. Mistakes that generals are prone to make

Confusion in management is the only fault.

"Sun Tzu's Art of War" proposes five fatal weaknesses for generals and managers with different personalities:

1. The hard-working type who only knows how to fight to the death - representative figures Zhang Fei, Guan Yu: Brave but not wise - booby-trapped

2. Eager to achieve success - representative figures Lu Bu and Yuan Shao - easy to fall into the trap

3. If you think there are too many difficulties, you will Defeat the battle - Greed for life and fear of death, a sad soldier will be defeated

4. If you love reputation, you will be easily slandered and fall into a trap - the representative figure Yue Fei

5. Overly doting on your subordinates , if mistakes are not corrected, work will easily fall into passivity. If you love and care for your subordinates without restraining them, and if your subordinates violate discipline without punishing them, they will be like pampered children and cannot be used for fighting.

The result of failing to recruit people is not only the waste of wages paid to the company, but also the personal market investment in carrying out work. The greater loss is to delay the opportunity to fight, or even bite back. One mouse droppings ruins the whole pot of soup, bringing negative effects to the enterprise.

Therefore, positions should be determined according to individual talents and talents, so as to avoid unnecessary harm and losses to individuals and enterprises due to personal character flaws.

3. Management of subordinates by generals

1. First, the job settings must be reasonable. Set up as needed and clarify job responsibilities.

2. Set goals, which vary from person to person. A newly hired salesperson will be very motivated in the first few months. If the goal is too high, there will be no results, and he will be unable to achieve success for a long time, he will gradually slack off and start to dawdle in half a year. This is the principle of making great efforts in one go, then weakening again, and finally exhausting yourself in three attempts. Therefore, goals for sales staff should be set in stages. The goals at each stage should be within reach of the salesperson. Do not set goals that are unattainable, which will not be conducive to their personal development and will not be of any benefit to the company.

3. Sun Tzu's Art of War says: A soldier who mourns will be defeated, and disrupting the morale of the army is a taboo for military strategists. Some middle-level leaders often do not shy away from their subordinates and complain in front of their subordinates (perhaps their intention is also for the good of the company), complaining about how the company or its leaders are not good, how the company is not as good as its competitors, etc. Over time, subordinates began to complain constantly, and even the company's original welfare improvement for employees would cause complaints to be inconvenient.

As a result, subordinates lack a sense of identification with the company and lack confidence in the strength of the company. In the process of confrontation with competitors, they are timid and have not yet taken action. They are defeated first in terms of thinking and momentum. The final result can be imagined. Know.

4. Depth leads to specialization

(1) Enterprises recruit from the company’s location and then send them out. Compared with local personnel, they are more dedicated and more loyal. This is "Sun Tzu's Art of War" talks about - generals who go deep into the hinterland;

(2) Local personnel are familiar with local conditions, business and customer situations, so they can avoid detours. This is what "Sun Tzu's Art of War" talks about. - soldiers of local rural leaders;

(3) Therefore, enterprises should adopt the market strategy of dispatching "generals who go deep into the hinterland" for management and recruiting "local soldiers of rural leaders" as consultants locally. With the loyalty of the expatriates and the familiarity of the local staff, better results will surely be achieved. At present, many well-known domestic companies are doing this. Such as Haier, Tsingtao Brewery, Hisense and so on. The world's top 100 companies also adopt this strategy when entering China. The top management is basically foreigners sent to China, and then they recruit vice presidents, directors, regional managers, etc. in China.

(4) Many companies only recruit local personnel in the sales area. Although most of them are familiar with the local environment and start the market quickly, there are often greater risks, such as part-time jobs, private use of public funds, and fake shipments. , collusion with businesses or customers, corruption, false publicity for personal gain, fraud and other phenomena have been reported frequently, which are worthy of corporate vigilance and reference.

5. It can fool the soldiers' ears and eyes, making them ignorant - making them only know one thing but not the other. This is the way to use people. "If you commit a crime, don't sue for it; if you commit a crime, it will be beneficial, don't sue for harm." This is also true for the ignorant who have nothing to fear.

6. Being handsome is like climbing up a high place and removing the ladder: When assigning work and assigning tasks to subordinates, it should be like removing the ladder when letting him climb to a high place, cutting off his escape route. Only then can we fight against the odds and fight against the odds. This method has also been tried and tested repeatedly.

7. More salespeople are better than more: more salespeople are not better, but more salespeople are better. Everyone knows the case of defeating more with less (Japanese students are poor, but the war of resistance lasted eight years).

8. "To give impotent rewards, to suspend ungovernable orders, to offend all three armies, if only one person is used" - if you want to make a big breakthrough, you must make a breakthrough on the basis of daily system management. , rewards must break through the system, and there must be brave men under heavy rewards. Especially for important and urgent tasks, it is necessary to fully mobilize the enthusiasm and potential of personnel to maximize their potential.

4. Management of insiders and related parties.

"Sun Tzu's Art of War" proposes: In order to "know the enemy", the most common and most effective method is to use time. Fortresses are most easily breached from the inside - this is the main reason for using rooms. Yongjian is what we often call finding connections, developing connections, and insiders. "The Art of War" also defends that using time is not a shameful thing:

As the saying goes: shopping malls are like battlefields, and "war is never won by noble means."

Before becoming the prime minister of the Shang Dynasty, Yi Zhi was an official in the Xia Dynasty; Jiang Ziya of the Zhou Dynasty was also the prime minister of the Shang Dynasty before - "Shangzhi Weijian".

If you can use highly intelligent people as insiders, you will definitely achieve great success.

1. Management of insiders and “relations persons”. In order to "prophet" and obtain more information in advance, many companies develop "insiders" or "relations" internally for customers and competitors. However, how to manage these people, "The Art of War" still has a set of rules:

This kind of person must be a trustworthy person and loyal. If you want them to remain loyal, you must be close to them and let them I feel that he is a member of the company;

In order to prevent him from rebelling, he must be rewarded heavily;

In order to protect the safety of the insider, his identity must be kept secret, usually in a single vertical line connect.

2. "Sun Tzu's Art of War" also proposes a set of methods to target competitors:

Yinjian - buying competitors' general staff as insiders;

Inner room - to bribe the opponent's middle and high-level people as insiders;

Shengjian - to send people to undercover;

Offside room - from business, government agencies, commercial Develop relationships with platforms, customers, and relevant units;

Inducement--recruiting competitors' personnel through real recruitment or fake recruitment;

Reverse--buying and using competitors' factions The spies who enter my unit are used by me;

Pujian - collect intelligence on opponents through research, visits, media, etc.;

Black room - through some unconventional means, such as Obtain intelligence by eavesdropping, filming, tracking, cracking the other party's website or information, threatening, etc.;

Distancing - creating conflicts between competitors and business and customers.

3. "Sun Tzu's Art of War" also proposes a set of methods for customers that are different from competitors:

Yinjian - using ordinary employees of customers as insiders;

p>

Inside - use customer decision-makers or related personnel as insiders;

Side - develop insiders from businesses, government agencies, platforms, non-governmental organizations, and competitive manufacturers;

p>

Difference - creating conflicts between customers and competitors;

Luring - fame, golden house, Yan Ruyu

Quanjian - suppression by superior leaders

Youjian - introduced by friends

Folks - mobilize grassroots personnel to report problems from the bottom up;

Pujian - through research, visits, media, etc. Collect opponent intelligence;

Black room - Obtain intelligence through some unconventional means, such as eavesdropping, filming, tracking, cracking the opponent's website or information, and threats.

This article is compiled based on my reading notes of "Sun Tzu's Art of War". Due to the rush of time, I did not have time to add some cases. I will add them in the future. But I believe that if you manage personnel according to this method, especially the management of marketing personnel, you will gain a lot.