Grasping hands in business processes, specifically in quantity, skills and mentality.
Handle 1: quantity
Quantity means quantity and quality. Quantity first, quality first. Explain that the size of the later customers is very important. If the performance continues to grow, new customers will keep coming in. Thirdly, the improvement of skills needs to be trained through a large number of visits to customers, so the quality is obtained through the accumulation of quantity. There is no shortcut to sales, a leopard cannot change his spots.
So a good sales must first have a huge customer base, and then pursue quality in the process. Only by visiting many customers can we know who is a quality customer. How to judge quality customers? Abide by human laws, m refers to money, that is, whether it has the ability to pay, and A is the authority, that is, the decision maker; N is need, that is, whether there is a strong demand. To sum up, our customers should have demand, ability to pay and be decision makers.
After defining the meaning of quantity, we need to determine the number of quantities. In the process of business execution, every process should be quantified. Only by quantifying every process and every time point can we monitor it through data every day, instead of waiting for the results to come out before finding the problem. How to quantify? Backward according to business objectives and processes.
For example, in March, the classification target of customers in the province was 2 150 person-times, and the revenue was175,600 yuan. If you push it up, you need at least 25 applications for grading, and then you need to stimulate at least 40 customers to have grading intentions. Every day, that is, we should communicate with customers by telephone at least 10 every day, and push the exam promotion content at least twice a week. At the same time, it is necessary to ensure that customers are clear about the application process of the exam, the management system is skilled, and the time node of the exam promotion registration is clear.
When quantifying, it is also necessary to have granularity details like business funnel diagram, and it is very important to follow up according to customer classification.
Grasp 2: Skills
In the commercial funnel chart, the quantity determines how much it leaks in, and the skill determines how much it can leak in the next step, that is, the conversion rate. The higher the skill, the better the level and the greater the conversion rate. So when we want to improve our performance on the existing basis, the most direct way is training. Provide strong training for provincial institutions, and draw each time node according to the overall business process, and then see which node may encounter what problems and need what skills or material support according to market feedback. Summarize the skills of each link and provide them to provincial representatives and employees.
Grasp three: mentality
With quantity and skill, the last important but often overlooked grasping hand is called mentality.
In business execution, mentality will play a decisive role. When a person's mentality changes, her skills and diligence will also change. We must pay attention to people's mentality in management.
Mentality management includes three parts: customer mentality, employee mentality and manager mentality. The use of mentality should be done according to one's abilities and combined with skills.
Mentality, the customer's mentality is the psychological activity when we contact with customers, which must be combined with skills at this time. When we do business process skills training, we must take the customer's mentality into account, so that our work will get twice the result with half the effort.
The mentality of employees can also be combined with quantity. For example, in the past, employees were encouraged to say that they could get a bonus of 1000 yuan for signing the bill, and employees would desperately sign the bill. In this way, employees are easily impatient, urging customers to make a deal quickly, and the mentality is that they can get the money only if they make a deal. I'm not interested in making phone calls and visiting during the process. Without these actions, the probability of reaching a deal will be very small. The low probability of transaction will also dampen the enthusiasm of employees. At this time, we can tell the staff that the transaction is 1 0,000 yuan. Have you calculated how much it costs to make a phone call? If an average of 200 phone calls to 20 customers can clinch a deal, does visiting one customer mean taking 500 yuan and making a phone call to 50 yuan? Let employees know that all efforts will not be in vain. In daily management, managers should also let employees develop a mentality, called "pay will be rewarded!" " "
Managers should also have a mentality, that is, have enough patience. Many times managers will be impatient and criticize employees when they see that they are doing something wrong, which is not desirable, because we become managers because we do better in the process of running our business and have a lot of experience and skills. Employees are employees because they don't do as well as we do in this process. Managers should teach students in accordance with their aptitude, be patient, and not require employees by their own standards.
With these three grasping hands, managers can dynamically manage according to the grasping hands, look at the data every day, and check whether the employees have completed the quantitative and quality objectives as scheduled, whether they have skills or mentality problems, and whether the related problems are universal. When a problem is found, it is necessary to conduct in-depth research, solve the problem and push the business back on track.
The above is the way to pursue the process, and quantity, skill and mentality are important graspers in the process of business execution. There is a multiplication relationship among the three, that is, quantity * skill * mentality, and the promotion of each of these three will play a great role in the final performance output.