"No matter how good the strategy and resources are, people need to do it. Managers hope to achieve their goals by managing others, so building an efficient sales iron army is the foundation of the sales director's battlefield killing and workplace competition. " Tang Fengmo said that he remembered that famous saying.

"One person can walk very fast, but a group of people can walk very far."

During his career, there were several times when the situation was so bad that he felt that he couldn't hold on. It was the sincere encouragement and strong support of the brothers in the team that gave him the warmth and strength to continue.

"Building a team from scratch and taking over the management of a mature team by airborne are two different ways of playing. The sales director should be proficient, because you never know what will happen suddenly one day. The job of the sales director is always variable, and job transfer is normal. "

"If it is a new project, you need to set up a sales team from scratch, and it will be more difficult to find the right sales. At this time, the most important thing is the speed of recruitment, followed by the comprehensive quality of candidates, and rationalization while developing. If you want to meet your expectations as soon as possible, you must not rely solely on the personnel department, but do it yourself. "

"Sales directors can be roughly divided into two types according to their work styles: one is business type and the other is management type. The former's preference for employing people is strong execution and obedience. The latter's employment preference is strong, preferably independent. Different sales directors have different employment preferences and behavior styles, which are shaped by innate personality and talent environment. "

"Then your preference for employing people, simply say it, and learn from it later." Mona Lee some curious.

"I have three principles when forming the initial team: first, give priority to practitioners in this industry; Second, select the old employees who want to make progress inside the enterprise; Third, there must be fresh blood. When the above three types of people are combined, it is easy to produce chemical reactions and form a more dynamic sales team. Outbound sales have priority in my admission, and I don't like to use gourds. "

"Give priority to practitioners in this industry without too much explanation. Candidates who are familiar with the industry can get started quickly. This person may not be a high-end sales talent in this industry, but he can be in the industry for more than 5 years, and his rich experience is valuable to the team. In particular, the sales director who meets by chance in the bank needs to learn from senior people in the industry even if his ability is strong and his time in the industry is not enough. "

"If the old employees of the enterprise can join, it is the blessing of the team. Regardless of the ability of this old employee, whether he has been engaged in the sales industry before is very valuable to the team. Especially in large and medium-sized enterprises, personnel relations are complex and various processes are complicated. Old employees can make new sales directors take fewer detours in the initial stage. It can also help to trace the historical development of the enterprise, help the new sales director quickly sort out the feasibility of the enterprise's internal resource demonstration scheme, and help the team cultivate new people. Therefore, the old employees who can really help the team develop are the beacon for the new sales director to make decisions and the' national treasure' figure of the whole sales team.

"Fresh blood can make the team full of energy. In addition to the incentive mechanism, the potential of senior sales and old employees can be tapped, and newcomers in the team can easily put pressure on them, thus creating a' catfish effect'. Newcomers may be inexperienced, but they are full of energy and passion. Will bring endless motivation to the sales team. Go to the old and welcome the new, and so on. In dynamic management, the team structure is constantly adjusted to maximize per capita efficiency. "

"Develop first, then straighten out. Developing first does not mean that it will not be straightened out later. It is most important for business to run first. "

"About the number of new project sales team configuration, generally not too much. Mainly depends on the enterprise strategy and the boss's work style. The radical is a team structure in one step, and the positions in this configuration are all configured; Steady faction is the team structure with the least configuration, and business expansion has increased. "

"Is it really radical for large enterprises that are not bad for money, and conservative for small and medium-sized enterprises?" Mona Lee asked.

"That's not necessarily, a lot of comprehensive factors, mainly depends on the boss. In addition, the evaluation of the comprehensive ability of the sales director is also one of the decisive factors. "

"Is it easier to manage a team with few people or a team with many people?"

"All good management is not good management. Each has its own management characteristics. The former tends to people, while the latter tends to mechanism. The former one needs more business sales directors, while the latter one needs more management sales directors. For you, my standard is to be proficient in business and management and be able to change styles at any time. "

"Of course, I personally prefer to manage large teams,' the more the better'. The more, the better. The fewer people there are, the more moths there are. " Tang Fengmo's big team and small team have shot many times. His experience is that the more people in charge, the more worry-free, and there is no need to do too much political and ideological work, just take exams.

"Also, the most difficult thing for the new sales director to control is not the newly formed team, but the mature sales team." Tang Fengmo took a deep breath and the brain cells turned rapidly.

"It is difficult to form a new sales team, and there are problems such as difficulty in finding people, instability and long running-in time. However, after all, the sales director is the first person in the establishment period of the sales team, and he has the absolute right to speak, and all parties are affected by it. If you take over a very mature sales team, there are many great players in the team. When you are new here, if you want to control the situation quickly, you have to take some extreme measures, otherwise it will easily kill people. "

"Sometimes you have to use some routines, which is also a helpless move. It is also right for the righteous to do evil, and it is also evil for the wicked to do right. Once there is a systemic risk in the sales target, it is your responsibility, and no one can carry it for you. So, don't mention it when it's time to do it. Fighting in the workplace is like playing Go. It is very important to have the first hand. Once you miss the best opportunity, you may be eliminated. There is no such thing as regretting chess in the workplace. "

Mona Lee nodded thoughtfully. He was badly beaten last time. Regret not studying hard with Tang Fengmo.

"At the beginning of the new sales director's appointment, the first thing to look at is the complex relationship and firepower in all aspects. Once we have finished the investigation, we must take some major measures. Theoretically, once you occupy the central leadership position, you have all the advantages. But that's all respect, it doesn't really convince you, and it doesn't mean you have the ability to control the situation. What a new official lacks when he takes office is two words "prestige" and "faith". Generally speaking, there are two points in the mentality of these arrogant soldiers: the first is that they are powerless and unwilling to accept their own face, and the new leaders are not clear about their own abilities. It is hard to say that they are gluttons, and they will have a little contempt for bullying their classmates. The second is ingratitude, thinking that everything such as original posts and resources is taken for granted. The style and characteristics of the new leader can easily lead to inadaptability and resentment. These people may not have been harmonious before, but once the new leader comes, it is easy to hold a group to keep warm. They ganged up and threatened you with sales performance, and you were passive. So, you have to hurry. Sometimes' pulling one faction to fight one faction' is also a last resort. "

No manners, no power, no manners.

Tang Fengmo looked at the distance leisurely, thinking of the old leader he brought when he was a rookie, and he did a beautiful job as soon as he arrived at the new sales director position. His old man's house has only been gone for less than a week, and he just used two tricks to clean up the rivers and lakes of a large group of old people. I admired it at that time.

"Zero-level competition and resource grabbing."

"All positions are zero, and all staff are re-competing. The genius of this scheme is that it is not aimed at anyone on the surface, and it is purely a matter-of-fact company behavior. The resistance is much smaller than who is directly won and who is adjusted. The sales director may invite senior executives from other departments of the company to form an evaluation committee, which will grade all candidates for positions, and the winner will take office, while the person with the lowest score will wait to take office. Even if the person in the original position re-competes for the original position, he will weigh who gave him the opportunity to work. For those who feel incompetent in their posts, this opportunity can be adjusted in place. Rotation should be laid off. "

"In the same position, if candidates want to win and prove their Excellence, they must be reflected in challenging high goals, so that the overall sales target has been invisibly improved."

"Resources grab a single. No matter what the previous market resource allocation model is, it must be changed. All marketing resources stop and sales expenses stop. We must first take resources and plans, and what kind of market effect should we have. According to the advantages and disadvantages of each person's market plan, grab the order and put it in. The best scheme is preferred; The scheme is not good, and the rectification is in place; Those who fail to pass the plan will be suspended. The right to market resources is firmly in the hands of the new sales director. Old sales want to muddle through and cheat money, there is no way. "

"A look at this appearance, who also dare not fry wings, who get shot first. There is only one broad road, that is, do your job honestly and take excellent performance as a' meeting gift' for the new boss. "

Tang Fengmo clearly remembers that people are still those people, posts are still those posts, and resources are still those resources, but the state of the whole team is brand-new, with their own duties and unified government orders. A few days after taking office, his old leader had the absolute right to speak, took control of a arrogant and fierce Tiejun, and continued to be invincible.

As long as you make a move, you have the right to speak. This is a master of clearing people's hearts.

Just as Sima Yi was appointed commander-in-chief of Liang Yong in those days, only three military orders were needed to make the army with broken morale look brand-new.

"All deserters will be beheaded."

"All soldiers who kill the enemy will be rewarded."

"All the soldiers who didn't kill the enemy will be killed."

Battalion or battalion, soldier or soldier, but you can know at a glance that the viceroy is back.

Mona Lee was so absorbed that he couldn't get back to God for a while.

"But optimizing the team is like driving on the highway. I have to upgrade my equipment, replace the engine and repair the tires while accelerating ... the car is driving faster and faster. "

This is a technical job. It is not easy for an old driver to roll over, otherwise the car will be destroyed and people will die.

The installation of 13 is risky, so newcomers should be cautious.