There is a classic saying in "world without thieves": Uncle Li said, "When people are scattered, it is difficult to bring a team." If it is used in team building and management, it is really a wake-up call! Now the business community has been discussing how to manage the team well, especially the sales team is more difficult to manage. I see, this is not difficult to manage, but it is difficult to grasp the key to management! The key to team building and management lies in "people's heart"! Based on many years' experience in the formation and management of marketing team, the author thinks that the construction and management of marketing team should be divided into five steps: the first step, the selection of team members is "people-oriented", which is the most critical. Teams are made up of individuals, and only good individuals can have good teams. Therefore, when discussing the construction and management of the team, we should first discuss the individuals in the team. The author thinks that the selection of team members is mainly from the following points: first, personal quality. Quality is the most critical first factor in selecting candidates. We should look at quality from three aspects: first, we should look at honesty, which is the foundation of our existence and the root of our life. Since ancient times, there has been a saying that "those who want to straighten their hearts should be sincere first, and then straighten their hearts." Imagine that people with bad intentions can be described as "black sheep" for the team! The second is to look at professional ethics, which is one of the important chips for professional marketers to be persuaded by their employers. Professional ethics is embodied in personal professionalism and the supreme mentality of putting the interests of the company first; The third is the sense of responsibility. Only a responsible person will be responsible for his family, friends, company and society. Imagine those who are irresponsible. Second: personal ability. Personal ability is mainly viewed from three aspects. First, communication and coordination management ability. The biggest feature of marketing profession is dealing with all kinds of people or organizations. How do you communicate with people, how to coordinate the relationship between this and that, how to manage your customers, your channels or your team below, all of which require strong communication and coordination management skills; The second is the ability to observe, analyze and make decisions, where are the opportunities and threats in the market, where are the weaknesses and advantages of competitors, and how to make correct decisions in the face of various environments, which requires extraordinary observation, analysis and decision-making ability; The third is the ability to plan, organize and control. "Everything is established in advance, and it will be abolished if it is not planned." The change of the market is instantaneous, which requires the ability to drive the change of the slave market. Third: personal image. Personal image is actually the mental outlook we require. Personal image represents team image and company image. From the individual, you can see the team behind the individual. When we choose a person, we often look at work experience and education and training experience first. In fact, what is more important is the performance form of the hired person in the whole interview process. From these tables, we can roughly judge the comprehensive quality of the employed. The second step is the cultivation of the team. It is not enough to have congenital factors, but also to strengthen the cultivation of the day after tomorrow, which requires strengthening the relevant training of the team. The purpose of training is nothing more than to cultivate the cohesion and combat effectiveness of the team. The essence of cultivating team cohesion is to strengthen the construction of team culture and create a happy working and aggressive atmosphere for the team. When it comes to team culture, we must first understand the corporate culture, which is a comprehensive reflection of the business purposes, values and codes of conduct that enterprises have formed in their long-term production and operation activities and adhered to by employees. An important part of corporate culture is team culture. The author thinks that team culture refers to a kind of conscious culture formed by team members in the process of mutual cooperation in order to realize their own life value and the same goal of the team. The essence of team culture is to emphasize cooperation, and unity and cooperation can achieve the same cause, so as to realize and meet the respective needs of team members. The essence of team combat effectiveness training is to strengthen the training of team members' comprehensive ability, which is based on knowledge. Therefore, only by strengthening knowledge training and then training ability can we talk about ability training. Here I mainly introduce the following aspects of knowledge training: First, company knowledge. First of all, we must always make it clear that any business cooperation is based on mutual benefit. Whether it is mutually beneficial or not, we look at the company behind the individual rather than the individual. Therefore, the company's background, the company's financial strength, the company's management system, the company's business philosophy, the company's business projects, and the company's future development. Will be the knowledge base we must have when we go out to negotiate. Second, product knowledge. Before we sell our products, we must first understand the specifications, performance, function, appearance and price of the products, at the same time, we must fully tap the selling points of the products and know the shortcomings of the products. Only in this way can you persuade others to buy your product. Third, industry knowledge. Before we engage in or choose a career, the key to career planning is to understand the history and present situation of this industry, so that you can determine its development prospects and make a decision to resign or join. When negotiating with partners, we often need to have a full understanding not only of ourselves, but also of the whole industry. Only in this way can you find the way to win in the fierce market competition. Fourth, financial knowledge. In my many years of management experience, I think that financial knowledge has been in a very important position for marketers, but at present, many companies I have contacted have neglected the training of financial knowledge for marketers. In fact, this is a management misunderstanding. Financial knowledge is not only the necessary knowledge for senior managers, but also the basic knowledge that our grassroots marketers must master. On the basis of the above solid knowledge, we should strengthen the following key training: First, negotiation ability. As a marketer, the most important job is to find a partner for the company, do sales in a benign way, and guarantee the bottom payment. Whether we can negotiate into a partner suitable for the company's development depends on the individual's negotiation ability. Several important factors that determine the negotiating ability are extensive professional knowledge, agile thinking, eloquence and so on. Second, management ability. As marketers, we will have multiple customers, which involves coordinating and managing the relationship between multiple customers, so that they can cooperate with each other and maintain market order, instead of crowding out and suppressing each other. Similarly, for different products forming different channels, we will also face this kind of friction and contradiction between channels, which requires us to master channel management. Then there is team management, such as business team management and promotion team management. Third, control ability. The market is changing rapidly, and so is the customer's heart. How to control the changes of the market, how to tap the potential demand of the market, and how to control our own god mentality all require our marketers to have super control ability. "strategizing, winning a thousand miles", the whole marketing process and all links are under control, so why worry about being invincible! The third step is to trace the source of the company's own continuous development. The premise of team existence is the existence of the company, so when discussing the construction and management of the team, we can't separate the company. As mentioned above, teams are composed of individuals who participate in the development of the company and individuals. It can be seen that the continuous development of the company is an important prerequisite for stabilizing the team. To ensure sustainable development, the company needs to have several key factors: First, capital. We all know that "money is not everything, but it is absolutely impossible without money", especially for a company, capital is the threshold and bottleneck, and capital is the backing of the company's rapid development. Especially in recent years, the competition in various industries has become increasingly fierce, and the market order has become more and more standardized, forcing companies to become bigger and bigger in order to gain cost advantages and not be eliminated in the competition. Second, technology. Technology is productivity, and technology has promoted the progress of human society. For a company, technology is the source of sustainable development. Those companies that are at the forefront of all walks of life are often companies with core technologies. Third, talent. 2 1 century What is the most precious? Genius. The arrival of the era of knowledge economy shows the importance of talents. Some experts pointed out that the competition among enterprises today is, in the final analysis, the competition for talents. What kind of talents the company has determines how promising the company is. Fourth, the network. The network here does not refer to the internet, but in a broad sense. From the analysis of the company's operation, the network should mainly refer to the company's public network, customer network, sales network and terminal consumption network. It can be seen that the network can also determine the fate of the company. The fourth step, the company to establish an effective performance system to ensure the stability of a team, not only needs the company's own good development prospects, but also needs the company to provide a reasonable performance system for everyone. The most important thing is to create a fair, just and open competition platform for team members. From Maslow's hierarchy of needs theory and Herzberg's two-factor theory, we can see that an effective performance system should be embodied in two aspects, one is material needs, and the other is spiritual needs. Material needs are mainly reflected in wages, benefits, bonuses, working environment and so on. And spiritual needs are mainly reflected in social status, sense of accomplishment, sense of security, development space and so on. The fifth step is to improve the personal charm of managers. The personal charm of managers is also one of the important factors that affect the stability of the team. As we all know, sheep led by wolves are more effective than wolves led by sheep. Then as the leader of the marketing team, he is the soul of the team. How to effectively improve the work efficiency of telemarketing team-Haochuang telemarketing management system-professional telemarketing management software In my opinion, an excellent team leader should have the following "strengths": First, guidance. As a leader, you must have the responsibility to guide team members, how to guide employees to complete tasks better, how to better combine personal interests with team interests, how to combine immediate interests with future interests, how to better surpass yourself, and how to better plan your career. Second, affinity. The "people-oriented" management idea requires leaders to understand, respect and cultivate employees from the perspective of "humanity" and the concept of "humanistic care". The team should be a harmonious team, a team full of passion and vitality, which requires leaders to have strong affinity. Third, execution. Best-sellers such as Execution, No Excuses, and Details Decide Success or Failure reflect the importance attached to execution by management circles at present. When we study the reasons of many enterprises' failure, we find that the reason of failure is often not the enterprise strategy, marketing strategy and company operation mechanism, but the company's execution. The execution of a team depends on the leader of the team. Therefore, as a team manager, we should first take ourselves as an example, carry the banner of "execution", walk in front of the team and establish an efficient execution system for the team. Author: unknown