1, understanding the team
◇ Organizational structure of the team
Team members come from different industries, and everyone's requirements, motivations and backgrounds are different, which is essentially different from traditional industries. The leadership position of this "loose" team is achieved by the strength and joint efforts of the team. So the position is determined by the market, there is no limit, and you won't just be a salesman instead of a leader because you are late. An excellent leader can cultivate more excellent teams. The emergence of an excellent team is not to lose but to gain more, and the career development is booming, forming a virtuous circle.
Team leadership style
Due to the loose team and the lack of strong organizational constraints, leaders are determined to be "non-power-based", which is essentially different from the power-based leaders in traditional industries.
◇ Organizational objectives of the team
In traditional industries, organizational goals are collective goals, and the realization of individual goals is not advocated. The organizational goals of the team are achieved through the realization of all personal goals. Most team members are the most affected groups in social change. Everyone has a strong desire to change, gain and succeed. Therefore, leaders should take care of the overall situation of the team. Only when everyone's goals are achieved can the team goals be achieved.
2. Team is a special enterprise.
The sales team is a super-enterprise entity, and in a sense, it can also be regarded as an enterprise, which is equivalent to the sales department of the company. However, this kind of enterprise is essentially different from the traditional enterprise with management as the center and system as the criterion, and cannot fundamentally solve the relationship between employment, management and obedience, and system and freedom. Sales team, a special enterprise, has solved these contradictions well with its unique characteristics. The characteristics of this special enterprise are:
◇ Without a boss, everyone is the master of his own career, and everyone gathers together to become a collaborator with the concept of * * * *;
There are no managers, only leaders, and leaders are experienced team leaders;
There are no mandatory rules and regulations, but they follow the recognized organizational culture and consciously regulate their behavior.
The above characteristics make every dealer have an independent personality in this special enterprise and truly become an entrepreneur with modern characteristics, that is, independent operation, self-financing, self-development and self-restraint. The overall benefits and cohesion it brings are beyond the reach of traditional enterprises.
3, team building methods and skills
Team building is the fundamental guarantee of career development, and team operation is the summary of long-term practical experience of people in the industry. So far, no one has succeeded outside the team. The development of the team depends on the construction of the team. Team building should be carried out from the following aspects:
Form a core layer
The focus of team building is to cultivate the core members of the team. As the saying goes, "a hero has three gangs", and the leader is the builder of the team. The core layer of the team should be formed by setting up a think tank or an executive team, giving full play to the role of the core members and turning the team's goals into action plans, so that the team's performance can grow rapidly. The core members of the team should have the basic qualities and abilities of leaders, not only know the planning of team development, but also participate in the formulation and implementation of team goals, so that team members can understand the direction of team development and keep consistent with the direction of team development in action. We are all one heart, connecting the preceding with the following, thinking together and working hard together.
Set team goals.
Team goals come from the development direction of the company and the common pursuit of team members. It is the direction and motivation of all members' struggle, and it is also the banner that inspires all members to cooperate sincerely. When making team goals, core members need to be clear about the current actual situation of the team, such as: What stage is the team in? Formation stage, rising stage or stable stage? What are the shortcomings of team members, what help they need and what is their fighting spirit? Wait a minute. When setting goals, we should follow the SMART principles of goals: S- clarity, M- measurability, A- acceptability, R- practicality and T- timeliness.
Training team elites
Cultivating elites is a very important link in team building. Establishing a well-trained sales team can bring many benefits to the team: enhancing personal ability, improving overall quality, improving service quality and stabilizing sales performance. A team without elite is like a tree without roots, and a team without training is like a straggler, so it is difficult to maintain long-term prosperity. The key points of cultivating team elites are:
Establish a learning organization: let everyone know the importance of learning, try to create learning opportunities for them, provide learning venues, praise people who have made rapid progress in learning, and create a learning atmosphere through one-on-one communication, discussion, training classes and working together, so that team members can become elites in learning and copying.
Build a growth platform: the emergence and growth of team elites are directly related to their platforms. A good platform can create a good growth environment and provide more opportunities to exercise and display their talents.
Cultivate team spirit
Team spirit refers to the willingness and style of team members to cooperate with each other and try their best to achieve team interests and goals, including team cohesion, cooperation consciousness and morale. Team spirit emphasizes the close cooperation of team members. To cultivate this spirit, leaders should first set an example and set an example of strong team spirit; Secondly, strengthen the concept education of team spirit in team training; The most important thing is to put this concept into practice in team work. It is difficult for a person without team spirit to become a real leader. A team without team spirit can't stand the test. Team spirit is the soul of an excellent team and the characteristic of a successful team.
◇ Do a good job of team motivation.
Sales is an act to deal with rejection, team building is a job that easily conflicts with other people's ideas, and direct selling is a career that takes some time to achieve. If everyone wants to do it well, the biggest challenge he faces is himself. Therefore, every team member needs to be motivated, and the leadership's incentive work is good or bad, which directly affects the team's morale and ultimately affects the team's development. Motivation refers to meeting the needs and wishes of team members through certain means, so as to mobilize their enthusiasm and make them take the initiative to play their personal potential, thus ensuring the realization of the set goals. The management characteristic of direct selling business is to use incentives instead of orders, and there are various ways of incentives: setting an example, training, praise, reward, travel, get-together and celebration activities.
4. Five functions of team organization
Functions of the workplace
Most jobs in society need a workplace environment, which is the working environment. Only in the working environment can people create, produce and feel the working atmosphere, thus entering the working state and achieving work results. People's working mood, professionalism and competitiveness need a special working environment and working group. Therefore, every friend who enters direct selling, although everyone is the boss of his own career, must understand the workplace function of the team, make good use of its function, and let its function serve his own career. Salespeople should enter a system, that is, integrate into a team, study, work and cooperate in the team. When you become a team leader, you should create a working environment for your team members and let them have a good working atmosphere. In addition to the workplace environment of the franchise store, each leader can establish his own fixed or temporary workplace, which can be combined inside and outside the store, but the purpose is to understand the functions of the workplace and use the workplace to keep himself and his team members in a high working state in the workplace environment and create the fastest and best sales performance.
Learning function
The main work of establishing a direct selling team is learning and training. Untrained sales staff is the biggest debt of the team, so we must build our team into a learning team. And let all aspects of the team work more and more professional and more modern.
Collaborative function
Some people think that as long as the product is good and the price is reasonable, they can succeed with their own interpersonal relationships, but the result is often counterproductive. Traditional business needs to borrow money (financing loan), and direct selling needs to borrow money. Although there is a word difference, it is essentially different. The direct selling business not only depends on its own strength, but also needs help from all sides. In the team, you can borrow all kinds of power: your friend is a doctor, you can borrow it from a salesman who is a doctor here, your friend is a housewife, you can borrow it from a salesman who is a housewife, someone wants to eat products, you can borrow it from someone who has a good product effect, and someone wants to start a business, you can also borrow it from a model who has succeeded in starting a business. In short, in the direct selling business, we must understand the importance and performance of cooperation. Every behavior in business is a cooperative behavior, and all the desired results will be achieved through cooperation.
Competition function
Competition is one of the driving forces of team development, and the unique competition mechanism of direct selling is humanized benign competition. Because, in the mechanism of direct selling, surpassing others will not cause losses and will not harm the interests of others. People who truly understand the competition mechanism of direct selling will not be afraid and suppress anyone in their own team to surpass themselves. On the contrary, everyone will promote each other from top to bottom, and make progress together to form a benign competitive atmosphere.
Friendship function
In the direct selling industry, people have different occupations, backgrounds, identities and ages, and many of them are part-time, so the relationship is relatively loose. Strengthen mutual understanding and contact through various forms of networking activities, at the same time enhance feelings and enhance team cohesion.
5. Four characteristics of a successful team
cohesive force
Sun Yat-sen and * *, who have made great achievements, have one thing in common, that is, they can connect the hearts of millions of people. This is a very unique ability. We follow a leader in the hope that he can create an environment and combine the strength of all people to create a future! It is this cohesion that has created human history. Imagine, if your team members leave you because your words and deeds disappoint them, or even give up their career pursuit, will you still succeed?
cooperate
The sea is made up of countless water drops, and everyone is a drop of water in the team. 2 1 century, individuals can't compete with teams. Individual success is temporary, while team success is permanent. The success of the direct selling team depends on the cooperation and cooperation of every member of the team. Just like playing basketball, without the cooperation of teammates, no matter how strong your personal ability is, you can't win. When playing games, five people are in groups. Someone throws the ball, someone rebounds, and someone commits a tactical foul. Their aim is to achieve the goals of the team.
An organization without self
Direct selling is a team undertaking and a collective undertaking, with limited personal strength. Success depends on teamwork. Every member must understand that team interests and goals are more important than personal interests and goals. If everyone in the team only wants to take care of their own interests, then the organization will surely collapse. Without a team, personal goals can't be achieved. Since it is a team action, we must obey the arrangement of the leader, and everything will be easy. This is called an organization without self. The goal of the team is achieved by this organizational spirit without self.
morale
A team without morale lacks attraction, cohesion and fighting capacity, while a team with high morale is invincible in any environment and under any difficulties. Liu Deng's army marched into the Central Plains, and it was the best proof that the brave won when they met in a narrow way. It is this morale that makes the impossible possible, and the war of liberation has turned a new page. The direct selling team should be a team with high morale.
Wealth alone is enough to gather people; The law is convincing enough; Walking ahead is enough to lead people; Wide enough to get people; He who wins the hearts of the people wins the world.