The starting point of egoistic behavior is altruistic behavior.
Egoism is finally formed through enthusiasm, passion and tireless altruism.
Cheng Wei's drip taxi is even more powerful, and he has also joined independent thinking.
Being a civil servant and going to an enterprise is like starting a business.
What is the most important thing in starting a business? The most important thing is to let yourself live first.
To live is to find out what keeps you alive and enlarge it to live well.
Zhi Min has always stressed that management should be open and transparent and informed.
Strong execution is not forced. Nobody wants to be forced. All this is to explain the reasons behind it.
Zhi Min's management style is "scolding to her face and boasting behind her back", and her values have been better practiced.
Sun Tongyu, founder of Taobao, is responsible for Ningbo, Wenzhou and other regions. He goes to an area every month. In addition to normal team communication, he will invite everyone to dinner and sing karaoke in the evening.
In a particularly bitter situation, managers will think of many ways to make everyone happy. They are all very grassroots practices, but they are very useful.
Zhi Min often arranges everyone to have dinner together. In most cases, the AA system costs more than 100 per meal, which is very cheap.
At that time, Huang Rongguang, the ace salesman in Guangdong, would run and play badminton every day before visiting customers. Get to the office early.
Balance of payments in 2002 12
The daily income in 2003 was 6,543,800 yuan.
The daily profit in 2004 was 6,543,800 yuan.
In 2005, the daily tax payment was 6,543,800 yuan.
Sars leads to business explosion, bad things turn into good things, and infectious diseases become catalysts.
Calls to Alibaba will be forwarded to all colleagues' homes. Hello, Alibaba, we called this' the voice of an angel' at that time. During the period of SARS isolation, Ma Yun was kept at home, and Guan in Hong Kong was also kept at home. Two people make crazy phone calls, hundreds a day.
SARS brought Alibaba, which has hundreds of people, back to the era of a team from a small company. Disaster makes possible office politics sprout, and the inevitable gap between people disappears because of passive isolation and distance isolation.
Customers first, employees second and shareholders third.
Starting from Alibaba, serving small and medium-sized enterprises,
In 2003, Taobao was born.
Deriving C2C from B2B, and then creating Alipay, a credit tool to promote transactions, is so clear.
From April 16 to May 10, Taobao was still closed. After 24 days of all-night fighting, Taobao finally went online six days in advance. At that time, except for an eight-member team, only six or seven people at the top of the company knew about it.
It took only six months for Taobao to rank among the top 100 in the world, nine months for the top 50 and 12 months for the top 20.
At the beginning of 2005, the number of Taobao members who worked for less than two years exceeded 6 million, while the number of members who worked for Yi Bei for five years was100000.
Before Taobao appeared, Zhonggong (China supplier and Alibaba sales team) was the "boss in charge", and Zhonggong's cash flow was the lifeline of Alibaba, raising other brothers and sisters like cattle. This situation lasted for many years, before Taobao and Alipay grew up.
After the Spring Festival in 2003, Zhong Yong began to try out the supervisor system. A supervisor leads a team of 10 people, which is equivalent to a small team. Newcomers are responsible for finding customers and a "powerful person" is responsible for approaching.
Luo Qingyuan is characterized by his perseverance regardless of cost.
Each review begins at 8 pm and lasts until 3 am. . This is really dry. You must speak thoroughly, or you can't go out.
The audit system has a deeper impact on Ali Tiejun than most people have seen.
The 3M system, that is, strategy, team and number, is strategy, team and result.
Truth comes first.
Cultural things should be practical, conceptual things, and trust things should be experienced, involved, and detailed, rather than simply believing.
Ali sells 1.0, and the kung fu of selling is stranger worship. We don't care. I followed you for half a night today. Pass by tomorrow, say hello, and come back in two days. You can't prevent it. I just suddenly appeared in front of you. Impress customers with diligence.
Never treat your competitors as enemies, and never compete with hatred.
No competitors are lonely.
On the road, the more you walk, the more lonely you get, because there are fewer and fewer pedestrians on the road. The bigger the enterprise is, the more lonely it is.
What is Ali's super performance and anti-flying?
Relying on values and the power of high-voltage lines
Alibaba's "Nine Swords of Solitude" includes teaching and teamwork, and the "Six Swords of God" includes customer first, team spirit and integrity, which are the souls of the sales team. Cooperating with colleagues, paying attention to team spirit, helping the old and the new, sharing experience and resources, being honest with colleagues and customers-these have become the traditions of the Iron Army.
If the team wants to replicate quickly, it is necessary to establish a sharing mechanism. Sharing is the best way to learn from sales, and it is also the most beneficial way for team growth. Promotion begins with facing opposition. If the opposition is not resolved, the seller has no confidence in the company and products and does not know how to answer any questions.
How to do sales?
Lao Huang has always been "confident" in sales because "it is helpful to customers". Every time he visits a customer, Lao Huang will carefully study the customer's enterprise, analyze the state of the enterprise and make suggestions. Customers all want Lao Huang to come to the door.
People are familiar and trustworthy, and the boss is willing to introduce his friends to Lao Huang. Lao Huang's business model has also become different-his method is not simply to run the business, but to turn customers into his own sales. All customers are introduced by customers, so it's natural and easy.
Commission system?
The direct selling management of suppliers in China is a combination of commission system and supervisor system. The salary of sales staff consists of basic salary and commission. The basic salary is very small, and the commission ratio is 9%- 15%. Alibaba's commission system is unique, it is not cashed in the same month. All I got in the month was the option, which was postponed for one month to redeem. You are not allowed to put the lists together for a month. The quality of a month determines the percentage of commission last month, so salespeople have to work hard every month if they want to get commission.
Alibaba's famous slogan "The highest performance today is the lowest requirement tomorrow".
People quadrant division of the team:
One is a star.
The second is a novice.
Third, they have the ability and no enthusiasm.
Fourth, there is no ability and enthusiasm.
The performance of the team depends largely on whether the competent and unmotivated personnel can be mobilized. For them, self-motivation is not strong, so they need respect, encouragement and affirmation, but this is not the specialty of star sales. At that time, star sales were strongly self-driven. "Laozi is the best in the world", the hardest thing to say is to praise others.
He is always full of confidence in himself.
What I pursue is the freedom of mind. Busy doing one thing every day, immersed in the state of work. I think this is the happiest thing.
What Zhi Min wants to tell Tiejun soldiers is that the fundamental way out is to look for value from customers and themselves, instead of always thinking about looking for strength from the outside world.
Sales 2.0
Pan Kun is used to strategic and systematic thinking.
Redefining Tiejun's business beyond the original business framework, the basic idea is to combine the single linear thinking used by Tiejun's front line with the network thinking in the background, so that people in the background can be more focused and more executive.
Pan Kun put forward the proposition of "from 40 to 300"
To change the linear thinking of front-line sales in China in the past, it must be based on a new working scene. Sales are spread out outside, which is costly and inefficient. How to change the ratio of cost and efficiency? One of the most direct questions is why sales can't serve more customers.
Provide more services to customers around their growth needs. Pan Kun gave this proposition to all suppliers in China, with the intention of enabling them to achieve a breakthrough in business scenarios through various innovations.
The needs of customers are different, so we should have more products that can meet the needs of customers, improve the adhesion through the form of "orange industry camp", take customer needs as the core, and use various tools to quickly find customers within the search radius to improve the response speed to customers.
Of course, this can't be done alone. It is impossible for a person to have so many majors. The next step is how to use the background to meet every demand of customers, that is, the mode of "1+N".
"1+N" product model, combined with the growth needs of customers to sell more products.
The sales end moves from selling a single product to selling multiple products, from serving a few customers and door-to-door service to serving multiple customers, and serving these customers in the personal ecosystem.
The core of the link is first-line sales.
The first product is the online loan business of Ant Financial.
The real beginning of the reform began from the moment when the new salary and commission system was introduced.
Suppliers are very profound to people and team managers, but what about things? Telling the truth is not the most penetrating. The mainstream trend of this world is to develop freedom, and the Internet itself represents openness and freedom.
People in the supply team in China are very familiar with the working scene of offline operation combined with the Internet. Once China suppliers are allowed to enter the push field, they will soon be able to replicate an iron army-like team.
Political commissar should attach importance to people's work.
Short-term passion is not valuable, but continuous passion is valuable.
Make it, but can it be scaled up and produce results?
It is spring when it is done; I told you, it's still winter.