"The probation period of 3 ~ 6 months is the dangerous period for the new sales director, and the sales director is most likely to be lost during this time. If you can pass the probation period safely, the road will be easy in the next three years. Let's talk about the strategy of probation first. "

"The problem that anonymous people encounter is actually how to deal with the relationship with four types of people. The first category is company leaders, especially bosses or immediate superiors; The second category is the sales team, especially the backbone of the team; The third category is the brother departments, especially the core functional departments; The fourth category is related to customer groups, especially key customers. The first three categories are people inside the company, and the last category is people outside the company.

"Most people and departments have a mentality towards the new sales director. Everyone knows the difficulty coefficient of this position. You need chicken blood every day to challenge the market, the limit and yourself. At first glance, many people dare not even think about high sales targets. If you see an expert in business, calm and capable, methodical, and able to hold your ground, you will naturally not make things difficult. If you see a new' leading young man' with a poor level, you will recognize the needle with a wooden stick, and a group of people will certainly laugh in their hearts. Let's take a look at this joke of the groom's official. "

"Let's talk about the raiders of 234 first, and finally talk about the raiders for the boss."

"Stability and change of blood of sales team", "caressing" and "suppressing" of key customers, perspective sketch of managing the relationship between people; Finally, for the boss, you have to come up with a marketing promotion strategic plan for three to five years, that is, the official version of' Longzhong Pair', show your sales' three axes' and burn your' new official' three fires. "

"You try not to make big decisions in the first month, observe more and talk less. You are in the dark, they are all in the light. As a newcomer, you have no foundation in this company. The only advantage is that no one knows everything about you. You should carefully observe the new workplace environment and see the surrounding situation clearly. It is best to run more markets and talk to sales and customers. "

"It is better to be quiet than to move."

"Then focus on combing the business chain. According to existing clues such as people, data, contracts, etc. , traced back to the general business scenario that happened before. Traceability of business scenarios is one of the necessary skills of sales directors. " Tang Fengmo closed his eyes and thought quickly. There seems to be a three-dimensional picture in front of me, and the time reflector is started. "All commercial development will leave countless digital traces. For example, travel application forms, expense reimbursement forms, catering and entertainment expenses, The sales contract ....................................................................................................................................................... goes back to the past, which helps you quickly enter the existing role and better understand the present and the future. "

"comb it again, and you will find many problems left by your predecessor. Generally speaking, there are three aspects: one is the unfulfilled product sales policy, and the other is the unfulfilled market cost. The third is the division of sales areas or channels, commodity smuggling, price confusion and other issues. "

"Private commitment" means that without the authorization of the company's superior, in order to offset the sales performance, the policy is misplaced and the expenses are promised indiscriminately. Some are written documents, and some are oral promises. You must look at these things in two. If your predecessor caused huge losses to the interests of the company because of corruption, you must be held accountable; On the other hand, if it's just because there's nothing messy, you can raise your hand in order to offset the sales performance. "

"The attitude towards the remaining problems should be recognition rather than accusation. For customers, nothing can be denied because of the departure of their predecessors. Written witness information should be handled as appropriate. After all, the previous predecessor represented the company; However, it is necessary to report the details to the boss in time. If you don't expose it, these remaining problems will be automatically deducted from your head after a long time. "

"So, the finer the business chain, the better. You can't sign the work handover form before you fully understand the' pits' and hidden' thorns' of your predecessor. No one can tell. Remember to remember. "

Tang Fengmo has suffered this kind of loss before. As soon as my heart softened, I signed it and let people go. I took all the responsibility, almost lost my job, and was finally called a fool by my predecessor.

"The sales team is a special group. It is extremely difficult for the new sales director to win the hearts of the people in a short time. "

"If everyone is like Anonymous Fan, everyone will easily run away. As long as you reorganize and train the team, the boss will give you the time and opportunity to start from scratch. The hardest thing is that the original people are all here, each with his own ideas. It's just that you are a newcomer and you need to spend more time thinking about it at this time. "

"First of all, the sales team should be' stable'. The more stable the initial stage, the better for the new sales director. After you came, all the subordinates resigned and ran away, and the company will question your leadership ability. Everyone ran away before you came. It's none of your business. From the perspective of business development, the stability of personnel is conducive to the rapid control of the work of the sales director. When you first arrive at a company, you need to stand on your performance and prove the correctness of the company's employment. "

"I summed up the four steps of the team's' stability': checking files, talking, traveling and drinking." Tang Fengmo remembered the days when he flew from one city to another and talked with the new sales brother all night. Although he was tired and stressed, they were all beautiful memories of his youth.

"Checking files is to check the information of sales members from resume, interview evaluation, interviewer evaluation and honor punishment. And borrow money from hr, the sales director has this right. This is convenient for you to quickly understand a person's basic situation. How did you get your resume? Who recruited it? Who is the interviewer? These are all very important. "

He emphasized the tone of the word "hen"

"Talk alone. Talk about anything, it doesn't matter. It is important that you establish your first impression of each other, thoroughly understand each other, and establish a preliminary sense of familiarity and trust. "

"Take a trip with sales backbone and meet customers. In the process of traveling and meeting customers, you will have a deeper understanding of your subordinates' sales ability, interpersonal skills and customer's right to speak. Resignation will let subordinates put down their sense of bondage and psychological burden and open their hearts. Let you get more real first-hand information in all aspects. "

"Drinking is a shortcut, especially drinking big wine, although it is very harmful to the body. After drinking a large glass, you will understand everything, and he will tell you what to say and what not to say. Your feelings will become deeper. This is a natural advantage for sales directors who have a large amount of alcohol and love to drink. "

Tang Fengmo rubbed his stomach, where the soft meat was too hard to throw away. Last time, the sales team routinely experienced a room full of fatty liver, and no one was spared. Occupational diseases in sales, such as drinking with leaders, colleagues and customers ... It seems that sales in China can never be separated from wine fields ... In recent years, he can hide and run ... On some occasions, he can only meditate several times to hypnotize his devastated stomach. .....

"In short, people who can unite must unite. Don't be a courtier once. Being' honest' and' sincere' to everyone is the best shortcut for you to gain wide support. Don't play routines ... think about it, which one who can survive the sale is not a child prodigy. You fool people, they will react sooner or later. The above methods may enable you to win the support and support of most members of the team as much as possible. "

"Endurance is the first choice. Because you need time, the longer you take office, the clearer the situation, and the more chips you have. "

"But there are also special circumstances, just like there are several naughty students in every class in every school. In every sales team, someone will jump out and give you a beating. Deception and rejection are common mentality, and your honesty is sometimes considered as weakness and incompetence. Take some measures, especially for individuals who challenge your authority in public. Sometimes,' killing chickens and monkeys' is also a last resort. "

Mona Lee nodded his head. Last time he was cheated by those treacherous old salesmen, he was not convinced, but he was kicked out and had no chance of revenge.

"In theory, you occupy the core leadership position of the team. You can easily attack any opposition, but you must grasp the time, timing, rhythm and so on, and have a broad mass base. For Tatars, look at two. If you can use it, you must try your best to fight for it. As long as you want to do a good job and work hard towards the goal, you can do a good job and stay; Those who lose confidence and slack off in their work can only play a negative role and must be resolutely expelled. Once you have made up your mind, you must act quickly. Remember that you must be dismissed by the company and cannot be transferred to other departments, leaving hidden dangers for yourself. "

"Either you don't make moves, or you have to seal your throat with a sword, otherwise the devil will be endless. Remember to remember! " Tang Fengmo has repeatedly stressed this issue and can't leave a nail for himself.

"'change' is sometimes a last resort, because the pressure of performance will come soon. If you can't unify the team quickly, you won't be able to lead troops to fight. I'm sure I'll get you a moth at the critical moment, so you won't have time and energy to deal with this, which will affect the overall situation. You can't explain it if you keep up with the peak. "

Time is a couple's best friend.

"After a long time, we fought side by side several times and got to know each other better and better. As long as you have integrity and do things fairly, you can also lead everyone forward. Naturally, it has become a truly supportive team. "

"Another thorny issue is the handling of big customers. Generally speaking, in the long-term business development, each company will precipitate several relatively large customers, with a long time, large scale and high proportion. It is inextricably linked with people at all levels of the enterprise. "

"The relationship between these big customers should be handled carefully. Generally speaking, their attitude towards the new sales director is much more arrogant than that of ordinary customers. If you can't solve them, your job will be very difficult. "

"They like to do something special. For example, more favorable sales policies and greater resource investment. These are not big problems, and it is not a big problem to give some special policies appropriately within a reasonable range. The main contradictions in your future will mainly focus on the signing of sales targets, the division of sales scope and the governance of market norms. "

"Once they touch their original interests, these big customers will fight with you. Sales tasks will definitely increase. What is a reasonable sales target? If you order less, your value will not be reflected. If the order is higher, it means that the pressure of the other party will increase sharply, and the sales target is generally linked to the rebate. Sign less and do more. Listen. The original sales area/channel can't meet the growing appetite. Will I give you more land? How to give it? It is often these big customers who violate the market management order. Do you care about goods smuggling and price confusion? How to manage? "

"These people will go back and forth with you at first. When the new sales director has a few brushes, he may stop. Everyone will live in peace for a long time, help each other and move forward hand in hand. If you find the other person is bad, you will pick out a bunch of things endlessly, and you can't finish the work of serving them. "

GK company has "eighteen princes" and FP company has "four families", and none of them is good.

"But if you repeatedly provoke the company's principle bottom line, you may wish to intensify rectification. Sometimes it's' one punch to avoid a hundred punches', which is aimed at better cooperation. Gree was full of enthusiasm when he completely stopped cooperation with Gome. Later, it was not how to cooperate. "

"If the sales director wants to make up his mind to rectify a big customer, he needs to pay attention to these: First, fully communicate with the boss in advance and reach an internal agreement. Second, collect real evidence, contracts, photos, invoices and other witness materials. Third, do a good job in the aftermath. Once torn, prepare for the worst. The sales performance of this big customer should be clear about which customers to supplement and how to divide the site. Arrange these questions properly and just let go. You will feel uncomfortable at first, but you have to do it. Take one and the others will be honest. The so-called:' uncomfortable for a while, comfortable for a lifetime'. "

"'caressing' and' suppressing' big customers. Give priority to with' caress', supplemented by' suppression'. Show your respect and sincerity first, and it will be best if the other party can cooperate. Objectively speaking, being kind to these big customers will make a great contribution to your overall development. If you can achieve each other, that is the best result. It is also a last resort to take some measures. "

"This is human nature. Don't be timid when you meet something. A unintelligent is the rhythm of throwing caution to the wind, bro ... "Tang Fengmo took a glance at Mona Lee, pounding in his heart. "Once in do or die, can the child show some manhood?"

Anyway, he has no idea.

"Let's take a look at your company's personnel relations. The current organizational structure and personnel arrangement of the company you see is a reasonable product of all kinds of weighing advantages and disadvantages, power confrontation and power containment in a complex historical environment. Core management, middle-level leaders, backbones of various departments, key core positions ... Theoretically, the layout of everyone and positions is carefully designed ... This is the embodiment of management wisdom and will ... "

"We have said before that a wave of people are used by the boss to look after the house, that is, the back office department. Including administration, finance, human resources, legal affairs, information technology and other departments, just like "bodyguards." "A wave of people is used by the boss to expand the territory, that is, the field department. It mainly includes sales, marketing, brand and other departments, just like "mercenaries". "The relationship between relatives and friends is clear at a glance."

"To really control a company, the most important thing is whether it controls human rights and financial rights. So generally speaking, the human resources department and the finance department must have people carefully placed by the boss, relatives or cronies of the boss. It is either a responsible person position or a key position. When dealing with these people, you must pay special attention to what you say. What to say and what not to say must be made clear. "

Mona Lee and the pie mouth, a face of shame. He was educated to be meritocratic, not cronyism.

Tang Fengmo looked at Li Meng with a smile. "If you want to start a company as a boss, of course you will do the same. In China, which company doesn't have relatives and friends of the high housekeeper? I haven't seen it for so many years. "

It's all about talking and doing. Say dry two skins.

"So, the trust of general company bosses is like this: relatives-cronies-professional managers. Relatives are the people the boss trusts most and have the highest loyalty to the company. The company will report any problems to the boss. They must hope that the overall development of the company will be higher and higher, but they may not be able to see through the fog in the workplace, and sometimes they will inadvertently pass the wrong information carefully packaged by professionals to the boss; Loyalty refers to the old employees who have followed the boss for many years. Those who can stay are either people the boss can trust or people who can provide the company with core values. After a long time, they naturally have deeper feelings for the company. Generally speaking, cronies are more competitive than their relatives in the workplace and pay more attention to their living space. Touching their interests will lead to a greater rebound, and many professional managers have died in the hands of cronies. Professional managers are on the periphery, and the general boss is using and preventing. With the development of the company, there is a big gap in talent demand. There are not so many smart relatives in the family. Most of the original cronies have insufficient skills and can only find professional managers. "

"But professional managers are expensive. Some chicken thieves and short-sighted small bosses reluctantly agreed to the high salary of professional managers and got people here first. Then arrange two relatively cheap people to follow the professional manager for a few months, and then kick the professional manager away. This situation is very common in internet companies. Choose your boss carefully and judge people accurately. It doesn't matter if you're not sure If you find this situation after joining the company, you should leave quickly and stop loss. I won't let you grow up anyway. "

"So, you have to draw a perspective view of the personnel relationship in your mind on the organization chart of the company. Who, who, who's here? What is the relationship between who and who? Add it bit by bit. "

"I just arrived at a company, completely blind. How do I know who is related to whom? They don't have lettering on their foreheads ... "Monty was a little embarrassed after hearing this.

"Then talk less and observe more. Remember, don't trust anyone easily. No matter how humble this person is. " Tang Fengmo repeatedly reminded him that there was a janitor in the company where he worked before, and his speech was stubborn and blunt. Many people offended the old people because they didn't pay attention to their words, and they were badly scolded by the leaders in a muddle. Many years later, Tang realized that the old man was the uncle of the executive director.

"After a long time, everyone knows who has something to do with who. Most employees are ordinary people, and ordinary people's mouths are basically not sealed. Everyone knows the secret about him from his own mouth. Sometimes to show off, sometimes to prove myself, sometimes to drink too much, and sometimes to forget what I said. After a while, you will unconsciously find that everyone's forehead is clearly engraved with big characters. All human relations have always been clear, and whoever is a person is a person. "

"tidy up these, you don't do things rashly in the workplace, otherwise sometimes people who have offended don't know what happened. You just want to go out and fight, and the boss's eyes can't see you. You can't hold your breath when these people at home talk to you in the boss's ear. Don't say business owners, ancient emperors did the same. Three people make a tiger. If you want to stand on your feet and make a difference, you must first safeguard these people. This is the rule of the workplace game, there is no way. If you don't comply, it won't last long. "

Tang Fengmo looked into Mona Lee's eyes and said something that Mona Lee would never forget.

"You should always remember one sentence: Don't trust the HR director! Don't trust the director of human resources! Don't trust the human resources director! "

Tang Fengmo finished, lit a cigarette and began to breathe simply. In the past workplace, one gentle and smiling HRD after another seemed to be your closest ally at one moment and your deadliest enemy at another. Countless sales directors are in their hands from birth to death, from death to life. Loyalty and betrayal are their survival laws and values, and they are also the rules of the game.

"Does Lao Tang have any prejudice against the director of human resources?" Mona Lee muttered in his heart, but looking at Tang Fengmo was a little excited and didn't dare to say it.

"They can only be your colleagues, not your friends."

"It's hard to make you, but it's easy to destroy you."

Tang Fengmo spits out a smoke ring, which spirals into a strange pattern. In the smog, Mona Lee opened his eyes and looked carefully, but he couldn't see the true colors of Tang Fengmo.