At seven o'clock in the evening, the conference room was still brightly lit. Yan Wenlong, the www.biquge.info of the pen and the leaders of the five groups, Sun Xianyu, Cao Zongxian and others, are still fighting in the conference room. He drew all four figures on the whiteboard, then labeled them one by one with yellow post-it notes.

"Ladies and gentlemen, after the joint collation of our team, combined with the past sales experience, we have sorted out the customer portrait across the company's credit card products. They are high-end elites, urban white-collar workers, exquisite women and young people. Below, I will introduce them to you one by one. ”

Two hours later. Yan Wenlong stood up and said, "Everyone has worked hard, but we have finally sorted out some key information that can guide our sales staff to be targeted." I will arrange for these to be turned into materials and training manuals and distributed to our salesmen. ”

He looked up at his subordinates and said, "Now that everyone knows the characteristics of these customers, they can no longer lower their heads and blindly cast their nets. Now that we know their needs and where they are, as long as we use the right methods, provide accurate products, and cooperate with effective words, we will definitely be able to achieve twice the result with half the effort and achieve the sales target. ”

Everyone nodded their heads and was enthusiastic, and several group leaders took the lead in applauding.

After the meeting ended, Yan Wenlong returned to his seat, and he turned on his computer to check his email. He was attracted by a recent monthly sales report.

The data on the report shows that the two partners, Sun Xianyu and Cao Zongxian, performed well last month, which was extremely powerful, with an average increase of 30% in the number of incoming documents, while the approval rate increased by nearly double, and the number of cards handled by a single person in a single month exceeded 140, reaching the best in history.

More importantly, the total customer value introduced by the duo reached 280,000 and 290,000 respectively, setting a record for the month. In the sales potential list, the two also ranked second and third respectively within the company.

Yan Wenlong clicked on the detailed data and found that the customer data of the two was very healthy, although there were several top customers from the list he provided, but most of them were self-developed customers, and the quality was relatively high. He understands that the two partners have apparently drawn inferences from each other, starting from customer portraits and finding the trick of finding quality customers in bulk.

Yan Wenlong looked at the previous data again and found that the two of them had shown high-profile performance for the third consecutive month. He thought to himself that if he continued at this pace, he would soon be able to apply for a promotion to his two brothers. He flipped through the pages of the report and clicked on the sales report of Liu Guangting's second group.

The second group of five people has also seen a steady increase in card issuance over the past three months, with more than 110 cards issued per capita. The number of customers under Liu Guangting's own name, after the adjustment of statistical caliber, also reached 113, which was decent.

Yan Wenlong nodded and let out a long sigh of relief, the situation he was most worried about did not happen.

In the past three months, Liu Fatzi seems to have changed as a person, without the arrogant look of the past, and he does not dare to collide with him face to face, but has been away for a long time, often does not see people, but when he returns to the office every day, he always carries a bunch of customer application forms.

Yan Wenlong knew that Liu Fatzi had cursed himself secretly a few times, his eyes were very vicious, and he was disrespectful on the phone a few times. But there's always a good way to be in person, so he doesn't care very much. He never expected to be able to become friends with Liu Fatzi, as long as Liu Guangting didn't stab him in the back and didn't drag him back, he could tolerate the malice of the other party behind his back.

What made Yan Wenlong happiest was the last overall report. In this report, he saw a series of brilliant figures: the average number of cards issued in a single month increased by 30%, the average number of cards issued per capita increased by 32%, and the customer value increased by nearly 50% for three consecutive months. Within the company, among the sales teams by division, his team in the western district of Taigang City ranked first in the three indicators of "customer value", "number of incoming parts" and "card verification rate", and ranked second and third in the two indicators of "card issuance" and "per capita operation efficiency".

Compared with previous years, this data is even better. It took his West team just eight months to achieve the overall full-year performance target, and the rapid growth in recent months has attracted the attention of many superiors, so he has to consider slowing down the pace for a while.

However, Yan Wenlong finally dispelled this idea, salespeople mainly rely on commissions to eat, and being able to do more means more income, he should not have reservations, but let everyone keep challenging higher goals and pursue better salaries.

Yan Wenlong shifted his gaze from the screen and said, "Thanks to the original list!" It's amazing to think about! With that, he took his glasses off the bridge of his nose.

Yan Wenlong looked at the glasses, the color of the outer frame had been repainted by him, and it was black. The edges of the frame have also become streamlined, and there is no longer the original abrupt fold line shape, which is no different from ordinary glasses. He remembered that when he first put on these glasses, his two companions asked this and that, and he could only cope. In all this time, no one paid attention to it again.

Yan Wenlong put his glasses back on, and at this time, the digital interface appeared in front of his eyes again. On the left, he saw the number jumping on the built-in projection, which changed from 40 to 330. Yan Wenlong said excitedly: "The fighting spirit has come up again, great!" ”

The next morning, Yan Wenlong came to the office in good spirits. As soon as he stepped through the door, he felt an uneasy mood. The colleagues were nervous and did not dare to come out. Shi Qitai, the general manager of the branch, was talking loudly in the room, and his tone was not good. Even "Little Tiantian" Wang Yuran, who usually likes to laugh all the time, was silent.

Yan Wenlong hurriedly returned to his seat and turned on the computer. He checked his email and quickly understood why the atmosphere was so tense.

In an email sent by the risk management department, the problem of non-performing loans of the Taigang branch was highlighted and severely criticized. Attached to the email, there was an excel sheet listing data on the city's non-performing assets that had not been repaid for more than six months at the end of October.

The total amount of non-performing assets in Taigang City is 31.68 million, ranking first among all companies, more than 20 million more than the second place, and the data is very ugly. According to this data, the defective rate of Taigang branch reached 30%, exceeding the 2% warning red line by 15 times.

In the email, the risk management department not only criticized, but also asked the Taigang branch to immediately find out the cause and take action. It was also proposed to the senior management that the main responsible persons should be held accountable and dealt with with with them for accountability.

Yan Wenlong's mood suddenly became nervous, but he thought that the customers he had introduced were of high quality and there was no big problem. He kept looking through the statements to find the data on the individual non-performing loans. After spending half an hour of continuous analysis, he found that the non-performing loans were mainly caused by the same type of customers in the previous period.

Most of these customers are small business owners, and most of them do small businesses such as fruits, hardware, and supermarkets. They have a lot of requirements for cash turnover, so they prefer credit cards with large amounts. These customers themselves have poor anti-risk ability and insufficient liquidity, and once there is a storm, it will be difficult to repay the loan on time. So, in his definition, these small business owners should be considered inferior customers.

Yan Wenlong continued to analyze and found that most of these customers were introduced during 2014, and the number of people exceeded 2,000. He immediately understood that Liu Fatzi couldn't get out of this matter.

In March 2014, Liu Guangting took over the position of sales executive in the western region, which had just left the company. In order to pursue further promotion, Liu Guangting is eager to make achievements. He believed that small business owners had high loan amounts and large transaction volumes, so he did everything possible to convince the then general manager of the branch.

Since then, the branch has focused on attracting small business owners with major controversies, increased resource investment, and promoted short-term rapid growth in performance, until Shi Qitai took office.

Shi Qitai walked out of the office, his face was grim, and he said to everyone: "Colleagues, I have something to tell you, please suspend your work, this matter is very urgent and concerns the interests of all of us." ”

And they all gathered around. Yan Wenlong also joined the crowd and approached Shi Qitai to listen to his speech.

"That's right, since the beginning of this month, there have been a large number of non-performing loans in our Taigang branch, totaling more than 30 million, which will soon cover up all our other achievements. It's November, and with this risk asset profile, all of our performance indicators for the year will be heavily weighed down by the end of the year. Shi Qitai frowned and spoke slowly.

He continued: "Our overall performance will be the last gear. That means that there are hundreds of people in our branch, and they can only get the most basic salary, not performance salary, and no year-end bonus. For sales lines, they will not receive a commission. For colleagues in the risk line, the outcome will be even more dire. ”

"Colleagues in the risk line are likely to suffer large-scale layoffs, starting from supervisors, to team leaders, and then to grassroots employees."

Shi Qitai paused and said, "I'm not scaring everyone. Such an incident has happened in the past across companies. Five years ago, a similar incident occurred in the Donghai branch. At that time, all the managers of the branch were demoted to one level, and the risk line and the general manager were all demoted to ordinary employees. ”

"More than 30 employees in the risk line were dismissed, and more than 20 people in the sales line with customer negligence were dismissed. As the scale of the business has become smaller, the staffing of the market line and the general line has also been abolished. ”

Shi Qitai's gaze swept over everyone and said, "We have the same predicament in front of us. Whether the responsibility for this lies with the sales side or the risk side, it is all of our business. If we don't recover these bad loans, we won't want to have a good year. If you don't want to encounter bad news such as salary penalties, demotion, and dismissal during the Chinese New Year, you can act together and work together to recover bad debts. ”

Shi Qitai said: "Okay, let's stop here." Yan Wenlong and Li Tianchi, the two of you will come in in five minutes, and I will discuss the arrangements for this work with you. With that, he hurried back to his office and closed the door.

There was a commotion in the crowd, and many people were talking about it, worried about their income. An aunt from the integrated line even cried, shouting incessantly: "What should I do? If I can't get the year-end bonus, my family's debts will not be able to be repaid, my husband will have to stop taking medicine, and he will die. Whining...... Woowoo woo ......"

Yan Wenlong took a look and recognized this aunt, a good person who took great care of him. This aunt often cooks an extra meal, brings it to herself, and tells herself not to eat fast food outside. Sometimes I wait until late after work to wait for myself to come back and enter customer data. Usually I care about myself, too.,I'm worried about not finding a partner.。 Yan Wenlong regarded his aunt as his mother in his heart.

Her name is Lin Dongyue, and she is a middle-aged woman of forty-five years old who has not received much education. My aunt's husband was unable to work because of kidney disease, so he had to recuperate at home and had to seek medical attention on time. In order to meet the cost of treatment, the aunt borrowed money from everywhere and owed a lot of debt. She also has a 16-year-old child in high school, and the cost of various tuition fees and materials is also very large.

The aunt's job brought the only source of income for the family. If you can't get the year-end bonus, you are likely to face the situation that your husband will stop taking medicine and your children's grades will be affected. Yan Wenlong thought of the predicament and difficulties that his aunt was about to face, and his heart ached. He secretly told himself: "For myself, for my aunt, and for all my colleagues, I must recover these bad loans." ”

In Shi Qitai's office, Shi Qitai, Yan Wenlong, and Li Tianchi sat in front of the computer together, looking at the people in the video conference system, it was the vice president in charge of sales across the company, Zhang Zhongchao, and the Bole who promoted Yan Wenlong exceptionally.

Zhang Zhongchao was furious in the video: "Shi Qitai, Yan Wenlong, you two straw bales." How did you introduce customers, issue cards for all garbage, blindly pursue the number of customers, regardless of the risk, and now there is such a big mess. ”

Zhang Zhongchao approached the camera, his head became bigger, and said: "Although the responsibility for risk prevention and control lies on the risk side, we are indirectly responsible. But anyone with a discerning eye can see that the responsibility this time lies in the sales line. In particular, the sales line of your Taigang branch is the culprit. At the president's office meeting, I asked Vice President Wang Tengyun, who is in charge of risk management, that I will definitely grasp the entrance and recover these non-performing loans. ”

Shi Qitai immediately said: "Indeed, the responsibility this time is ours. This is mainly due to the fact that there have been major lapses in customer access in the previous two years. We will act now to try to recover our losses. ”

Zhang Zhongchao said: "The company has stated that whoever introduces it is responsible. The mistakes made by your sales line, solve them yourself. You must recover all the 30 million non-performing assets. ”

His tone softened a little, and he whispered, "Of course, I will also mobilize resources from various sources to assist you. Your bottom line is to recover at least half of your bad loans, and that's my death order. If you can't complete the task, you all come to see you! ”

Yan Wenlong's face was grim, he looked at Shi Qitai and Li Tianchi, and found that they were also pale. Especially Shi Qitai, who wanted to defend several times, shut up at the last moment.

"I've already communicated with the human resources department and given you three months to complete this matter, that is, to recover at least half of the non-performing loans before the Chinese New Year. If it's done, I'll take 3% of this amount and add it to your year-end bonus as a reward. If you can't do it, your sales team and risk team will get out of the way. Shi Qitai, you are also ready to roll up and leave. ”

"According to the operation of the Human Resources Department, your performance commission and performance salary for October have all been withheld and will not be paid for the time being. I will put a little pressure on you first, and then I will distribute it together with the reward after the recovery of these non-performing assets is completed. After speaking, Zhang Zhongchao turned off the video conference system.

"What? Even last month's bonus has to be deducted? This doesn't make sense, those are the results we have already made, why don't we send them? Without the bonus, we can't even afford to pay the rent with that basic salary alone! The company is ****** disgusting! Next to Yan Wenlong's seat, Cao Zongxian heard the news from Yan Wenlong's mouth and said angrily.

"I can't help it, the company says there is no reason. The order to die was also given to us from above. Alas, recently, everyone has also focused on how to recover bad ones. It's very, very important. Yan Wenlong said.

"The leaders above are always the same faces, and they are in a hurry to take it to themselves if they have merit, and if there is a problem, they will immediately let their subordinates deal with it and push the responsibility clean. And then keep pressing, pressing, pressing, hating to drive you to death. They will never listen to your explanations, will not pay attention to your grievances or pain points, they only know to look at the data and ask for results. Son Hyun-woo complained.

Yan Wenlong nodded: "I also feel this culture of the company. Focusing too much on data, focusing on performance, not paying attention to the process and causes, not paying attention to the feelings of employees, and impersonal. He reached out, touched the back of his chair, and said, "Although I was lifted up by this mechanism, for the first time I felt a deep disappointment. ”

Cho Jong-heon and Son Hyun-woo continued to complain and vent their dissatisfaction. Yan Wenlong put his energy into his computer, and after a while, he suddenly interrupted the conversation between the two and said in an excited voice: "I know how to recover those bad loans!" ”