Yan Wenlong believes that in order to enhance kinetic energy, it is necessary to expand the scale of customers, and in order to achieve this, in addition to the cooperation of products and marketing activities, the core action is to improve the efficiency of the sales system. Pen @ fun @ pavilion wWw. ｂｉｑUｇE。 ｉｎｆｏ

And this is precisely another difficult point.

Yan Wenlong learned that Chunhui Company, which has been behind Trinity for a long time, has made frequent moves since last year, and competition methods against Trinity have emerged one after another. Since the second half of last year, Chunhui's HR department has launched a "winter offensive".

In this winter offensive, Chunhui Company carried out one-on-one poaching with high salary, promotion, training opportunities, benefits, etc., and targeted the sales elite of Trinity. It is said that the HR manager of the other party also set an assessment target for this, and if he did not complete it, he would be demoted.

Chunhui's purpose is, on the one hand, to weaken Trinity's competitiveness through this most direct means. On the other hand, it is to enhance its own combat effectiveness.

Under this strong offensive, in the past year, a large number of sales backbones of Trinity have left and jumped to Chunhui. Some of them introduce each other, the superior takes the subordinate, or the subordinate recommends the original leader to join the company.

The latest statistical report shows that 46% of Trinity and above salesmen have left their jobs. And the grass-roots and middle-level managers above the supervisor also went 9. Yan Wenlong compared the list of salespeople who stayed, and the only emotion was that he felt that the entire sales system was about to be hollowed out.

The next morning, Tian Xiaofeng's office.

Yan Wenlong handed a document in his hand to Tian Xiaofeng and said: "Mr. Tian, this is the plan I made, designed for the current small scale of customers and weak sales force, and put forward a series of plans. Take a look first. ”

Tian Xiaofeng's face was expressionless, and he lazily turned this plan and quickly flipped through it.

In this plan, Yan Wenlong believes that the top priority is to stabilize the sales force, and there can be no more personnel loss, especially to let those who have experience stay, so that the whole system will not collapse, and there will be a respite. When the sales force gradually recovers and the performance gradually recovers, the company will have room to grasp the problems of products, sales, risks and other aspects.

In order to retain sales talents, Yan Wenlong believes that it is necessary to adopt a series of combination punches to stabilize people's hearts.

First of all, it is necessary to carry out salary reform and increase the linkage between employees' performance and commissions, so that salesmen have the opportunity to earn more income.

When Chunhui's salary was 30% higher than that of Trinity, but the average income of salesmen was lower than the industry average for a long time, Trinity could no longer avoid its own salary problem.

Most of the salespeople are young people who need to buy a house and get married, and they are full of insecurity, and they can't solve the problem by just promoting values and describing a bright future. Companies can only solve their biggest psychological distress if they provide a channel where they can make money.

Secondly, it is to carry out reforms in the area of welfare, so that these young people have no worries and can focus more on their work itself. Many employees live in three urban villages far away from the company, and it is very difficult to squeeze the bus to and from work, and a lot of time is wasted on the road.

In response to this, Yan Wenlong suggested that the company should rent buses and provide commuting services in various places of residence, so that employees can have more time to sleep and not worry about working overtime too late. These employees get to and from work together and have more time to communicate, whether it's at work or in other areas, which is beneficial.

Yan Wenlong believes that in order to make these salesmen feel at ease and passionate, it is necessary to solve their differentiated needs in a targeted manner. For those who are young and inexperienced, we should give them enough training opportunities to grow and feel a sense of belonging.

For the experienced sales staff who stay, you can consider job rotation action, so that those colleagues who have worked in the post for more than three years have passion and freshness, and at the same time, through cross-post training, cultivate reserve cadres.

For some sales backbones who have shown potential, they should be promoted, and employees should be promoted to supervisors, and supervisors to managers. Only by achieving an upward benign flow can the whole team be excited, activate everyone's minds, and avoid further loss of key employees.

For those junior managers who are already deemed incompetent, companies must take resolute action to remove them from management positions and select the right people to take over. Some people are actually better suited to be a salesperson than a good manager. Keeping them in management positions is a disservice to themselves and to their subordinates.

Yan Wenlong said: "In view of the current situation of low morale of the team, we can also come to a collective oath, and the company's senior management will come forward to cheer up and preach the company's current development and ambitions." At the meeting, you can also set goals for different sales teams, sign a letter of responsibility and reward plan with team managers, and let everyone take an oath and express their position for the company's goals and their own bonuses. Often in this atmosphere, these people will be very excited, put forward higher requirements for themselves and the team, and promise the company higher performance. ”

"Such a pledge meeting is very effective. It can make the participants scream and regain their lost fighting spirit. Zhang Zhongchao, the vice president of my former company, loved to use this trick, it worked very well, and every time it exceeded expectations. ”

Tian Xiaofeng pushed his glasses with a cold expression. He looked straight at Yan Wenlong and said softly: "Are you idiots when we are all in the sales system?" For so long, we haven't done anything? ”

Tian Xiaofeng pointed to Yan Wenlong's plan and began to analyze: "Regarding commissions, since the company has an overall salary budget, the reform and promotion of sales commissions need to be approved by the office meeting. At present, the company wants to open source and reduce expenditure, and the cost control is very strict. I've tried three times, and similar commission proposals haven't been approved. ”

"In the same way, the commuter shuttle you mentioned is also a plan with a lot of thunder and a little rain. No money, no appropriations, where are the buses? ”

"As for training, you need space, you need time, you need instructors. At present, with the gradual increase of performance pressure, the salesmen can not complete their daily tasks, where can they have time to listen to lectures? After they listen to the lecture, if the KPIs in the business are not completed, can the company's senior management open the net, and is that fair to other departments? ”

"As for personnel promotion, I was promoted at the first time, and the rest are hard to gnaw bones. For example, it is not easy for a supervisor to be promoted to manager, and the company has a complex promotion process, including some applications, assessments, training, appointment announcements and probationary periods, etc., the process is too complicated and the cycle is too long, resulting in some employees can't wait and go straight to Chunhui. ”

"If you want to solve the promotion problem, first go and get the grandsons in the human resources department done, so that they don't set so many thresholds."

"As for the transfer of unsuitable managers, you still look at the problem too naïve. These people can come up, they all have some relationship, either they have a good relationship with which vice president, if they are not stuffed in by a cooperative agency, or if they are related to the local government, you can't move any of them. ”

"Pledge meeting? It can be opened, but without those substantive policies introduced, it is useless to just gather people together and shout slogans. After such a meeting, morale will only slip further. ”

Tian Xiaofeng stretched out his hand, pushed out the plan, and pushed it in front of Yan Wenlong.

He said: "The company's current situation is no accident, freezing three feet is not a day's cold, you may see the problem, find the direction and exit, but many things, you may not be able to push." ”

"I've tried all the methods you said, but if it's not fun, it won't work at all." Tian Xiaofeng said and sighed: "I am very disappointed in Trinity. ”

Yan Wenlong was a little shocked when he heard this. He thought about all-round three-dimensional reform measures, which were not new here for a long time, and they were all constrained by various factors and could not be implemented.

He didn't know what to say, so he froze for a while, and after a long time, he said, "Then I'll go back and think about it." ”

After returning to the office, Yan Wenlong began a new round of fighting. He reviewed the minutes of the company's office meeting one by one in the recent period, looked at the main topics and conclusions discussed by the company's executives recently, and started from the aspects of personnel, IT, capital, finance, product design, marketing, sales, collection, approval, etc., to have a more comprehensive understanding of the company's problems and analyze the relationship between these problems.

Yan Wenlong kept forming a plan in his brain, writing it on paper, and then analyzing it on paper, analyzing the advantages and disadvantages of his plan. He wrote down his solution again and again, and then crumpled the paper into a paper ball again and again and threw it in the trash.

Yan Wenlong spent three days locking himself in his room and delving into these questions. During this period, he kept making phone calls, asking for data, asking managers of various departments, and conducting preliminary tests on his new hypothesis.

On October 25, in Tian Xiaofeng's office.

Yan Wenlong handed the new plan to Tian Xiaofeng, and took advantage of the other party's time to read it to explain his intentions.

"Facing the problem of declining capacity of the sales system and insufficient momentum for the company's business development. I thought about it carefully, and after much deliberation, I decided that it was imperative to ask the sales force. But it's not realistic to push for too many reforms at once, so I want to focus on commission reform first. ”

"Only when the commission reform is in place and employees see the hope, they will have the motivation to fight on the front line. Commission reform can benefit the majority of salespeople, and it is a reform that must be implemented for companies. ”

Tian Xiaofeng sighed and put down the plan: "I have to say that you have worked this new plan, the problems are very accurate, and the measures are also targeted." But it's still not that simple to do. ”

"If you want to try your plan, the premise is to break through the salary budget control, which is almost unsolvable within Trinity. So, I'm not optimistic about your plans. ”

Yan Wenlong nodded: "Yes, I know." But I'm still going to try, I want to beat it. ”

Yan Wenlong knew that as a latecomer, he had more opportunities to get the attention of the old forces. He had to use this honeymoon period to build his influence within Trinity through some major initiatives. Reforming the commission system not only solves the problem of salespeople's motivation and promotes performance growth, but also allows them to gain the support of front-line employees in the short term.

"Then you can try it. I am not against it and I will not support it. This matter, you can toss it, I don't care. Tian Xiaofeng moved his neck, pulled up his arm, and said, "I'm already disheartened anyway." ”

"Still, I'll say that you're probably going to be busy in vain. With what I know about this company, your plan will definitely not succeed! Tian Xiaofeng said categorically.

Yan Wenlong was unhappy when he saw the other party so discouraged, and immediately ridiculed him: "It's too early to look at this plan now, Mr. Tian." I believe in myself, and I also believe in Trinity, this plan will definitely be implemented! ”

"Really?" Tian Xiaofeng raised his eyebrows, and said word by word: "If you really complete this commission reform, I am willing to give way and let you do the position of general manager of the sales department!" ”