"Can you be more specific?" Lao Liu showed great interest.

"Through my observation, these salesmen who are now doing sales, they earn the same salary as other employees, whether they sell or not, how much they sell, and their income has nothing to do with sales performance. Business trip to run sales, get up early and be greedy for darkness, run east and west, squeeze the car and wait for the boat, tickets are very difficult to buy, often stand people with numb legs, this work is actually quite hard, if you nest in the office there is also a lot of salary, in all fairness, who wants to have nothing to do, ask for hardship? Zhou Jianping said.

"Well----, that makes sense."

"Manager Liu, I have been to the sales department for more than half a year, and I can often see that every time I send a salesman on a business trip, the section chief is very embarrassed, because no one wants to go. It stands to reason that the salesman of the sales department goes on a business trip to run the business, just like the workshop workers on duty to operate machinery and equipment, that is their own job, but these people do not want to travel, just want to nest in the office, the working time is not the parents are short, or nonsense, or they will play right and wrong, in short, do not do business, come late and leave early, they pick up and drop off children at home, buy vegetables and cook and the like, nothing can be delayed. Zhou Jianping told the story.

"Jianping, how do you think we can get the salesman in the sales department to take the initiative to go out?" Lao Liu looked at Zhou Jianping with expectant eyes.

"It's called an incentive, and with that, the salesperson will have the motivation to go out."

"Do we need to give them a salary increase and increase their income alone?"

"On the contrary, these people are already living a very nourishing life, and if they raise their wages, not only will they not be motivated, but they will also be even lazier, and even more aggressive."

"What do you mean by your incentives?"

"Lower their salaries, and the income is linked to sales performance." Zhou Jianping poked straight at the point.

"For so many years, employees have been accustomed to raising wages and lowering wages, and it is the first time I have heard that the resistance must be very great, and I am afraid it will be difficult to implement!" Lao Liu said worriedly.

"You can't just look at the first sentence, there is another sentence after it, these two sentences complement each other, and together they are incentives." Zhou Jianping explained.

"How much do you think it's appropriate for a salesperson's salary to drop? How does their income correlate to their performance? ”

"Manager Liu, I only mention the ideas, these specific indicators, let the policy-makers measure them."

"I am the person who makes the company's policies, in addition to me, the second person is you, this work must be the two of us, you can't push it if you want to!"

"Hey, I'm a temporary worker, it's not appropriate for me to be involved in such a decision!" Zhou Jianping was reluctant to wade into such troubled waters.

"I know if it's suitable or not, let's discuss work, it has nothing to do with your identity, let's talk about your ideas first." In this matter, Lao Liu sincerely hopes to get Zhou Jianping's help.

Although he was very reluctant, Lao Liu's sincere invitation from the bottom of his heart made Zhou Jianping really unable to refuse, he took a sip of the teacup, "Reduce the salary of the sales staff by 40 percent, and set a sales volume for each person every month, quarter or year as the basic task, if the task is not completed, you can only take 60% of the salary, and if you complete the basic task, you will get the full salary, and if you exceed the task, you will be paid the full salary, and if you exceed the task, according to the number of overfulfilled, The percentage of income is given to the salesperson, and this part of the income can be called performance pay or incentive salary. ”

Lao Liu immediately answered: "For those who can't complete the basic sales task, the salary is reduced, which is equivalent to being punished, and if the task is overcompleted, he will be given a performance commission, and the more he overcompletes, the more performance commission, which is equivalent to a disguised reward." ”

"Yes, this is the incentive measure, under the effect of the incentive mechanism, there will be a motivation for the salesperson to take the initiative to go out." Zhou Jianping said.

"Well, once this policy is implemented, I believe it will have a big impact on sales. However, for the kind of salesman who really has no sales ability, I'm afraid I will suffer a big loss! "Lao Liu, is this sympathetic to the weak?

"That can't be helped, the difference between good and bad performance is reflected in economic income, otherwise this policy will lose its meaning. If someone tries his best, the performance still can't go up, it can only mean that he is not suitable for sales work, such a person, should mobilize him to take the initiative to apply for transfer from the sales position, maybe to the production line is still a good operator. ”

"You're right, everyone in the sales department, including the section chief, should speak with performance, have sales performance, prove that you are suitable for this job, and you can't open the sales situation through hard work, which can only mean that you are not suitable for sales, and you should take the initiative to apply for transfer. Jianping, I asked the office staff to prepare some paper and pen for you, you go to the next office, put your ideas and the consensus we have discussed, and organize them into a plan, the more detailed the indicators involved, the better, the time is not limited, after the finishing is completed, let's further discuss, what do you think? ”

This is the work arranged by the leader for himself, Zhou Jianping of course has to follow the implementation, he locked himself in a small office next door to Lao Liu, spent three days, drafted a "subsidiary company sales policy implementation measures", Lao Liu after the eyes, put forward opinions on individual indicators, the two again had a discussion, and finally determined, printed into the company's red-headed document sent to the department.

After the red-headed document was issued, Zhou Jianping stayed in the office for an extra day, and he returned to the sales department the next day in order to minimize people's suspicion of him.

At eight o'clock in the morning, Zhou Jianping had just sat down at his small desk, when the elder of the sales department came over and handed him two pages, "Everyone else has read it, you can also take a look." ”

Do you still need to watch it? This is the document drafted by Zhou Jianping himself, and he can memorize the content on it. But he couldn't let the others in the sales office see his expression, so he still read it carefully from beginning to end, and then sent the document back to Section Chief Fang's office.

The old party came to the big office where the salesman stayed, he pulled a chair and sat down, "Now that everyone is together, everyone has read the documents issued by the company, according to the company's regulations, from next month, the wages of our people will be implemented according to the documents, and everyone will talk about their plans." ”

Everyone was gossiping and talking.

"These policymakers, standing and talking, don't have a backache, and have so many terms and conditions with us, they think sales work is so easy to do?"

"It's never been seen before that sales performance is linked to salary income, and we also work eight hours, so why should we get paid less?"

"The sales performance commission, to put it nicely, is really going to be exceeded, can they cash it in? I'm afraid that those people in the company office will not agree. ”

"! If the sales performance is not good, and I take the initiative to apply for transfer, can I choose a job at will? ”

......

Section Chief Fang felt that these speeches were meaningless, and saw that Zhou Jianping didn't say a word, but he wanted to know Zhou Jianping's opinion, "Jianping, you have also read the document, what do you think?" ”

"Oh, what do I think----? How so? I also heard what you said very clearly, but I think that since this policy has been promulgated above, I guess there is a reason for it. Zhou Jianping said ambiguous words.

"What do you mean by that?"

"As I understand it, this policy at least provides an incentive for salesmen to go out and run business. Everyone knows that if you go on a business trip, get up early and be greedy for night, go hungry, endure hardships, and if you don't earn more money than others, who is willing to take the initiative to go out and suffer that crime. This time, the document said that you are suffering and tired, as long as your performance is good, the company will give you a commission and let you increase your economic income, which is like a reward for you, and you will no longer work in vain as before. ”

"Good is good, such a policy has never been done before, will the company be able to honor it then?" There are still those who are skeptical.

"In business, pay attention to credibility, if you don't keep your word, no one will want to deal with you in the future. I think, such a large subsidiary company, black and white, red-headed documents, and the payment is also stamped with the company's big seal, so as not to ignore its own reputation, Section Chief Fang, don't you say? ”

The old party nodded yes, but felt that the entire sales department was facing unprecedented pressure, especially the two young people who were transferred from the grassroots sales department last year, both of whom were cronies of the old party, these two young salesmen would not run the business at all, the old party originally wanted to take them, but now there is a new policy, their situation makes the old party worried, the old party said: "Your old salesman is better, the new salesman, the pressure is greater!" ”

No matter how much the people in the sales department have opinions about the new policy, once the document is issued, it must be implemented, and they know that from next month, they will have to pay for it. As a result, all the salesmen, including the section elder, left the office and went to users all over the country.

To deal with customers, observe words and looks, talk and exchange, customer psychology, usher in the delivery and so on, the sales department, including the old party, there is no one who has been in the harsh business environment for two or three years Zhou Jianping, others can not negotiate, and even have given up the business, Zhou Jianping can finally negotiate, colleagues are full of envy and jealousy towards him, but there is no way, this is the ability, and this ability is not something that can be learned if you want to learn.

A company called Hongxing Meat Factory, which produces ham sausages, needs food preservatives, and the amount is relatively large, and they originally used the products of the affiliated company, but in the first half of last year, they were replaced by the products of another company, and the subsidiary company lost a major customer. The old side successively sent two old salesmen to do the work, but they all returned in vain, and finally went into battle in person, but failed to recover the lost ground.

Zhou Jianping had heard about this and knew that Lao Fang had given up on this user.

Although the Red Star Meat Factory is located in another city, but adjacent to Huaxing City, less than a hundred kilometers away, Zhou Jianping remained quiet, went on a business trip to the location where the meat factory is located, and found a small hotel to live in.

Coming to the gate of the meat factory, the doorman asked Zhou Jianping for a letter of introduction as usual, and this time he really brought a letter of introduction issued by the unit, but he didn't plan to go directly to the supply department of the factory to find the salesman, "I don't enter the factory, my friend asked me to wait for him in the doorman's office." ”