Employee management: don't put your eggs in one basket

Keyword: employee management management enterprise management sales customer resources

Takahashi is JY brand of regional managers, primarily responsible for the A, B, C three provinces of business management. Takahashi's three provincial Regional Manager and is responsible for A province Zhao Jie is three people one of the most remarkable, the performance of three provincial Takahashi has made an enormous contribution. But recent Zhao Jie personal reasons, leading to a large customer loss, in accordance with the relevant provisions of the company, to make informed criticism, Jie Zhao. System implementation, Takahashi has received Jie Zhao's resignation reports, although Takahashi repeatedly retain, Zhao Jie will to live has a core staff, in respect of such loss. Zhao Jie switched to a competitor of the company, the same is responsible for A market, and most original Zhao Jie staff also Jop Zhao Jie there.

In the matter of Takahashi is not new, many managers are experienced core drain, but what happened next was a bit fresh. Operational framework for A market, and not a matter of sudden collapse, and soon someone to a vacant position, the customer resources area loss does not occur, the sales performance in the coming months even in stable. As of the beginning, but with a different ending, a Central Plains by also from one year ago this author and Takahashi of a conversation.

At that time it has just undergone gaoqiao once a regional market's business staff collective job-hopping event, this event directly led to the loss of the Takahashi, several very important for large customers, the performance was a big influence. Once a chat I and Takahashi talks about this incident, then also began discussions on how to lower core losses caused by brain drain.

Personnel, especially the core personnel, mostly those who have the expertise, master key resource people, their loss will have a far-reaching impact on business operation. So the core brain drain is every manager does not want to happen, and managers will spend a lot of experience in the retention of top talent. However, we must guard against the case, if you encounter a case? MA to racing, dancing as jump, Earth or for whom do not go. It is precisely because of the high-impact talent, strong irreplaceable nature, the more you need to do ahead of time in case preparation.

Be prepared, we must clearly understand the "what if" appear in the future, the potential impact of non-core talents? alternative? that is going to the analysis of core people have, what kind of professional technology? what key resources in the hands?

Takahashi is a regional manager, men are mostly business officer, if the "case", the most direct impact is loss of customers, and this is the core business of critical resources. The most important market is the most valuable customers, is the customer relationship, so resources are marketing branch most critical resources. If you have such a key resource in someone's hand, then the others, is certain that more terrible is like holding a time bomb, and the controller is in the hands of a master resource.

How to master customer resources in the hands of business professionals? because enterprises out of contact with customers. Very often, business people become enterprise Plenipotentiary, all enterprise and customer contact is established in the hands of business professionals, so they formed a line frame. As an intermediate connection link business staff of course becomes very important, if the link breaks, customer loss, of course, is inevitable. Although enterprises may, through the establishment of a CRM system, with detailed customer information records, but the customer relationship in the market is not a file can be created. Although customer concept in the early stages, will consider themselves in dealing with enterprises, but the long-line links, idea formed in the parade of "only" mode. So you need to change the corporate, business and customer relationship between the mode for three persons to form a loop-loop structure.