◎ Identify team influential key members
38-year-old Chen Kui is HP Software Division senior associate, he worked in the IBM software business for 12 years. Simply, when super salesman into elementary operations supervisor role translocation, also followed a series of questions.
That year, Chen Kui boss has a habit: Saturday dinner began to send e-mail requests will receive a progress report on Monday. Chen Kui had to spend an entire Sunday, one by one call of subordinates. However, the sector obviously have 10 supervisor, boss, Mr Chen's gaze and another supervisor, as they are respectively responsible for three-fifths and two fifths of performance, others are only supported in nature. ≪<< more team management
「Cold always is the boss told me to performance, now how do you become my go to subordinate help? 」 Because contributions 60% of the business, but being 「introduction stare 」 20%, compared to-fo-Kwai rookie head bitterly, get an answer: squeezing toothpaste theory. 「Cold how squeezing toothpaste most effort? Chen Kui ask since 」 answer, of course, one from the preceding 「introduction! 」 He explained, to make long term plans, but also to short-term results. Want to quickly get results and effort, you can pick one or two ideas fit colleagues together to do the rest to see will want under-Secretary-General 「introduction originally only: to do so, there are three people are doing yeah! 」 Soon, there will be more and more people to join.
Chen Kui would first spend three, four months, find out the one or two key staff. They are usually well experienced, performance, and also willing to share their work skills, help other colleagues, and even served as a mentor to appease colleagues mood, Chen Kui said they were called 「introduction small leader 」. HP's software Division includes business, marketing, and research and development. Research and development and marketing team has its own small leader, leader of the small business sector by Chen LEE himself. He just put 80% of the time, are placed in the two leader who will be able to master the entire team.
Chen Lee believes that the details given to small leader is responsible for, do not only have the time, you can train a successor, killing two birds with one stone. 「Cold I am not a primary school teacher, won't need each day ask students homework wasn't finished? write? details make the following leader to see it! 」 He says with a smile.
◎ Don't let customers skip subordinate to find you
Authorization is the basis of full trust. Chen Kui every two days at least to tell colleagues about a telephone to confirm the progress of work. In his view, the channels of communication and build a good, trust would follow; there is a trust, the competent authority, the staff can be confident that can also be bold decisions. However, the implementation details can let go, strategic planning you must do by the competent person.
For example, in the implementation details, Chen Kui never ask salesman how to quote. He will first and sales communication guideline after fully supported. If the customer on the salesman said: 「introduction I don't want to talk to you, find your boss! Chen Kui 」 will tell customers: direct call, 「introduction get price must be the most expensive! 」
Chen Lee explains 「introduction not to do so, then the customer does not find the salesman on the thing, all of which have come to you! Not enough when the competent authority 」, 80% of the decision taking in the body, it'll only make themselves to death, so that the employee frustration, let organizations stand still!
In policy planning, the beginning of each quarter, Chen Kui will each Associates interviews, find out the season 3 most important plans, and determine the direction of execution. 「Introduction of these three things, you should cover your 80% responsibility 」 his colleagues, for example, if the business plan is 「introduction into financial industry 」, practice is 「introduction daily Call customer 」; Chen Kui might remind, 「introduction through cooperation manufacturers recommend that lock key 20% of customers 」 may is the correct method.
Chen Lee believes that managers to play many roles:
L coach (coach) role is to communicate with staff operations strategy, but don't jump off to battle in person;
2 mentor (mentor), is a timely solution to employees of psychological distress;
3 Manager (manager), is the use of the company's internal network and resources to support the front line staff
「Cold salesman ran outside, in the company, not many people know 」 Chen Lee cites 「introduction but when he needs a competent help pulling relationship, win the case, the supervisor will help him later. 」
◎ Train subordinates, should do 3 things
With 13 years experience in the software business that Chen Kui 「introduction identify target clients "with the cooperation of manufacturers recommend" use marketing 」 are business people should spend 80% of the effort to do 3 things, also a novice salesman wants to get back to the first order, in order to do three key points.
Chen Kui always tell the novice, the first quarter, 80% of the effort to use with customers and partners a good relations; the second quarter, from key customers, find out within half year most likely order of the two, and the proper remedy for their needs. Usually after 6 months, the salesman will 「introduction opened 」, get the first order. Season 3, there is no longer a hard run customer, you can spend 80% of the force and marketing departments, a snare more potential customers.
Chen Lee likes to share a case study: IBM, he had to employ a civil engineering graduate student is responsible for sales and service software. Other obedience to follow this set of processes to run business, lock a bit nasty customers. As a result, she was 7 months into a $ 30 million for the large case, less than two years are granted special promotions Manager. 「Cold focus on these three things, others are minor! Chen Kui on own 」 train super salesman of the third stage of the 80/20 rule, confident.
It seems, from sales to business executives, from when the customer to authorization management, 80/20 rule can with career growth reminder
You: at this very moment, what we do, the most vulnerable to new heights!◎ New clerks work law 80/20
First quarter: 80% of the resources that are used in establishing relationships with key customers
L know all cooperation is the head of the manufacturers.
L know before five important customer is the head of procurement, and may not directly through the Secretary, and the other phone calls.
Second quarter: 80% of the resources available to meet the needs of the most important customers
Five important customer l from, find out in the next six years, procurement and purchasing budget of two customers.
L to meet each other's needs, to the end of the second quarter of the first order.
Third quarter: 80% of the resources that are used in cross-sector cooperation
L through cooperation with the marketing departments, use the media to publicity tool, such as a single point of attack to fully break, contact more potential customers.
L use of multinational enterprises, the introduction of foreign success stories, persuade domestic customers.
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