Keywords: Wu mount mount logistics management enterprise management DHL
Sales results at all, but the process is also very important
We know that almost all of the sales are pursuing digital is King, not performance all talk, this is the fundamental business survival. But the difference is that the management of digital back, in the end is only the result does not ask the process or to process also scientific control?
DHL is the international express and logistics industry's market leader, it is Germany's postal, DHL's a brand, the whole group in 2008, operating income reached 540 million euros. Wu mount mount as its joint venture in China-Sinotrans National Sales Director, management 18 district near thousand sales team, reporting directly to the headquarters staff, she also has more than 50 people, she said: "the ability to increase sales, salesperson behaviours to scientific management and guidance, the process is done, the results are largely in control. ”
Process management makes the "Star"
Sinotrans sales not by agent channels, but mainly on their own sales representatives to do, so sales personnel's quality is essential. Create a combat effectiveness of the sales team, Wu mount mountain view is to the right person in the right positions. Channel sales, phone sales, and sales support, and other various positions have different capacity sales model, according to these models on sales competency assessment, qualified persons are currently able to meet corporate needs, unqualified persons need to develop plans of action to achieve through improvement of the company's requirements. If improved also failed, there will be a matter of principle for post exchange.
Capacity model found the right one, but how can through systematic process management continued to improve employee performance? NG mount mount has done a lot of work, "sales results while at all, but the process is also very important. "Wu mount mount view real sales star, through effective actions to get very good sales performance," I want to create such a category. Especially in this difficult time, we do not need light work no results, also does not require less work to luck, because it cannot be sustained. ”
But not everyone a hand became sales star, Wu mount mount and the entire management team's task is to add other categories of people through the process of management to achieve star standard. DHL Asia Pacific has a set of specialized management systems, sales operations are recorded into the system, "I can see, you can't say you do what I do not know, to the authenticity of this system as a basis for our business needs, a series of indicators follow-up and evaluation. "Such as a work-out twenty people, four personal level, what is the average level, what is the highest level, why is this level of low level is what causes? if the market is not good, is much more serious impact must withstand argument, followed by the highest levels, is there anything worthwhile.
The magical effect of flexible management
As noted above, many multinational companies like DHL, are suitable for their own development is very perfect management system and processes, but in order for the "big machine" more perfect, we also need these rational hardware add necessary flexible components. Wu mount mount well road. At the end of last year's sector staff spontaneous party let many sales colleagues unforgettable evening, from 6: 30 fully open late into the night 12: 30, the first round a second round of PK, PK, singing, dancing, and laughed, essays, and everyone in the aisles, "I myself feel this team build. "Wu mount mount deep feelings:" from customer service to now are actually quite a large team, but for so many years in my direct management scope has never experienced talent in the discontinued, I think that besides I always used to do a talent pool and give everyone a fair environment, the build team spirit is the very core of a characteristic. ”
Unified team values are the foundation of team spirit, Wu mount mount very ingenious. Because employees have to meet the leadership of habit, so the arrival at the beginning she would honestly tell all of my colleagues, she hates self-righteous, indicative of the people, like the overall view, to have empathy and integrated thinking and strong person. On this basis, the mount mount has done a lot of soft.
The 2008 excellent staff selection, headquarters sales colleagues to over 30 colleagues for candidate reportedly Yuan-fueling this "family group" lineup is the most spectacular, "Yuan-Yuan, proud of you," and all people shouting slogans, even though the employee did not ultimately chosen national-level excellent employees, but the whole NG mount mount team gains is very big, "then I look at her eyes moist. In fact, it seems to me she selected not elected are not important, she has been recognised that the incentive effect has been played. I would like to take this opportunity to build the team cohesion. Because this is what I have been advocating, so employees are very active participation, team spirit and collective sense of honour is formed at this time, the passage will become consciously spontaneous action. "Wu mount mount also insists in subtle manifestation of caring, Headquarters colleagues regardless of the number of people, every year birthday will receive NG mount mount carefully selected gift. "This is not about the money, is to my mind. It is because of their efforts, I can get down to work. ”
The current global economic crisis on logistics industry influence is very big, Sinotrans requires every business executives are personally follow up on major clients, help them to overcome the obstacles, the entire management team to go to a line, "this one is looking for new opportunities, on the other hand is in the self-strengthening, everything was fine, the winter is over will be able to break out more energy. "Wu mount mount still have answers.
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