An entrepreneur once said, "The best employees should be used for sales. They can represent the image of a company. They successfully put their products on the market and let the brand of the factory occupy the market share. They are representatives of the elite. " Sales staff should be familiar with product performance, be quick-thinking, have a wide range of knowledge, and have corresponding qualities and talents. These are the basic requirements, and the most important thing is to be enterprising.
How does our sales work? Sitting comfortably in the office, the air conditioner is turned on to 20 degrees, the door is always open, and the cold air keeps pouring out. The elites have long been used to it, but it is not the air conditioner at home. The first thing the elites do when they return to the factory is to make tea, slowly pay for it, pick up the newspaper of the day and read it carefully, and then discuss current events with the elites around them, making them look like heroes. Some elites don't like the bland taste of tea and drink aromatic coffee. If a customer calls, elite will print a delivery note on the computer and send it to the driver. Life would be freer if no customers called. The elite don't have to run out to find customers. The old customers have let the elites complete the tasks assigned by their superiors. Now that they have finished the task easily, why bother to pull business in the rain? The number of new customers has hardly increased, and the number of old customers has decreased with time. There are hidden dangers and risks that cannot be ignored in the company's development prospects.
What are our employees doing? Everyone is thinking about their own self-interest, muddling along and flying home as soon as they get off work. If the income of the month is less than that of the previous month by tens of yuan, employees are complaining bitterly, not doing their duty at work, not improving their self-worth after work and indulging in entertainment.
I remembered a story about a man who spent his whole life making money and finally owned a big company, so he went on a trip. His biggest dream as a teenager was to sleep on the beach and bask in the sun. While he was enjoying the breeze, he found a poor man enjoying the sunshine not far away. The poor made fun of him and said, "You have to spend so much energy to start a business, and you can only get the sun after you are 50 years old, but I can get the sun every day without spending a little energy." The rich man said, "Did you miss your next meal?" The poor man said, "I haven't decided yet." I am watching God eat. " The rich man said meaningfully, "I missed countless meals, but I will continue to work hard." If I don't work hard, I will be like you, and I can't even keep my next meal. "
Our sales are like resigned poor people. In the face of fierce competition in the market, they don't take the initiative or contact customers enthusiastically. Now all the customers are old customers, and some of them have already left. They have not aroused vigilance, and are still operating according to the old methods of keeping branches and waiting for immunity.
The private enterprise outside is like an energetic rich man, redoubling its efforts to occupy market share on the basis of the existing rich industries. Different working attitudes lead to different economic conditions. Under the economic principle of survival of the fittest, ambitious employees will inevitably replace employees with low morale. High-tech is the first life force. If the high-tech employees lack a sense of urgency and can't produce the spirit of Qi Xin's cooperation, the enterprise is like a fragmented sand, and no matter how high the technology is, it can't produce cutting-edge products. It is easy for a person to break a pencil. If you put 20 pencils together, even a Hercules may not be able to break them. In other words, a person's strength may not be great, and a group of people, Qi Xin and Qi Xin, will make an indestructible force. If an enterprise wants to survive, it must work together with Qi Xin, brainstorm, stimulate employees' sense of hardship, and give full play to their wisdom and talents.
One day I saw a friend in the street, and he said goodbye. I asked him what he was busy with. He said, "I'm a salesman. I would be remiss if I stayed in the office and complained about the air conditioner. I give myself a task every month to develop one or two new customers. I usually go to the customer unit in the same city to find out about the situation when I go to work. For example, what do they think of our products? Or if the other party has any new requirements for our products, if so, we can correct them. When I have nothing to do, I will take the initiative to chat with them, invite them to dinner and keep in touch. If you don't contact your best friend, people will forget you, let alone the shopping mall. If your service attitude is slightly thoughtless, others will replace you. " Only a proactive work attitude can keep the market share.
I chatted with a private enterprise boss in the talent market last week. He complained to me: "My employees are not motivated. My wife always tells me not to work so hard. We have earned enough money for a lifetime. I want to find someone to help me manage the factory, as long as my job is to boost staff morale. Many employees are my relatives and friends, which is difficult to manage. I have great strength and offset three points. "
"Do you have enough money?" I asked.
"That's enough." He said.
"You build a small factory and let your wife take a bunch of relatives and friends to the new factory. It is these people who demoralize your other employees. In an enterprise, outsiders are easier to manage than relatives and friends, and enterprises without relatives and friends can better reflect the fairness of the enterprise system. " I thought about it and said.
"She is not self-motivated, of course she won't go." He said.
"Then tell her to go home and be a housewife. You give her enough home so that she doesn't interfere in your work." I said that many private business owners like husband and wife partnership, thinking that this is the best way to trust. But when the enterprise continues to develop, the wife's ability can no longer manage financial work. At this time, if senior financial personnel are not introduced outside, the development of the enterprise will be hindered, and letting the right person do the right thing can arouse the enthusiasm of employees more than doing the right thing.
A private enterprise boss has such a strong sense of hardship. If a big company is still optimistic, a crisis is imminent. Only with a strong sense of urgency can we promote positive and enterprising forces and make the brand go all the way.
Sika deer runs fastest in the animal kingdom. They started flying at dawn. If it doesn't speed up, the tiger will eat it. Tigers dare not neglect. If they don't run as fast as deer, it means that they can't catch food and will starve to death. Wolves have strong viability because they are in the wild and the environment is harsh. If they don't cooperate with Qi Xin, they will starve to death. Dogs are pampered and their owners provide them with delicious food every day. Once away from humans, dogs lose their instinct for survival, so their instinct is far lower than that of wolves.
Animals still have a sense of hardship, let alone human beings as the spirit of all things. In other words, once the style of being content with the status quo and not striving for progress is deeply rooted in the minds of employees, the company will not be able to produce unity, its fate can be expected, and the day of bankruptcy will not be far away.
Here are a few detailed examples of success or failure.
1. The gap between Shanghai Metro Line 2 and 1
I once chatted with a "turtle" friend who came back from Germany. I naturally asked him how he felt in Germany and what impressed him most about the Germans. He said: It is the rigor of the Germans, who pay attention to any detail of the work. He said something that surprised me: some highways in Germany were built in Hitler's time.
This reminds me of many engineering problems. The Beijing-Shenzhen Expressway has just been built for several years. Let's see how many parts are being repaired. Is our equipment not advanced enough? No, as far as I know, many of our construction units use first-class imported equipment, and our gap is actually in our minds. Those who have taken the Shanghai subway must know the story of Shanghai subway line 2.
A famous person once said: "The management of hardware projects is more reflected in the management of details, from details to every design, every change and every daily operation." Shanghai Metro 1 Line was designed by Germans, and it seems nothing special. It was not until Line 2 designed by China designer was put into operation that it was discovered that so many details were ignored in the original Line 2. As a result, the operating cost of Line 2 is much higher than that of Line 1, and it has not yet reached breakeven.
○ The role of three steps
Shanghai is located in East China, and the terrain is only a little higher than the sea level on average. In summer, rain often traps some buildings. German designers noticed this detail, so each outdoor exit of subway 1 line was designed with three steps. To enter the subway entrance, you must step on three steps and then get down to the subway station. It is these three steps that can prevent rainwater from flowing backwards in rainy days, thus reducing the flood control pressure of the subway. In fact, the flood control facilities of line 1 have almost never been used; Because of the lack of these steps, Metro Line 2 was flooded in rainy days, which caused huge economic losses.
○ Did not understand the function of exit turning.
German designers designed a turn at each subway exit according to the topography. Isn't this troublesome for the entrance and exit? Didn't it increase the construction cost? Only after the subway line 2 was put into use did people discover the mystery of this turn. In fact, the reason is very simple. If you leave the air conditioner on at home and the doors and windows open at the same time, you will be worried about paying more electricity bills every month. Think about it, how much electricity is saved every day and how much operating cost is saved by adding a turning exit to a subway.
Decorative lines make customers safer.
Anyone who has taken the subway knows that when you are too close to the track, the locomotive will feel dangerous when it comes. There have been dangerous incidents of passengers falling off the platform in Beijing and Guangzhou subways. German designers embody the concept of "people-oriented" in their designs. They spread metal decorations about 50 cm near the platform, and embedded an edge with black marble, so that when passengers approach the platform, they will be "vigilant" and realize the distance from the edge of the platform, which the designers of Line 2 did not expect. The ground is all the same color tiles, so it is dangerous for passengers not to pay attention to the track! The subway company had to arrange special personnel to remind passengers to pay attention to safety.
○ Different platform widths bring different comfort.
Every time I go to Shanghai, I realize the great difference in comfort between the two subways. The platform of 1 line is designed to be wide and easy to get on and off. When you transfer to Line 2, you will feel uncomfortable, especially during the rush hour. In a metropolis like Shanghai, the platform of Line 2 is very crowded.
○ Why leave out the platform door?
When designing the 1 line, German designers designed the corresponding platform doors to prevent passengers from falling off the platform, in order to save the heat of the platform and allow cars to be opened and closed. In order to "save costs", the construction unit in China may not have installed platform doors. Of course, it is even more difficult to understand the intentions of German designers.
Designers in China are not as clever as Germans? I don't think so. The key is to treat the long-term development of the work carefully. Compared with the romance of Italy and France and the casualness of Americans, Germans appear serious, earnest and even rigid, but it is with this meticulous and earnest work spirit that Germany quickly became the third largest country in the world after World War II.
China people never lack intelligence, what they lack is their persistence in "exquisiteness". Think about how many regrets we have left in urban planning and urban construction. Excuse me: How many roads have not been "cut" in our city? Who among our urban planners thought of accessibility for the disabled (it seems that there is still no accessibility)? How many overpasses in our city have just "successfully completed" and become new congestion points, which need to be rebuilt over and over again? Among the rows of tall buildings in our city, how many are really creative? Matchbox buildings and square towers are cloned piece by piece. ...
1. The harm of termites
There is such a story in ancient China:
There is a village on the bank of the Yellow River. In order to prevent floods, farmers built towering long dams. One day, an old farmer happened to find that the nest suddenly increased a lot. The old farmer thought: Will these ant nests affect the safety of the long embankment? He is going back to the village to report that he met his son on the way. Hearing this, the old farmer's son said disapprovingly, why are you afraid of a few small ants on such a strong long embankment? Then he took the old farmer with him to the fields. It was stormy that night, and the water of the Yellow River soared. The roaring river began to penetrate from the ant nest, then sprayed, and finally washed away the long embankment and flooded large areas of villages and fields along the coast. This is the origin of the idiom "A levee of a thousand miles, which collapses in an ant nest".
For a long time, I always thought this idiom was just a warning motto to prevent a slight mistake. There is no such case in real life, but now I know that "a thousand miles of embankment collapses in an ant nest" does exist.
Since 1970s, there have been 13 breakwaters and 9 dams in Qingyuan, Guangdong. It was verified that 9 dikes and 5 dams were the result of soil termites. 1In July, 986, Meizhou City, Guangdong Province suffered a severe flood since the founding of the People's Republic of China. There are 62 dikes in Meijiang, 55 of which are gaps caused by soil termites. 198 1 in September, 2008, there were 18 gaps in Yang Mo levee in Yangjiang City, Guangdong Province, among which 6 were found to be caused by soil termites.
In the summer of 2003, the Yangtze River was hit by a severe flood, and piping occurred in Nanping Town, Gongan County, Jingjiang levee, and the levee was in danger. Several old water conservancy experts were sharp-eyed, promptly judged that piping was caused by termites, and led the masses to take effective measures. After five hours of fighting, the danger was finally eliminated.
People will inevitably ask such a question: how can small termites do so much harm?
It turns out that the ants in the "ant nest" that caused the breach were not what we usually call ants, but termites. Termites and ants are very different in insect classification: the former belongs to Isoptera and the latter belongs to Hymenoptera; There are also obvious differences in morphology: the front wings of winged adults of ants are obviously larger than the rear wings, while the front and rear wings of termites are equal in length, so they belong to Isoptera in classification.
Soil termites are social insects, and their huge nests are built underground. There are at least millions of soil termites in adult ant nests, and there is a strict "social division of labor" in the ant nest population: the queen ant and the queen ant are the leaders of the group, specializing in breeding offspring; The task of soldier ants is to supervise the labor of worker ants and be responsible for safety; Worker ants, with the largest number, are laborers of this group, engaged in basic labor such as nesting and foraging. The queen ant and the place where the queen ant lives are called main nests, and the cavity area is 1 cubic meter to several cubic meters. The main nest and the auxiliary nest (also known as the fungus garden) are connected by an ant passage, and the inner diameter of the main ant passage is 6 cm to12 cm; Some termite paths extend in all directions, even through the inner and outer slopes of dams.
The harm of soil termites is hidden, and their whereabouts are hidden. Even though the earth-rock dam is seriously damaged, it is still intact from the outside. Some nests are big enough to accommodate four burly men. It's really a trap. It is not uncommon for people to get caught up in it. Even a cow can't get rid of it. There have even been cases where jeeps are caught inside. Because soil termites are constantly grouping, feeding and nesting on the dam, the ant nests on the dam are "dotted" and the dam has been hollowed out. When the flood season comes, the water level rises and water flows into ant passages and nests, causing piping and leakage and destroying dams. From this point of view, termites can indeed cause the consequences of long breakwaters, and scientific and meticulous observation and research is a necessary condition for nip in the bud. Any carelessness and neglect of details will bring unimaginable consequences.
3. A person who can't even keep his resume well.
A person who can't keep his resume well can't manage a department well. Details can show the perfection of the whole, and can also affect and destroy the perfection of the whole. I read a report in Wuhan Morning Post that Chen Mou, a fresh graduate of Jianghan University, stumbled over a resume when applying for a job.
What happened was this: On the morning of attending the job fair, Xiao Chen accidentally knocked over the cup and soaked the resume on the table. In order to get to the meeting as soon as possible, Xiao Chen simply dried his resume and stuffed it into his backpack with other things.
At the recruitment site, Xiao Chen took a fancy to the position of advertising planning supervisor of a real estate company in Shenzhen. According to the requirements of this enterprise, the recruiter will have a simple conversation with the applicant first, and then get the resume, and the person who gets the resume will get an interview.
When it was Chen Xiao's turn, the recruiter asked Chen Xiao three questions and asked him for his resume. When Xiao Chen was flattered to take out his resume, he found that there was not only a large piece of water stain on the resume, but also a scratch in the bag, which was deformed with scratches on keys and other things. Xiao Chen tried to smooth it out and handed it over. Looking at this scarred resume, the recruiter frowned and accepted it. The wrinkled resume is sandwiched between a bunch of neat resumes and looks very dazzling.
Three days later, Xiao Chen took part in the interview, and his performance was very active. Whether he is operating PHOTOSHOP on the spot or doing oral promotion for virtual products, he has done well. Xiao Chen was a key member of the school drama club when he was studying at school, and he also improvised a sketch, which won the praise of the interviewer. When he finished the interview and walked out of the office, a responsible lady said to him, "You are the best interviewer today."
However, one week after the interview, Xiao Chen still didn't get a reply. He was so anxious that he couldn't help calling the lady to ask about the situation. The young lady was silent for a while and told him, "In fact, the person in charge of recruitment is very satisfied with you, but you lost on your resume. The boss said that a person who can't even keep his resume well can't manage a department well. You should know that your resume actually represents your personal image. It is not rigorous to throw a messy resume. "
This incident taught Xiao Chen a profound lesson. Since then, he has become more careful. He deeply feels that sometimes it is only a small detail that determines the success or failure of things.
Resume is not only a tool for self-marketing, but also represents a person's image. Therefore, when applying for a job, you must write a resume and save it.
Perfect self is hard to show, it needs to be perfect in every detail; But it's easy to ruin yourself. As long as you don't pay attention to one detail, it will bring you irreparable influence.
In fact, in other words, employees are mainly required to pay attention to details, and details determine success or failure. If a company changes like this, monotonous emphasis on these words will make employees bored, and the participation of role models will be more deeply rooted in the hearts of the people and reflect the leadership charm of leaders. This is what a successful leader should have.
All right, that's all. If you feel good, you will get extra points. If you feel bad, do it.