Zhang Dali Sales Director Interview: "Sword Spirit" Cast And Eagle "Army Soul"

What is the spirit of "Liang Jian"? Even if the opponent is strong enough to know that he will not be enemies, he must show his sword. Even if he falls under his opponent's sword, he will still be defeated. This is the spirit of Liang Jian.

"Liang Jian spirit" is a kind of courage. It is a kind of courage to face up to difficulties and to overcome difficulties and not give up.

"Liang Jian spirit" is a kind of unity, is a large to the whole group, small to every member has the courage to take the lead in the world of explosive and cohesive force, a uniform unity, unity of strength.

"Liang Jian spirit" is a kind of boldness. It is a perseverance that leads the team to be fearless, face difficulties, make decisions decisively, never give up and perseverance.

　　 Eagle What is the spirit of a fire? It is a fire like selfless work "passion". It is an unswerving "goal" like iron and a "responsibility" that is unbreakable in mountains. Once committed, it will never go back on its promise. This is the spirit of the eagle and the spirit of the eagle.

In 2011, "global softness" Material Science "Tailoring expert" - Eagle technology has once again achieved outstanding performance over the past. The team led by Zhang Dali, director of business, has the best sales performance and excellent team building. From her team, we once again saw the "sword spirit" and "Eagle spirit".

At the beginning of the year of the dragon, in a sunny morning, I had the honor to meet this competent and competent sales director at the headquarters of Eagle Technology, from the interview with her, to reveal how a team with a distinctive "Eagle culture" was trained.

　　 Key words: steadfast, hard working and cohesive force

Q: Yin Zhi Yong In the past two years, the chairman has emphasized the role of the team, emphasized the executive power and stressed the sense of responsibility of the staff. We also know that the director Zhang Dali (hereinafter referred to as director Zhang) your area has achieved good results this year, which is inseparable from your strong sales team. So, what is the experience and experience of director Zhang regarding how to build a strong team?

Director Zhang: to set up a strong team and choose the most basic criterion is to have a solid, hard working and conscientious person. Whether people are smart or not is not much related. The most important thing is to work hard, to learn well, to feel secure in work and to have a strong sense of responsibility.

Q: apart from the fact that team members need to work hard, work hard, be conscientious and have a sense of responsibility, how can you make the whole team work efficiently and orderly? Do you have any unique opinions?

Director Zhang: it is very important for a team to be efficient and orderly, to give full play to the strength and cohesion of the team. In our team, every newly recruited salesperson starts with the most basic telephone interview from the beginning, and lets the new person feel from the positive and progressive atmosphere of the whole team, so as to integrate into the team, work hard and be uniform.

At the same time, in life and work, for every team member to care and help, unite as a family, is also very important.

In life, sales work is very heavy, as a team leader, care for every team member, from housing, amateur life to give meticulous care. Only in this way can every salesperson be able to devote himself to the work with the fullest mental state and not interfere with the normal work because of worries in life.

In terms of work, we should teach students in accordance with their aptitude, and according to each person's ability, we can divide the region and the suitable working mode, and give timely help and guidance in the work, so that every team member can quickly find his own ability and work without interruption. {page_break}

　 Key words: responsibility, communication and profession

Q: how do you scientifically select talents to enrich your team's experience and introduce them to other sales teams?

Director Zhang: every new member who joins our team must start with the most basic work, mainly in our sales and Technology Service Center, responsible for communicating with customers and communicating by telephone. From these basic work, we can analyze each person's ability, character and work characteristics according to the ability shown in their daily work, and then assign them to different posts and different regions according to them.

Q: according to everyone's ability to divide jobs and responsibilities, it is really able to let everyone play their ability in their own needs. Is this an important aspect of your team's efficient and orderly sales work?

Director Zhang: Yes, in addition, there is a very important aspect in selecting talents and training talents, that is, clear responsibilities and clear areas. No disobedient individuals are allowed in the team, too self, or to grab each other alone. These destructive unity phenomena happen, no matter how excellent and competent the man is, he will never let him stay in our group. If a member of a team thinks only for himself, it will become a loose sand, but the performance will not get promoted.

Q: can you tell me what specific measures are taken in this regard to maintain unity and to maintain a scientific and orderly internal competition among the teams so as to form strong combat effectiveness?

Director Zhang: if you want to maintain unity, or you need to clearly divide the responsibilities, divide the area, and the areas you are responsible for and the work you are responsible for must be borne by yourself. Whether it is a performance or a corresponding responsibility, it is up to us.

In our region, there is a principle of "no more than three times". Subordinates do wrong things. As leaders, they have obligations and responsibilities to give clear guidance and education. But if we do not make corrections for three consecutive times and fail to meet the requirements of the company, we will severely punish them. Even if we clean up our team, strict discipline and strong sense of responsibility are the basis for the whole team to work efficiently and carry out reasonable internal competition, and always maintain team vitality.

Q: it can be imagined that under such strict discipline, it must be very effective and very united.

Director Zhang: here, I have a story, last year when CISMA, a new salesman signed a device, but the final performance was not given to him. Because, from the beginning, the salesman did not work hard to run the area and the customer. The signing of the client was not entirely due to his own efforts. Although at that time, he was also very aggrieved and did not understand, but through education, he realized that all things should be earned by their own efforts, and no gains without gains. The strict handling and implementation of this matter has kept the salesmen of the whole region maintaining the spirit of hard work and enterprising spirit.

To tell you the truth, every member of our team is very good. It is for the sake of the company, for the customers, and after signing a bill with a customer on CISAM, he told me that he liked our team very much. Everyone was very united and very considerate of the needs of the users. He appreciated the unity of our team and felt that the sales team of Eagle Technology was very professional and sincere.

Q: Director Zhang, do you think that in addition to unity and strong cohesion, a team's growth can enhance the whole team in daily work?

Director Zhang: for a team, it is necessary to maintain cohesion and keep growing. In daily management, attendance management must be very strict. Daily work must be done with detailed daily work reports.

In the case of not running the customers at regular times, we insist on convening a regular meeting of employees to exchange and share the experience, the experience and the feelings and experiences gained by visiting customers in a period of time, so that the whole team can learn useful experience from communication, learn from failures, gain experience from success, and solve practical problems in a targeted manner, so that new people can grow rapidly in communication with old employees.

Sales not only depend on our own efforts, but also master professional knowledge. It is also an important aspect to satisfy users' needs and promote sales. Strengthen the basic training and professional knowledge training of subordinates, so that business professionals can quickly and reasonably provide professional advice to users with professional knowledge, and solve the practical difficulties of users and grasp the actual needs of users. It's not just "talking on paper" but letting users know more about the company's products, the desire to buy and speed up the signing rate.

Another is to strictly follow the "customer file tracking table". Here is another story. In 2011, because of the lack of detail in the work, a salesperson's "customer file tracking table" appeared oversight. Our team immediately returned the certificate of "excellent team" to the company. Although many people were very sad and cried at the time, it was wrong to pay the responsibility for the mistake. At that time, I told all the salesmen that you are a team. If you have a mistake, you must take all responsibility. Today we have lost the award. We will win the award again with a better and more perfect performance at the end of the year. Everyone in our team worked hard and finally returned the award again through unremitting efforts and perfect work. {page_break}

　　 Key words: caring, gratitude, efficiency

Q: in front of us, we talked about a lot of experience in team building. This year, chairman Yin Zhiyong put forward the requirements and objectives of "efficiency year". So, how do you think about how to improve efficiency?

Director Zhang: Chairman Yin has talked about improving the efficiency of the whole company this year. In fact, it has been implemented in our region for a long time, and the efficiency has been improved. From my sales point of view, first, we must continue to strengthen team building and strengthen the cohesive force of the team. Only a uniform team can demonstrate a higher combat effectiveness. Secondly, we must respond to the requirements of President Yin Zhiyong to hold a promotion and sales service technology center.

Q: just now, you mentioned the promotion meeting. Can you tell us how to organize the promotion meeting and promote the sales promotion?

Director Zhang: holding a promotion conference is not to invite some customers. You can eat and eat and send out publicity materials. It's so simple.

Holding a promotion conference, especially a good introduction, first of all, it is necessary to build a model factory in the area and have enough sample factories to let customers know what they need, so as to achieve the purpose of publicity.

At the same time, it is necessary to communicate well with the customers in advance so as to understand the intention of each customer in the district to hold the promotion meeting, so as to make the promotion more effective to the customers.

Q: what kind of help will it bring to the sales work?

Director Zhang: I think holding a promotion meeting is very necessary.

First of all, for the promotion of customers, the biggest benefit of the promotion is to concentrate on the vast majority of users in the region. The publicity of the company's products and brands can be focused on publicity and cost savings. The introduction is not a simple meal, but an example that enables old customers to influence and drive new customers with the good effects of using products, so that more customers will have the desire to buy.

At the same time, the preferential policies and preferential activities of the company can be conveyed to the customers of the whole region in the fastest and most timely way. It can achieve the maximum publicity effect with very little publicity cost, and can also create a resonance among the users, so as to make the sales work more smoothly.

This year, in addition to holding a promotion meeting last year, our region will also hold a user's Thanksgiving meeting to let users feel the company's concern and support for them, so as to achieve the purpose of "harmonious symbiosis, cooperation and win-win".

Q: This is the same as last year's CISMA show's Thanksgiving party.

Director Zhang: Yes, in fact, many customers purchase equipment, the quality of equipment is on the one hand, and more often, they will also consider whether sales enterprises really consider the users and care about users. I think we and hawks do very well in this respect. We always regard users as our closest friends. Holding a Thanksgiving meeting can connect users and companies closely and truly achieve the concept of "harmonious symbiosis, cooperation and win-win".

Holding a promotion conference is not only helpful to customer promotion, but also helpful to the rapid growth of the entire sales team. This is also a very important aspect of improving the efficiency of the team.

Promotion will focus on all the business people in the region, and can use collective strength to achieve sales goals. At the same time, it will also enable new business people to become familiar with customers and draw close experience from the rich business people, learn sales knowledge and grow faster.

　 Postscript:

At the end of more than an hour's interview, director Zhang Dali made a thought-provoking summary for this interview.

"I grew up in a military family. There is a famous saying in the Army: the soldiers who are fighting against the iron, the flowing water, the commander and the soldier of a unit are constantly changing, but their traditions and styles will never change. This is because their army spirit existed from the beginning of the team. As long as the spirit of the army exists, the cohesive force and style of the team will always exist.

Our sales team also has its own "Army spirit", and the eagle's "Army spirit" is "enthusiasm, goals, responsibilities" and "Eagle spirit", that is, to meet difficulties, face to face courage and boldness, is a unity, uniform style. No matter how the members change, a team with a soul will never change its combat effectiveness.

At this moment, the spirit of "Liang Jian" and "Eagle spirit" are integrated into one body, United, courageous, enterprising, brave and responsible. In order to achieve their goals and work hard and enthusiastically, this may be the true portrayal of Eagle people.