Team Management: Who Matters In Terms Of Process And Outcome?

< p > > a a href= "http://www.91se91.com/news/index_c.asp" > consumer goods industry < /a > annual turnover of more than one billion, there are more than 300 sales teams nationwide.

In the past two years, the efficiency of the sales force has not been improved, but it is not as good as a year, instead of 300 thousand from the initial sales per capita. 500 thousand.

In order to reverse the downward trend, the boss dug some managers from several big companies to help himself.

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< p > from the < a href= "http://www.91se91.com/news/index_f.asp > > the private enterprise < /a >, the sales vice president recommended to him:" we should increase the management of salesmen, set the rigid sales targets, complete the index to increase the reward strength, and must not be publicized, criticized or even mercilessly eliminated. "

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< p > the sales director from a multinational company gave him the opposite suggestion: "we should not control the outcome.

What you originally managed was the result, and so you saw no effect.

We should manage the salesmen's daily activities and the details of their daily activities.

For example, how many customers he visits, how long he has to communicate with customers, whether he is talking to important customers, etc.

If the process is well managed, your desired results will naturally come out. "

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< p > listen to the first person, or listen to the second person? With the wolf management of private enterprises, or the use of < a href= "http://fz.sjfzxm.com/" > pnational corporations < /a > fine management?

He came to ask my opinion. My advice to him is: < /p >

< p > 1. which way to manage depends on the maturity of the person being managed and managed.

For mature people, only results can be achieved, but immature people must manage the process.

For mature things, only results can be achieved, but immature things must be managed.

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< p > 2. pipe is simple and the process is complex.

If the result is effective, the result can only be managed, but the process must be managed when the result is invalid.

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< p > 3. in any case, we must manage the results.

The process can be ignored, but only when people and things are matured and management results are effective.

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< p > how to judge the maturity of people and things? If you have a lot of new people in your team, people will not be mature.

If your way of doing things is new, your things are usually immature.

If your practice is new, even if the old man is not mature relative to the new practice, you should also manage the process.

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< p > management result means giving your < a href= "http://pop.sjfzxm.com/popimg/fz/index.aspx" > team < /a > and everyone making reasonable targets for key indicators.

One of the means of managing results is to observe the completion of goals on a regular basis (monthly, weekly or even daily), and reward, promote, praise or criticize, downgrade or eliminate teams and individuals according to the quality of their performance.

The most difficult and necessary part is criticism, demotion and elimination, because too many managers are only willing to be good people, unwilling to offend people, but without criticism, there is no management.

Two of the means of management results is performance incentives, linking personal goals to personal performance.

This is a job that middle and top managers should do at least once a year. It is also difficult to do well, because too much incentive to raise lazy people, too low incentives can not inspire.

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< p > management process means setting specific action goals for everyone in the team and team and giving specific tasks.

If necessary, the goal and task of action should be refined to every specific action, every specific customer, even what to do every day, hour, and minute...

This is why the process management is complex.

The means of management process is to regularly inspect the completion of each person's action objectives, and reward, praise or criticize and eliminate them according to the quality of the team.

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