Chinese Elite Network CEO Zhang Jianguo: Innovation Means Crossing Death.

The nearly jump growth of the Chinese elite network has created a lot of pressure and trouble for the competitors. A huge picture hung on the wall of Zhang Jianguo's office. He was taking photos with nearly 1000 salesmen at the China talent network sales conference this year.

Zhang Jianguo felt deeply about this. When he became the Chinese elite network CEO in 2004, the company had less than 200 people, but now he manages a company of more than 1300 people, whose sales revenue has increased by 100% for three consecutive years.

The sales revenue of the Chinese elite network last year was 220 million yuan, equivalent to 7 times that of 2004.

But when everything goes smoothly, the board of directors of the Chinese elite network has made a decision to cut off all auxiliary businesses such as personnel outsourcing and concentrate on resources and energy to specialize in network recruitment.

Although giving up these businesses will lose tens of millions of revenue every year, Zhang Jianguo believes that it is necessary to make subtraction strategically, so that the limited resources and energy will be put on the network recruitment, which will increase faster.

For Mr Zhang Jianguo, the biggest challenge he faces is still to lead the enterprise to grow at a high speed and to solve the management problems arising from rapid expansion.

In fact, when sales reach a certain scale, it is no easy task if they want to keep the rate of growth multiplied.

When talking about how to overcome the bottleneck of growth, Zhang Jianguo emphasized two points: dedicated and specialized services and products.

This will be the key to success or failure.

Innovation means crossing the death penalty. For many enterprises, innovation means crossing death.

In 2004, the net income of the Chinese elite network was only 30 million yuan, and the same period of worry free has been successfully landed on NASDAQ.

No matter scale or influence, they can not be mentioned in the same breath, so that they can confidently claim that they can not see their competitors.

Where is the way out for the Chinese elite network?

Zhang Jianguo has been engaged in human resources for nearly ten years in HUAWEI. This experience has made him realize that the demand for online recruitment is no longer a simple choice of which media should be advertised. They hope to improve the efficiency and effectiveness of recruitment through different products and services.

This requires the recruitment website to jump out of the pure network intermediary platform and take the initiative to understand the needs of human resource management and the change of the talent market.

At the end of 2005, after more than one year's research, China Talent Network launched the "talent recruitment treasure" designed for small and medium-sized enterprises.

In October 2006, almost one year apart, the Chinese elite network launched the "elite net hunting".

This "headhunting + network" talent service mode not only breaks through the limitations of traditional headhunting services, but also reduces the cost of introducing senior talents.

In April of this year, the Chinese elite network attacked again and launched a high profile video recruitment. It was defined as a revolutionary "fourth generation recruitment product".

So far, has attracted IBM, Huaxia Bank (600015 market, 600015 shares bar) (love shares, quotes, information), LG, Shanda and many well-known enterprises.

Although the number of users has not yet been formed, Zhang Jianguo is optimistic.

He said, because the price of video recruitment is high, enterprises usually buy in weekly units, and there are 5000 hits per week, which should be relatively high.

Under the background of increasingly homogeneous network recruitment competition, it is necessary to speed up the pace of subdivision of products for different customer groups and continuous innovation.

To cope with the challenges of management, Zhang Jianguo has grown from 200 to more than 1300, and the rapid expansion of more than three years has brought many challenges to management.

For example, how to effectively manage the sales team, how to subdivide the service functions on the organizational framework, and so on.

In the past, a salesperson may be responsible for 500 clients with limited service capabilities.

Since there is no deep communication, we can not tap the needs of customers.

This is virtually a waste of company's customer resources.

In the past, the Chinese elite network has been adopting the new and old customers' mixed service mode, and the quality of service is difficult to guarantee.

When Monster, the world's largest recruitment website, bought 40% of its shares for $50 million, it also brought advanced sales management experience.

According to the Monster mode, the Chinese elite network divides the whole marketing system into Leads, Hunter, Farmer and KA, which is actually a one-stop service system.

The so-called Leads is the person who prepares the relatively accurate new customers list for the salesperson; after Hunter gets the new list provided by the Leads department, it is responsible for selling products and services by telephone; Farmer is the Hunter who has signed the contract to receive it for deep tillage and meticulous work; when the number of customers who dig deep into the Farmer reaches a certain quantity, it will be handed over to KA for more detailed development.

Hunter, Farmer, KA and other three types of salesmen are gradually promoted according to their abilities.

In addition to this, the Chinese elite network also implements the "PPCS management system", namely Pipeline (sales process management), Promise (sales target management), Sunshine (sunshine Culture) and Coach (coach).

This system carries out very fine quantitative regulations on every aspect of the sales process.

For example, in the duration of the call, each Hunter must have more than 3 hours of calls per day, of which there are at least 70 valid calls for more than 30 seconds.

"The most important advantage of an enterprise is its ability. Although advertising can play a role in attracting customers, it still needs your professional services to become your customers."

Zhang Jianguo said.

Do you want to avoid listing?

In the past two years, the question of listing Chinese talent network has rarely been mentioned. Even when asked, Zhang Jianguo always used to evasive.

In the blog, CEO Zhen Rong Rong wrote, "there are also puzzles and helplessness on the market.

Listing is a recognition of the strength and credibility of an enterprise, but it also exposes us to the bright spot where our competitors are in the dark.

In the past two years, there seems to be a lack of fighting spirit. Maybe the financial statements are very demanding for profit, so that they dare not invest heavily in advertising.

Zhang Jianguo commented, "no worries or newspaper recruitment is the main form. This form is going downhill, which determines that its business development is very difficult."