1.How to retain the backbone of small companies
In recent years, prices have risen and expenses have risen, but company profits have not risen much. Every employee wants a substantial increase in wages, but it is estimated that more than 90% of small companies cannot achieve this. Sometimes my boss can't wait to close the company's door and stock or real estate with my own funds. Although in recent years, due to 5 insurance and 1 fund for each employee, the per capita cost has increased by several hundred yuan per month. But employees don't appreciate it. Employees only count how much money they get each month. As for the company's expenditures, it has nothing to do with them.
Since I can't satisfy everyone, I only satisfy 20% of the company's backbone.
First, develop key employees to buy shares: I buy one, get one free of the company’s shares, and sell them to key employees at half price. I will only refund the principal if I withdraw shares within five years, and I will redeem three times the return of shares over five years. Give out 60% of the profits every year. Anyway, if you have money, everyone makes money, but once the shareholders do something sorry for the company, the penalty will be doubled and deducted from the stock. This trick is really good. In the past five years, no shareholder has left, and there are shareholders in key positions in the company, which saves me a lot of energy.
Why not give the key employee shares for free? In fact, I don’t care about money, mainly because I don’t cherish the money given for nothing, and the money invested in shares can be used as a deposit to prevent shareholders from doing anything wrong. Besides, the money invested by employees can be recovered through dividends within 5 years. Where does the output come from?
2. About authorization
I remember that when there were just a dozen people in the company, I was the busiest in the whole company. I often took two or three sales calls at the same time. I had to arrange delivery, checkout, and purchase. Every day, I came first and left. Once my brother came to the company and watched it for a long time. He said with emotion, "Brother, how do I think you are feeding the company's owners?" I was quite proud at the time. As a result, the company hasn't developed much in four or five years. There have been more than a dozen people, and the company's employees feel depressed and have no room for development. Later, I finally understand that if you want to delegate power, you have to delegate power, even if employees can only do 70% of yours. Sometimes I’m really anxious. The salespersons who can talk to the customer are almost unable to talk about it. I can’t wait to rush up right away. I have to bear it, or how the employees can make progress.
In the development of a small company, 15 people are a hurdle, 50 people are a hurdle, and 200 people are another hurdle. If the management method is not improved, it is generally impossible to develop further. In a company where the boss does everything by himself, it is difficult to exceed 15 people. A person with strong ability can directly manage seven or eight people, but with average ability, he can only directly lead four or five people.
3. Some money cannot be saved
When I first started a business, there were only one or two people, selling, purchasing, repairing, and going to the bank. There was no registered capital at that time, and I borrowed a friend’s business license. After studying accounting outside for a few months, I started to make statements. At the end of the month, I went to the tax bureau to file a tax return. As soon as the report was submitted, the administrator looked at it twice and started asking questions. I don't understand the question asked, let alone answer it. The manager looked upset and asked: "Do you understand?" I accompanied a smiling face: "I don't understand, I don't understand." "I don't understand what are you doing? Come on." "Okay, okay, next I must change my understanding next time.” Next month, I will make another report and go to the tax bureau to file a tax return. The administrator obviously had an impression of me: "Why are you here again?" I had no choice but to make a whistle: "The accountant can't get pregnant, so I have to come." "!". The next day I found an accounting company with 300 yuan a month, and I won’t go to the tax bureau by myself. Until there are more than a dozen people in the company, I still let the accounting company do the accounts. The company has only one cashier, no full-time accountant or treasury. In the following years, the business has been developing well, and there is no less money, but at the end of the year, the funds in the company's accounts have not increased much. Later, I found out that the company only had more than ten people, and the boss couldn't get through it. The whole company was like a sieve, with holes everywhere, and it would be strange to have money left. It is expected that the employees of the company are Jiao Yulu and Lei Feng, and there are no doors. Even if the commission is 70% to the employees, he will still worry about the remaining 30%, so fools will not embezzle. Only when the system is sound and the people who have miscalculated minds are impeccable can we manage the company well. Thanks to my current accountant, I am extremely responsible. If you start a company in your next life, as long as there are 4 people in the company, you must be a boss, an accountant, a cashier, and a treasurer. You won't save that money anymore.
4. Interlace without making money
This sentence is right on 90% of companies. Of course, if you think you are the remaining 10%, you might as well give it a try.
As long as the average company can last for three to five years and earn some money, the boss will start to wonder what else to do. Most people always feel that their industry is not as good as others in making money. Unfortunately, I am one of them (I think my own experience can make up a complete book of small business mistakes). At the end of the last century, my head became hot and a restaurant was opened. From then on, bad luck began. At the beginning, I felt that I was quite talented in sales, and it would be no problem to open a restaurant. Who knows that this damn restaurant is simply not good for sales, and it doesn't taste good. Others only visit it once at most. I don't taste good and I have no patience to think about new dishes with the chef. Moreover, opening a restaurant is not only about purchasing goods, but also about hygiene and epidemic prevention. The industrial and commercial public safety experts have to keep up with them. They are too tired to get up and down. They are not the same as starting a company. I am really impatient, so I found a company department manager to take charge. , Lost hundreds of thousands in half a year and closed the door. Now whoever talks to me about opening a restaurant, I am in a hurry, go to a restaurant to eat, nothing else.
If you are interested in opening a restaurant, you must first understand the following points:
A: Can you get up early and suffer from the dark?
B: If you accept the transfer of someone else’s restaurant to figure out why the previous transfer (not just listening to one side, you must stay at the restaurant for two days)
C: The cost of restaurant rent, personnel expenses, etc. is checked by checking how much each table is per day, the restaurant's positioning, what level of customers, how many times a day can be turned over, how much consumption per table, what is the gross profit rate, whether it can be earned back (definitely It’s good to break your fingers, not even your toes, or you will die.)
D:Are you able to handle the nearby industrial and commercial, health, public safety experts, and local ruffians?
E: Parking problem.
F: Find the chef. How to manage after finding it, is it a back-kitchen contract or a running commission?
G: Is your wife willing to make purchases or find someone who is loyal to you like your wife?
H: Restaurant waiters can take care of food and housing, and the salary has been increasing rapidly recently, and the budget should be set aside for wealth. If you don’t calculate well, you can only exploit yourself plus your parents, your mother, and your wife.
I: ...There are more questions to think about.
According to my experience, restaurants and beauty salons are not easy to do. Just look at the transfer information in the newspaper to know that these two industries are basically the same.
Another: My side business once had clothing, power-saving equipment, etc., but I didn't make any money.
5. About recruitment
There has been no shortage of recruitment these years. A few years ago, I interviewed 3 or XNUMX people in one afternoon at most. In the beginning, I have no experience, and every time I recruit people, I look for the best. After-sales service positions with a salary of more than XNUMX often recruit undergraduates from prestigious universities. It was later discovered that the recruits couldn't be kept. Technical secondary school students who originally had simple jobs are completely competent. It is not appropriate to find an undergraduate for both sides, but it is convenient to brag when writing a company profile. In addition, what the candidates say during the interview cannot be fully believed. Sometimes the other party feels disappointed just after losing their job. They dare to promise anything in order to get a new job. A company recruited for business, and the post salary was set at about XNUMX. A girl applied for a resume interview, a bachelor’s degree, and XNUMX years of work experience. The last job’s salary was XNUMX. I asked her that the salary this time was lower than the previous job’s salary. Can you accept it? She did not hesitate to say that there was no problem. Because she is more suitable for business positions, I hired her. Half a month later, after the previous business and her handover, she also left the next day. The reason was that the salary was low, which made the company very passive. Recruitment I recruited a girl with the original salary of XNUMX yuan. She is still in this position. Not only does she do well, but she is also satisfied with her salary. Most people treat their new jobs and treatments as if they can only get up and down. There are too few people who can get up and down.
The experience of hiring is: I would rather miss a thousand than hiring one by mistake (from a quote from a famous person in history). According to my experience, it is better for companies to recruit employees at a lower level and pay wages at a higher level (that is, recruit third-rate talents, do second-rate jobs, and pay first-rate wages. Of course, the above-mentioned first-rate and third-rate are relative). When recruiting, you should not be too troublesome and carefully verify the identity of the recruits. Last year, there were two consecutive cases of new employees absconding with money in our company. When they called to find someone, the other party was confident: Anyway, my ID card, academic certificate, and home address were all fake when I applied for the job. I didn't care about thousands of dollars in police. Not to mention police really doesn't care. Now hiring, local companies will verify one by one, foreigners must be guaranteed by locals, and fraudsters are not allowed. Nothing like this happened ever since.
6. The boss tries his best to sing red faces
There are many things happening in the company every day, some should be praised, some should be criticized. Who should carry out criticism and praise?
When I first started working in the company, I couldn't find the feeling of being a boss. I was usually the most annoying, so I rarely talked about any problems with employees. As a result, the company's employees are free and undisciplined, no one is convinced, and work cannot be carried out. Later, I felt that it would be impossible to continue like this, so I started to take care of people. This new problem came out again. Almost all the contradictions in the company were concentrated between me and the employees of the company, and employees often talked to me in person. , This boss is really depressed, and I really don’t want to be a stern manager. Later, I had more contact with Japanese companies and discovered many mysteries. The general manager of a Japanese company seldom scolds ordinary employees of the company and is kind to the bottom employees of the company, but he often reprimands the middle-level cadres of the company in front of the employees, and the employees’ direct leadership is responsible for dealing with the mistakes of ordinary employees, of course, issued at the end of the month. The general manager has no ambiguity when paying wages, so that the company is not only well managed, but the employees are also more balanced.
Stones from other mountains can be used for jade, just do what you say, our company is not big, somehow we have several supervisors. So the meeting clarified the responsibilities, and whoever had the problem would handle it by himself, and don't push all the problems to me. Usually, I only praise good people and good deeds, and encourage them. However, when the supervisor himself makes mistakes, I rarely criticize in public, usually in private communication. After a short period of time, the management of the company has become smoother, my image in the company has been greatly improved, and the employees respect me more.
Sometimes I feel that the boss is a bit like the ancient emperor to the country to the company. If the emperor is very wise and the minister is very mediocre, the people usually think that the country is still promising. And if the emperor is very mediocre, the people usually feel that the country is hopeless and start to think about rebelling and changing dynasties. As a boss, we can’t let the company’s employees rise up or leave with their feet. Since supervisors and department managers enjoy company job allowances, of course they should share their worries for the boss, and they should not be merciful when they sing black faces and be evil. The boss should generally maintain a detached attitude, stay out of the incident, and be aware of bystanders. But when the department manager needs support, as long as it is not a principled error, I usually support it with a clear attitude.
7. Relatives in the company
I only have lessons on this issue, but no experience. Fortunately, my wife’s work unit has always been good, the world’s top 500, and I have no interest in my small company. Therefore, when the company was first established, I decided to avoid relatives and friends as much as possible based on the various situations that I usually experience. Later, when the company reached a certain scale, an elder from the field called and said that her son (that is, my cousin) graduated for a year and worked as a salesperson in a small company in our industry locally. His income was not very high and he hoped to come to Beijing to develop . My relatives and family are more difficult. One of my children is unable to go to work because of special circumstances. I have seen this cousin who is coming to Beijing. He is now XNUMX or XNUMX years old. He is quite smart. At that time, I thought the company was short of people. So I readily agreed.
When my cousin first came to Beijing, he had food and accommodation at my parents' house. The living habits of young and old people were different, which made my mother often complain to me. After a period of time, I arranged it to the company dormitory, which solved the problem. The cousin is very clever and will have trouble again. He has completely adapted to the company environment within a few months, and the business has been completed very well in the department, and the commission total is in the top few. Later, I discovered that my cousin often confessed his special identity in the company, yelling at his colleagues, and other employees in the company responded very well. I have talked to him a few times about this, and he always said that he would make corrections, but the results were not great. In the blink of an eye, a year has passed, and his cousin is already very comfortable in this industry. At this time, my cousin asked me that he had a few classmates in his hometown, who were smart and reliable, and hoped to bring them together to develop in the company. I think this is a good thing, come on, take it all. The trouble started.
My cousin and several of his friends live and eat together. They only speak their hometown dialects, and no one understands them except me in the company. And even though they are in different departments, they are detected by the department head that they are colluding with each other to make money. The cousin is very clever. He spreads that there are conflicts between the shareholders of the company. He is from my faction. Let his direct supervisor not stand in the wrong team, otherwise there will be endless troubles. Many employees of the company were really bluffed by him. It took a while before the problem was reflected to me. The company has always dealt with such problems with the first fine warning and the second expulsion. I talked with my cousin, and he patted his chest to say that he would never make similar mistakes again. Within a month, another department head told me that my cousin’s gang was doing black work, and not only did not shy away from other employees, they even encouraged others to do it together. I am really embarrassed. Regardless of the problem of raising tigers, I still hope that the company will become stronger and bigger, so that the shareholders who started the business together will be dependent on them. Long-term pain is worse than short-term pain. As soon as I gritted my teeth, I invited my cousin and his gang out of the company one after another. The company's business fluctuated for half a year.
The cousin relies on the customers taken away from the company and is still working in this industry. He also makes a lot of money every year and buys a car.
Can relatives and friends not use it or not, otherwise they won't have to do it in the end.
I have heard other company bosses talk about how he treats relatives after the company grows up. His five or six relatives helped him when he started his business regardless of gains or losses. When he grows up, his relatives can't keep up with the company's development, and occupy high positions that are difficult to manage. At this time, he adopted the method of sacrificing money to preserve family affection: the old one gave a sum of money to help him start another business, and the young company paid to send money to study abroad and bear all the expenses. After finishing the MBA, he helped him find another job so as to go smoothly. Solve this difficult problem, high!
8. Be the boss and drive
I went back to my hometown last year and took a car driven by a relative. It wasn't long before the relatives took the book, and they belonged to the trainee driver. The road is wide and straight, but the driver's hands are constantly moving, left and right, the car is also drawing a dragon, I sit in the passenger seat, my heart is very nervous, I fasten my seat belt, and talk less. No, my feet were hard, and the car in the lane next to me kept honking the horn. Fortunately, it finally arrived safely. Looking back at the time when I first took my pay ten years ago, the brother who was already an old driver also asked the same question when riding in my car. At that time, I was very confident and didn't understand how people in the car would feel this way. I just understand now.
In summary, starting a company by yourself often makes similar mistakes. The policy is changed day by day, and when I see other companies’ new regulations, I often use them as soon as I hit my forehead. After a while, I find that the results are not good and they are overthrown, making the company’s employees at a loss. Some of the original commission reward methods are already very good, and they are more reasonable after practical tests, and employees also recognize them. After listening to some expert lectures or reading a certain management book, they will be modified and copied without careful consideration and combined with the actual situation of the company. The policy was re-formulated, and the accounting complained that the operation was not good, and the employees complained that the policy was unreasonable, and changed it back to the original after a tossing.
Now I often think that running a company is very similar to driving. The boss is like a driver. The car is running on the road. As long as the car is within the two white lines in the lane, it is OK. You don’t need to adjust the steering wheel all the time. Otherwise, the driver is tired, the passengers are tired, and the car is still drawn. Long Yi is dangerous and unpleasant. Similarly, as long as the company does not make big mistakes in its operations, the policies should be implemented stably, maintain continuity, and let employees have a bottom line. Small company bosses have all their powers and lack supervision. They should be more cautious when formulating policies. Otherwise, the company is always making adjustments and employees lack a sense of stability. Think about why Dengxp promised that the system will remain unchanged for 50 years after the return of Hong Kong.
9. Pay wages on time
In fact, this one is the most basic quality of being a boss. It is estimated that every boss will not object to this (at least verbally), but the actual situation is that many companies cannot do this.
In daily operations, the company will often encounter capital shortages. For example, at the end of the month or the end of the year, one batch of goods will be given a high discount from the manufacturer, and Party A will not be able to pay the project money in time when the bank loan expires. Return, etc., all of this is a sufficient reason for the boss to fail to pay the salary in time. The boss generally thinks: It's not that wages are not paid, but just a few days later, the company is short of funds, and employees should understand. The real situation is: For any reason, employees cannot understand that wages are not paid on time and in full. The employee's salary is not rewarded by the boss, but his hard work. Maybe he is waiting for the day to get his salary to pay the rent, pay the monthly payment or pay the child's tuition. Employees who fail to receive wages in time may immediately face survival problems. Under normal circumstances, the money in the boss’s pocket is always more than that of the employees, so the boss often assumes that it’s okay for employees to get paid a few days later.
So what should you do if you encounter a shortage of funds? Under normal circumstances, do business according to your ability, make as much profit as you have, and find a bank loan if you don’t. If the bank cannot get the loan, you can also raise funds within the company or between relatives and friends, explain where the money is used, and negotiate the loan period and interest. Most employees are still willing to participate in the company's confident business. By the end of the month, there is really no salary. If the company wants to continue, the boss should start with himself and take out the private money. It is not enough to pawn the house and car, and then redeem the money.
Delaying wages is a bit like taking drugs. One time there will be a second time. As long as the funds are tight, the boss will use the wage arrears to ease the problem. As a result, the trust of the employees in the company and the boss disappears. The survey shows that the most intolerable employee for the company is wage arrears, which is often the most important factor in the turnover of some companies.
10. Learn to say "no"
The Chinese have a good face, and the word "no" is difficult to say, and the boss is the last pass of the company, and sometimes has to pull his face down and say "no".
Our company has regulations that all company money will not be borrowed from individuals. Of course, employees in special circumstances can advance part of their wages. Two years ago, a key employee of the company came to me for a chat. He asked: "If an employee in the company contributes several times as much to the company as others, will the company lend him money?" I really hesitate about this question. After thinking about it for a long time, I said: "The company has a policy that no company's money will be borrowed from individuals." Not reconciled, he asked: "The same is true for key employees?". I said: "All companies are treated the same. The key employees can pay more salary bonuses and can buy shares on preferential terms, but no one can make exceptions to this rule." Then I asked him if he wanted to borrow money. He admitted that he wanted to buy a house. Borrow three hundred thousand. I'm very surprised. You can find a bank loan to buy a house. This employee said that you have to pay interest and handling fees when you find a bank loan, and think that you can borrow money from the company without paying interest. Later, I learned that he already had a house and wanted to buy another house to make money through appreciation. One year later, the employee resigned for other reasons. Think about it if you loaned him money back then, it's really hard to come back. I refused it once, and similar situations will be handled in the future. In recent years, all the shareholders of the company, including me, did not have enough money to buy houses because they were looking for bank loans, and no one borrowed the company's working capital. Think about how the company can replace the function of a bank if it has money.
Sometimes many of the company’s regulations have special circumstances, but on the issue of principle, the boss must take a firm stand and stipulate that everyone is equal in front of them. The so-called injustice, there is no impervious wall, as long as a precedent is set, other employees will not Well managed. In recent years, the media has not always been clamoring about the rule of law and not the rule of man. There must be his reason. Say "no" when the boss should say "no", no matter to whom, although it is better to be scolded and uncomfortable than the company's restoring food for a lifetime, many companies blindly guarantee others or borrow freely because the boss can't save face In the end, his company closed down. When the boss is not responsible for your company, others will not think of you.
11. Don't expect to make friends inside the company
When I first became a boss, I was not used to managing people. I always felt that everyone should be equal in the company. After working for a period of time, I feel that the company is rather chaotic, the system is in vain, and the cost of making mistakes is very low. Everyone basically does what they want to do every day, and no one can pay less at the end of the month.
One day, a friend who worked in a big company came to me for a long time. When he left, he said to me with deep feeling: You must strengthen your management. You can’t see who the boss is in the company for a long time, and the employees are neither afraid of you nor listening. You. After I heard it, I thought it made sense, but I couldn't figure out how to do it. Later, the problem finally broke out. Corruption and inefficiency in the company were serious. The employees felt that they were not running. Several backbones picked up a pool. A company with more than a dozen people ran seven or eight and took away half of its customers.
Fortunately, I have another smaller branch at this time, and I have recruited a few new salesmen. After all, I started from scratch, and my mental endurance is strong enough to start again after grit my teeth. This time, we learned lessons, formulated strict rules and regulations and implemented them carefully. The business quickly picked up. One year later, there were more than a dozen employees, and the profits exceeded the previous ones.
Think about it or I still have the wrong mentality at the beginning, thinking that my company should be like a state-owned enterprise, everyone is the owner of the company, everyone is equal, and everyone consciously does things well, which is pure nonsense. Everyone in the company has different interests and different positions, so what is absolutely equal. Although everyone is equal in personality, how can they be equal in terms of job power, salary and bonus? Except for monopoly industries, why have most state-owned enterprises closed down? Because the management concepts of state-owned enterprises do not conform to the current market economy and social environment, I feel that the education we have received since childhood is fundamentally incompatible with human nature. In the Red Lantern Book, Hatoyama said that "people do not kill the earth for oneself" has always been criticized as a negative example. In fact, I now think that this statement seems to be in line with everyone's natural first reaction. The people of the world are all for the benefit, and the hustle and bustle are all for the benefit. Even monks understand this truth. Be the boss when you are a boss. Sugarcane is not sweet at all. I no longer wish to be friends with company employees. Everything is done in accordance with the rules and regulations. As long as the company is managed well, everyone can get as much salary and bonus as possible. Everyone is insured. Backbone employees share the company's development results by taking shares and are worthy of their own conscience. The boss is a lonely profession, making friends is outside the company.
In terms of rules and regulations, every small-scale company has a big book, but the management level of different companies can vary greatly. The key lies in whether the rules and regulations are carefully implemented, and whether the boss can recognize the rules and regulations and personally or Arrange special personnel to supervise the implementation. Once the rules and regulations are implemented, personnel management will be a matter of course. Everything is done according to the rules, and the boss does not need to scold employees all day long. In fact, since I started the company, I haven’t scolded any employee. There have been a few company employees who came back after leaving the company. The reason was that they couldn’t bear the new company’s boss screaming and swearing. Hehe, but I feel that I’m pretty good at the company now. With prestige, at least friends who come to the company will not say that they can't see who the boss is.
12. Avoid making decisions on the spot
Film and television works, newspapers and broadcasts often have such scenes: leading cadres work on-site or visit the grassroots, and the people support the old and the young and tears to reflect certain problems that the local officials have been procrastinating for a long time, and the leading comrades waved their hands. Excitedly reprimanding the corrupt officials for inaction, the dismissal that should be removed, the law enforcement of the law, and the problems that cannot be solved in a few years can be solved on the spot within five minutes. It is really happy and cool!
It didn't take long to be the boss, and the number of people in the company gradually increased, and my desire for leadership gradually expanded. I often solved problems with a wave of my head. Once, salesperson A complained to me that another salesperson B competed viciously to grab his customers. The same business deliberately reported a low price so that users did not buy from salesperson A, and the company suffered a loss in profits. When I heard this, I was very angry about how this extremely selfish behavior can be tolerated, so I posted a notice: For this business, salesperson B not only has no commission, but also notified the criticism, and all commission rewards belong to salesperson A. Later, salesman B responded fiercely and found me that he had been with the user for more than half a year, and the price and model were basically negotiated. When he went out to visit other users a few days ago, the user called the company to implement the details. After answering the phone, A not only did not tell the salesperson B, but also asked the user to directly contact the salesperson A himself and promise more discounts, which almost disrupted the business. After listening to it, I was very surprised, how could it be completely different from what A said. Later, I asked several other salesmen to verify that what salesman B said was basically true. Alas, the notice has been posted, how can this be good? So Yitong remedy and formulated corresponding rules and regulations to avoid similar situations in the future. Reflection afterwards: Why didn't you make a decision after investigating? If salesperson B is more introverted, maybe he doesn't ask me to plead and just leave, it will be more costly to the company and what other employees of the company will think. Recalling that recently I often made some reckless decisions quickly and regretted it very much. It seems that the bureaucratic mantra: This question should be considered for research and research is indeed reasonable. In the past emperor Jinkouyuyan, what he said could not be changed casually, and today's company bosses could not just make decisions casually without comprehensive investigation, otherwise the prestige of Xichang will be lost.
Now, when an employee asks me to solve a problem, I usually say: OK, I know, wait for me to check, and I will get back to you within a few days. In this way, similar errors rarely occur. It seems that doing things can't be just a moment of enjoyment. It must be fully considered. The higher the position, the more you should avoid making decisions on the spot. Otherwise, many people feel that large companies are slow to respond. It is estimated that if large companies respond as quickly as self-employed individuals, they will soon become self-employed.
13. Policy formulation
After several years of hard work, the company finally got the agency right of a famous brand in Beijing. I am very happy. In order to complete the sales task of the brand in Beijing throughout the year, the company held a sales meeting. At the meeting, I assigned each employee in the sales department a detailed task and set the annual sales target.
Three months later, the sales of the company's agency brands failed to reach the quarterly sales targets set at the beginning of the year. Why? The company's overall sales are good, but the product brands it sells are scattered. Is it because the salesperson is not good at selling the main products? Did not keep up with sales training?
Occasionally hearing conversations between salesmen helped me solve the mystery.
After get off work, I was about to leave when I heard two salesmen chatting outside the door.
Salesperson A: "You sold well today, and you sold more than 5 in one order. Why don't you push our main products?"
Salesperson B: "The customer is used to another brand. Besides, the profit from selling that brand is more than 500 yuan. Can't my commission be more than XNUMX more."
That's it. Ordinarily, salesperson B is not only the backbone of the company but also a small shareholder of the company. He is still so, let alone other salespersons.
I reflected on it for a long time, and the error is still with me. Although sellers may sometimes have lower profits at the moment when selling products, if you consider the cost of after-sales service and the various promotional support of the manufacturer after completing the task, the advantages outweigh the disadvantages. The key is that these employees don’t care, they only care about their own profits. His nature is selfish (hehe, not in line with the main theme, discordant), or the company’s sales policy has not been set.
On the second day, I re-formulated the sales incentive policy, leaning toward the main product. Sales of the main product not only have a profit commission, but also a turnover commission. If the main product turnover task is not completed every quarter, it will affect the quarterly award of the quarter. The policy change was immediate and the main product sales in the second quarter of that year were successfully completed.
Generally speaking, the interests of company employees and the interests of company bosses are not consistent, and there are often conflicts between the two. It is basically a fantasy to expect company employees to sacrifice their personal interests to fulfill the company's interests. However, the boss has the advantage of the boss. The boss is the policy maker of the company. He can make use of the nature of people to seek advantages and avoid disadvantages to formulate policies, and unify the interests of the company's employees with the company's interests as much as possible, so that both will be both prosperous, and both will be damaged. In this way, there is no need to do ideological work, and the employees themselves will work hard in the direction the boss wants. Just like the ancient Great Yu's water management, dredging is the main task, and blockage is the supplement. A wise policy must conform to human nature, and all those false and empty speeches should be rejected. Some leaders (including when I often wanted to pay less bonuses and talk more about life philosophy to employees) gave reports to employees on the stage, and sometimes they didn’t believe in what they said. Now who is stupid and unprofitable than others. It is possible that the policy is wrong and it is useless to reason. In the last century, rural areas implemented the land contracting system reform, and one package would help. In the final analysis, it was because the policy finally conformed to human nature.
14. Pull out the general
The sales department of the company has not been in charge for a long time, and more than a dozen salesmen are under my supervision. It’s not that I don’t want to set up a supervisor, but that several backbones in the department have similar capabilities, and there are no outstanding ones. And due to industry restrictions and The established sales policy determines that each salesperson is basically working alone, with little cooperation with each other, and everyone becomes more selfish as the days grow. However, the ability of other employees is much worse than that of key employees, and the mobility is also relatively large, so there is no department head in the sales department.
So every day, in addition to communicating with several other department managers, I also have to manage the sales department for more than ten personal affairs, which annoys me. When the sales department has something to do with other departments, because there is no supervisor in this department, the managers of other departments often don't buy it. The status is not equal, so he came to me again, alas.
It was really unbearable, and the general had to promote a sales department supervisor.
So I set up the promotion criteria, and then assessed according to performance, ability, and whether to get along well with other colleagues, and finally selected a supervisor. Although not ideal, let's train while doing it.
One year has passed, the supervisor is not very brilliant, but the daily affairs are also in order. It turns out that the company needs to unload the truck when the goods arrive, the public area of the sales department needs to be cleaned, and the holiday duty arrangement and other headaches need to be assigned by me. Sometimes I have to sing red and black faces. Now that I have a supervisor, since I get a few hundred yuan more job allowance every month, of course I have to take on more responsibilities. It’s your responsibility to share your salary. I only need to find the sales supervisor and let him arrange it. In addition, if I contact the manufacturer to arrange new product training, coordinate with other departments, etc., I leave it to the sales manager to do it, and I haven't made any major mistakes in one year. It seems that an ordinary supervisor is better than nothing. Human abilities are not innate. Just like bees, everyone is the same when they are born. As long as they are fed royal jelly from an early age and cultivated by queen bees, they can grow into queen bees.
15. Some things are as transparent as possible
Whenever the boss announces various sales policies, he will basically have reservations about the actual cost of the product. Whether it is for company employees, partners or lower-level distributors, the boss generally does not give the bottom line.
In 2006, due to business development needs, we established a branch in a city around Beijing. The branch was established in the form of acquiring part of the shares of a local partner and dispatching key employees to our company. The boss of the local partner company, Mr. Ma, continues to be General manager, responsible for daily operations. Since the other party is a mature and profitable company, there is no need to worry about the new company losing money in the first or two years. At the beginning of the cooperation, everyone agreed: the branch is the only local distributor of a product represented by our company, enjoys the same reserve price and the same various promotional policies as our company purchases from the manufacturer, accepts various business guidance from the head office, and the branch’s profit at the end of the year Both parties distribute dividends in proportion to their shares.
After everything is on the right track, I will hand over the business of cooperation with the branch to Lao He, the deputy general manager of the company's management channel, until the end of the year.
In the second year, contradictions appeared. Since the branch company needs to issue value-added tax invoices for purchasing goods from the head office, and every time the head office needs to send the goods from the factory’s warehouse to the freight station and then to the city where the branch company is located, a large amount of logistics and Tax expenses.
Considering that there is no place to pay for the expenses, He secretly reserved 2% when sending product quotations and manufacturer policies to the branch in the new year. There is no impermeable wall. Mr. Ma, the branch company, has been operating in this industry for many years and has been in contact with dealers all over the country. In less than a month, he realized that there was a problem with the sales policy provided by Lao He. In a sales meeting with a manufacturer, President Ma confronted Lao He. Of course, Lao He tried his best to cover up, and the two almost turned their faces.
President Ma completely lost his trust in Lao He and directly approached me. If this issue is not resolved, the two sides cannot continue to cooperate.
I am so comforted. I will provide the original and inventory of the agency agreement signed with the manufacturer for this year. At the same time, the cost of picking up and delivering the goods from the manufacturer’s warehouse, capital occupation costs, storage fees, and taxes required for invoicing are listed in detail. , The calculation result is roughly 2% of the running water. After reading it, Mr. Ma felt relieved and said frankly that as long as he was not concealed from the manufacturer's selling price and policy, he could fully understand and accept the 2% fee. I then promised to use the advantages of the large sales volume of the cooperation between the two parties to apply to the manufacturers for more additional sales support, so that the branch company will surely enjoy more favorable prices and policies than what we do. President Ma returned with satisfaction, and a dispute disappeared. I think: In fact, what the partners require is only a right to know, a right to know the real sales policies of manufacturers on an equal footing.
Today, when communications are extremely advanced, it is almost difficult to keep secrets. The situation that the cloth head in the south of the city is cheap and the northern part of the city is not known for half a month will never happen again. As long as it does not involve personal privacy and does not affect the fundamental interests of the company, all affairs of our company are basically transparent. The base price of the product is disclosed to all salespersons, except that the method of calculating amortization of various expenses such as logistics and storage taxes is explained to them in advance, and the minimum sales price is stipulated. The salesperson makes the decision, which not only enhances the relationship between the employees and the company Mutual trust and simplifies many sales intermediate links, which improves the speed of response.
16.Send labor insurance supplies
When I first set up the company, I was used to the state-owned unit. From time to time, I sent out some labor insurance supplies, beverages and cooking oil during the holidays. Every time the company sent a car to purchase it, there was a rush, and each employee used a bicycle after getting it. Carry, some take a taxi, and some take it home. Later, the number of people in the company gradually increased, and the business was busy, and the distribution of labor insurance products was gradually stopped.
I went to a friend's company before the Spring Festival last year, just in time for them to send out something before the holiday. Each employee had two bundles of toilet paper, a small bucket of cooking oil, a few large barrels of coke, and a box of oranges. There is a small pile in front of a dozen employees. Many people are worrying about how to get home. It is not worth taking a taxi. It is not worth taking a bus.
I went into my friend's office and he is setting up the accounts. Seeing me come in, hey, hey, he said to me:
"Look at the excitement of our company, we are posting something for the holidays."
I asked him, "Why are you sending those things? It's not easy to get them."
My friend pretended to say to me profoundly:
"You don't understand, right? I sent these things to my employees for the holidays. The family members of the employees felt that our company's welfare treatment is good. The employees have a lot of face. These things cost more than XNUMX yuan per person. It looks like a lot of it, so good value."
I asked him again: "Don't your company employees keep clamoring about labor insurance? If you have money, you might as well give the employees the insurance."
"Who's going to do that, the company has to pay hundreds of yuan more per person per month."
After the festival, the backbone of the business of Friend Company has gone a lot.
Our company recruited in March, and one of the applicants had worked in a friend company.
I asked him: "Why did you leave? It turns out that the company is not very good, so I will send out things during the holidays."
He dismissed it: "Only that little thing, it adds up to a hundred yuan, who is it. The labor insurance is not paid, the bonus at the end of the year is not cashed, and the boss is too fine."
Hearing this, I couldn't help but feel ashamed. When I distributed labor insurance products a few years ago, I thought in my heart that I could save some bonuses. At that time, employees might complain in private.