I tried to learn from different companies' systems and learn from different aspects such as emotional management, and found that the effect was not good. Later, we learned from the experience of other fields and achieved good results.
First, the most important thing for a team is the atmosphere. An upward atmosphere, an atmosphere full of fighting spirit, is very important.
From the youth who just graduated to the understanding of society after several years of hard work, everyone will realize that "form is better than people", and a good environment and atmosphere are far more important than a person's hard work. You can imagine, a team where everyone is scrambling to fight and a team with low morale and complaining all over the world, which team is easier to win?
So as a team leader, how to create a good atmosphere? One is the need for a simple and easy to implement system. This system is set for the problems that the team needs to solve most at present, such as what is the most important problem in the initial stage of the team? Everyone has different backgrounds and qualifications. At this time, what is needed is to standardize everyone with a strict system and filter out different things in the past with a strict system. Moreover, the strictness at this time can put pressure on everyone. If you have no awe of the company's system when you first enter a company, it is hard to imagine that the team of this company will be rigorous. Therefore, in the initial team, I will rule the army with severity and rule the army with fierceness. Teams in different periods and different market environments should have different systems. So don't copy other people's systems, which are produced by other companies in a specific period, market and competitive environment, and may not be suitable for you.
If you make a system that suits you, you will certainly be confused about how to implement these systems, because if you implement them severely and ruthlessly, it will easily hurt the self-esteem of the team members, and sometimes it will play a role of resistance. But if you don't strictly implement them, then the system will become empty talk. What's the use of making it? In fact, there are ways to realize the system, which can be summarized as "the outer circle is inside". In practice, the system must be implemented without any deviation, but we should pay attention to the methods. For example, I have a late fine system here, and my first punishment is the boss of the company, which is more or less in my plan. In this way, everyone immediately has a sense of awe in this system, and whoever is late again will immediately pay a fine consciously. At this time, you might as well make a joke and say that Comrade XXX is contributing to everyone's dinner, so that the implementation of the system will not hurt colleagues' self-esteem. Everyone should also remember "Yang Haoting, the rules are too private" when implementing the system. Some punishments, the first violation of the system and the second violation of the system should be discussed separately and punished separately. If there are mistakes that are not corrected, it will have a bad influence on the whole team before it is announced in a big way, but remember that you often have to prepare for the next step by punishing them like this.
Teams in different periods and different market environments should have different systems. So don't copy other people's systems, which are produced by other companies in a specific period, market and competitive environment, and may not be suitable for you.
The second point of creating a good atmosphere is to have goals, the goals of the whole team and the goals of each team member. This goal is very important, it should be big enough for everyone to struggle with lofty sentiments, and it should also be quantified in detail so that everyone can see the possibility of realization. Otherwise, everyone will be the second Bill Gates every day, and everyone will be tired of shouting in less than two months.
I appreciate a classic advertisement of CCTV: "The stage is as big as the heart". As a salesman, we all have the ambition to be the best in the world, otherwise we will easily fall down. So if you are the leader of a team, then you give the goals of this team, and quantify the time to achieve them, and strive to achieve them. Don't draw cakes for the target. There are so many companies that draw cakes now that every salesperson will be surprised. Therefore, the team leader should not think that he is smart enough to draw cakes, nor should he despise everyone's IQ. If you draw cakes at will, I think there is something wrong with your character. Therefore, this goal is closely related to the interests of the whole team members. Everyone will see their economic returns and ability improvement every step of the way. Think about it, how can such a team not be demoralized? People with goals will have internal motivation and will always motivate themselves. So the goal, this is the most important.
Second, bring a good sales team, and pay attention to shaping the confidence of the whole team and every member of the team.
How to build the confidence of the team? The confidence of the sales team is very simple, that is, good sales performance, that is, winning several battles cleanly. But the team leader should pay attention to choosing the battlefield and the timing of the first battle. The first battle will win. This is an iron law. If you are not sure, don't go to war. Choose a place where your competitors don't have the determination to win. You must invest your greatest resources in the first battle to win. This is very important for the morale of the whole team. If you choose the wrong battlefield or start the war at the wrong time, the failure of the first battle will be a blow to the morale of the whole team. Then continue your thinking, after winning the first few well-planned battles, your future work will be much easier, because all members of the team will fight with the confidence of the winner, and the difference between confident sales and unconfident sales is very significant.
How to encourage the morale of specific members of the team? It is also the concept of winning the first battle. Give the new member a few definite lists, the difficulty should be from easy to difficult, let him win in the previous battle, gain confidence, and then morale will be there. With confidence, he will burst into energy next. On the other hand, if the previous wars are unsuccessful, the prospects of the salesmen are not optimistic. The first few battles are crucial to the sales career of salespeople.
Third, bringing a good sales team requires training.
A company should have its own cultural training, sales skills training and product knowledge training. This kind of training is necessary, but now few companies can make this training deeply rooted in the hearts of the people, and most of them are just a formality, not to mention many companies have not received this training.
That's not what I said. I think the best training method is the training of the PLA during the War of Liberation. "Officials teach soldiers, instructors teach soldiers, and soldiers teach soldiers." Full participation, hard training of basic skills. This is the best training. Everyone will train while fighting and summarize while fighting. Leaders are not necessarily better than employees, and employees are not necessarily inferior to leaders. All members of the trade union concluded that they would fight.
Everyone has a sense of participation in this team, and every battle has made progress. The cohesion and combat effectiveness of this team can be imagined.
Fourth, we must have good incentives to bring a good team.
The incentive measures here should be both material and spiritual, and both hands should be excellent, and neither side should be neglected.
The emphasis of material reward is clear and timely. At present, many company leaders try to be vague about the reward policy. On the contrary, the cake was painted beautifully, which really put the cart before the horse and added ridicule to everyone. When everyone makes a breakthrough and makes progress, you should immediately cash in material rewards, and every contribution made by team members to this team should be rewarded as much as possible.
Pay attention to spiritual encouragement, give everyone a suggestion, set up a hall of fame for the team, put the outstanding people in your team in it, or post it in the most eye-catching place in your office. If you are lucky enough to have an excellent member, don't hesitate to make him (her) a hero, put him (her) in a prominent position in the Hall of Fame, give him (her) enough glory and have some privileges that everyone envies. The power of example is infinite, so the ethos of the team will be guided by you in the direction you want, and the morale will be high.
Fifth, to bring a good team, the words and deeds and ideas of team leaders are very important.
The culture inside the enterprise is the shadow of the enterprise leaders, so the atmosphere in the team is closely related to the words and deeds and ideas of the team leaders. The first thing a team leader should do is to unswervingly abide by his own system and lead by example is king. If you are strict with yourself, then your rules and regulations are equivalent to a piece of waste paper. As long as there is a loophole, no one will abide by it, because everyone knows that you don't take it seriously. Therefore, team leaders should strictly abide by their own rules and regulations.
Team leaders should pay attention to their words and deeds, and don't talk easily, because you should be consistent with your words and deeds, so don't say what you want to say casually. If you always say something you can't do, your prestige will be greatly reduced, and there will be problems in the execution of the team, because people no longer believe what you say.
Team leaders should also pay attention to every detail and firmly remember the proverb "The devil is in the details". All success or failure lies in the carving of details, and different details will lead to different success or failure. Who doesn't have ambition? Who can't talk big? But not everyone can grasp the details. Your team management, your sales process, these details, team leaders must redouble their efforts. Only in this way can you lead this team well.
Team leaders should not only pay attention to details, but also have a good overall situation. Don't always look at your own world. They should be open-minded, look at the big policy environment and the big market environment, and also look at the prospects of your products, so that you can seize some sudden opportunities or deal with sudden crises.
Team leaders should also pay attention to firmness and decisiveness. When encountering difficulties, don't be influenced by the depressing atmosphere of the whole team. Hold on first, then think of something. Clausewitz said that the generals should use the inner rational light to illuminate the situation of Wonton and lead the team to the front. I often say this sentence silently, and the process of achieving my career will encounter difficulties and hardships. Where can there be a smooth career and a smooth life? So be firm, don't doubt yourself, don't hesitate, judge decisively and take action.
Having said so much about the requirements of team leaders, some people may ask, what's the fun of being a man? Here, I want to recite a sentence from Master Meng: "Therefore, if the sky wants to be a great responsibility to the Sri Lankan people, we must first suffer their minds, work their bones and muscles, starve their bodies, and mess with their behavior, so we should be patient and get what we can't do." People are unchangeable, and then they can change. Trapped in the heart, weigh the considerations, and then make. Color label, sound hair, and then metaphor. A country, if there are no ministers and wise men who can assist the king, will often be in danger of the collapse of its neighboring countries and the misfortunes from abroad. Then I know that I was born in sorrow and died in happiness. "If you haven't figured it out when you are reading, then continue reading until you figure it out. :)
Sixth, bring a good team and pay attention to the choice of people in the team.
As a team leader, you have a say in how many members of your team are. What kind of people are suitable for your team? The person who is suitable for your current period, current place and current environment is the one who is suitable for you, so don't look at the external aura, education and past brilliant resume, which are not the main basis for you to choose him or her, not to mention the low cost of fraud in the current lack of integrity.
I will choose those who have internal motivation and expectations for themselves. Diligence, thinking. Of course, different environments and industries have different specific requirements.
There is also a hierarchical concept in personnel selection. I don't want to be all-rounder in civil and military affairs, but I want Guan Yu and Zhang Fei. First of all, don't expect too much of your luck. Secondly, such a good talent has come to you, and others are still alive. A more practical idea is to use some potential talents, and you should carve them with your heart. In this way, the sense of belonging and cohesion of personnel will be much stronger than that of mercenaries.
The configuration of members should also have a sense of hierarchy, such as those who can run errands, overcome difficulties and persist. Don't set a standard for everyone, be all-rounder. If so, first see if you are such an invincible warrior.
There is also a sense of hierarchy in staffing, which requires both experienced people and novices at the same time, implying the flavor of first-line corps and reserve corps. In this way, the materials you can use will continue to flow.
Seventh, with a good team, we should pay attention to planning, control, inspection and assessment summary.
The success or failure of a thing depends largely on the original plan. Sun Tzu said: The more temples, the more victories. Less wins more. And nothing happened? Therefore, as a team leader, you must pay attention to the plan. The more details you consider, the greater your chances of success. When you do something, you should control your own rhythm and play it back freely. When doing something, try to configure a person to check the process and progress of this matter. In this way, you will have less discipline in making mistakes, especially some low-level mistakes. I won't say much about the importance of evaluation and summary. If we can all fail Yan Hui, I think we will be a very good team leader.
Eighth, I want to emphasize the importance of team atmosphere again. Let's change the name here to talk about team culture construction. In fact, in my understanding, this is the same thing.
I want to have my own team culture and a vibrant atmosphere. Then as a team leader, you must manage your team culture well. Simply put, it is to brainwash. There is no need to implement this concept in a combat team. The so-called democracy is not suitable for such a hierarchical team. There are two prerequisites for brainwashing to have a good effect. First, you should believe what you carry out, you really believe it, and don't expect to fool others. Second, you should have the support of sturm und drang's performance, so as to create a fanatical atmosphere, but sturm und drang's performance depends not only on your ability, but also on the overall environment. So whether you can create a miracle of the team has a lot to do with your luck.