The personal work summary of the regional manager is 400 words.
In a blink of an eye, 20xx has become a thing of the past, but we still remember the fierce competition last year. Although the weather in this industry is not cold, the recruitment banners floating in the street are enough to make people realize that the valve industry will be a Circus Maximus in 20xx, and the competition will be more intense. Marketing directors, sales managers, regional managers, and thousands of enterprises, large and small, are all competing for talents and markets. Everyone has personally felt the cruelty of the market and can only do nothing. Summary is to foster strengths and avoid weaknesses in the coming year and have a comprehensive understanding of yourself. I. Completion of tasks
This year, the actual sales volume was 5 1 10,000, including 2 1 10,000 for ball valves in the first workshop, 0/0.2 million for butterfly valves and 0/0.8 million for others, which basically achieved the targets set at the beginning of the year.
Compared with last year, the number of conventional ball valves decreased, the eccentric hemisphere increased rapidly, and the forged steel ball valves increased slightly. However, the sales volume of butterfly valves is not ideal (planned150,000 or so), the sales volume of large-diameter butterfly valves (DN 1000 or more) is very small, and the soft sealing butterfly valves have a slight increase.
Generally speaking, the sales volume is normal, and the main engine factory grows rapidly, but the growth of the company's own products is not ideal, and the growth of the "Shuangda" brand is not ideal.
Second, customers report more situations.
For our production and sales-oriented enterprises, quality and service are our life. If these two aspects are not done well, the development and growth of enterprises is an armchair strategist.
1. Quality status: unstable quality, many returns. Such as XXX customer's ball valve, XXX customer's butterfly valve and so on. Quality problems occurred one after another and customers complained a lot.
2. Not paying enough attention to details, such as large welding scar, uneven surface, incorrect paint color, and handwheel falling off during delivery. Although it is a small problem, it affects the quality of the whole product and gives customers a bad impression.
3, delivery is not timely: inaccurate production cycle planning, improper production scheduling often leads to delay in delivery, but also human factors caused by the owner.
4. Freight: Many customers complain about freight, especially old customers, such as XXX and XXX, who say that it is more expensive than others. The same goods and the same means of transportation, the price today is different from yesterday.
5. Technical support problems: customers' questions are not answered or ambiguous, which leads to customers' complaints and misunderstanding of the company. XXX, XXX and others have mentioned this problem. It's not a big problem, but it is not in harmony with the company's tenet of "customer first" and "customer is God".
6. Quotation: Because the internal price system of the company is not complete, different customer grades can't be reflected, and old customers and big customers can't appreciate the company's care and preferential treatment.
Third, the problems in sales.
After nearly two years of running-in, the sales department has merged into a lean, United and progressive team. Teamwork and cooperation, smooth communication and harmonious coexistence; Sales staff have mastered the necessary sales skills and strengthened the idea of serving customers; Skilled in business, able to stand alone, good at summing up problems in work and finding reasonable solutions. XXX is particularly prominent in this respect. The cooperation between relevant departments is getting smoother and smoother, and they can understand and support each other. The good aspects need to be carried forward, but there are also many problems.
1, employees' work enthusiasm is not high, and their autonomy is not strong. Talking at work, watching movies and playing games happen from time to time. The reasons are as follows: first, the system supervision is weak; Secondly, salespeople have low salaries and feel that they have done a lot, but compared with other departments, their salaries are low, which leads to psychological imbalance.
2. The awareness of organizational discipline is weak, and the phenomenon of being late for work and leaving early often occurs. This situation exists in all departments of the company, and the company should have a suitable attendance system. When undesirable phenomena occur, they should only be managed by department leaders and stopped by company leaders.
3. The concept of delivery personnel: delivery personnel only regard delivery as a simple task, thinking that the goods will leave the factory, and there is no concept of serving customers. In fact, the care in details can make customers feel the service and sincerity of the company, such as the packaging and clear marking of goods, inform customers of the weight and arrival time of goods in time, and reduce the transportation cost for customers as much as possible.
4. The statistical work is not in place, and there are no finished or semi-finished statistical reports. Every time the sales department needs to ask the workshop about the inventory status of goods, it may cause the loss of sales opportunities and waste of manpower, and customers also doubt the efficiency of the company. Finished goods warehouse and semi-finished goods warehouse should bring reports regularly to inform the inventory situation, so as to prepare goods in time and inform customers of the specific production cycle.
5, sales, production, procurement and other processes are not well connected, often resulting in delivery delays and mutual responsibility, mutual blame.
6. Poor technical support, lack of tender drawings and sales drawings.
7. The responsibilities of the departments are unclear, and the cost has not been reversed, resulting in the sales staff having no time to actively win customers.
The above problems are only a small part of many problems, which also occur from time to time in the sales process. Although it will not affect the company's fundamentals, it may eventually bring great losses to the company's future development if it is not taken seriously.
Fourthly, the concept of company management.
After two years of development, our Shuangda company has advanced hardware facilities, perfect organizational structure and obvious progress in production management, and enjoys a high reputation in Wenzhou and even the valve industry. It should be said that as long as we have the right strategy, tactics and personnel, the prospect will be perfect.
Everyone knows that "management produces benefits", but it is not easy to manage enterprises well. I feel that the company pays more attention to emotional management and institutionalized management is not enough. Strictly speaking, the company should take institutionalized management as the basis and give consideration to emotional management in order to achieve the management effect. Take attendance as an example. Punch in every day, there is no penalty for being late and leaving early, and overtime is not rewarded. So what's the difference between punching in and not punching in? Another example is the negligence of employees, and no one criticizes and corrects it. Even if someone mentions it, it won't do. This is appeasement and connivance. In the long run, the company's interests will inevitably suffer.
The process determines the result, and the details determine the success or failure. A company's goal or a plan eventually deviates, often because some details are not put in place during the implementation process. Bosses have many good ideas, schemes and grand plans. Why didn't it bring obvious results in the end? For example, the warehouse report and cost accounting ordered by the company at the beginning of the year were said again and again at the meeting, but there was no result. Why is this because the decree is unreasonable and the enforcement is not enough? This is an important reason why domestic enterprises pay close attention to "execution" in recent years. Where does the executive power come from? Process control is the key! Complete process control is divided into the following four aspects:
1) Work report Relevant personnel and departments report their work to the general manager or relevant person in charge regularly or irregularly, and report the progress. Leaders will also take the time to actively understand the progress and give guidance in their work.
2) Regular meetings can understand the cooperation status of various departments, offer suggestions and communicate with each other. There are too few regular meetings in the company, especially vertical communication. Employees don't understand their bosses' work plans and views on their work, and bosses don't understand their ideas and needs.
3) Regularly check the implementation of the plan or scheme for a period of time. The company regularly checks its implementation, whether it deviates from the plan, whether it should be adjusted, and arranges tasks for the next period of time.
4) Fair Incentive A fair incentive mechanism is needed to build a harmonious team and mobilize employees' intentions and enthusiasm. Otherwise, there will be conflicts between employees, uncoordinated work and no willingness to go to work. Personally, I think the salary in the sales department is low. Compare the treatment of sales staff in various valve factories in the big environment and the treatment of various departments in the small environment. Although the employees in the sales department are very dedicated, in fact, everyone has some opinions in their hearts. If the company thinks that the sales department is an important department, recognizes the hard work of salespeople and expects to keep those salespeople who can bring profits to the company, then I suggest adjusting the salary accordingly. After all, the loss of an employee is too great.
The other aspect is the management structure and employment of the company. Due to the particularity of the company's own structure, personnel management is prone to leapfrog management, multi-head management and excessive management. Leapfrog management easily leads to the loss of authority and intention of the department manager, and finally leads to discord between the leaders and employees in the department, and no one is responsible for the accident; Multi-head management easily makes employees unable to adapt to work and worry about work mistakes; Excessive management may cause employees to lose their creativity, and employees are not confident in themselves, making it difficult to cultivate independent talents.
The above is just my personal opinion, which is not necessarily correct, but I sincerely think about the future development of the company, and I wholeheartedly want to do a good job in the sales department and win some dignity for the company and myself. Please be careful.
Regional manager's personal work summary 400 words Part II
In 20** years, through the joint efforts of all colleagues in the marketing department, the effective work of the product deployment department and the strong assistance of other business departments and administrative departments of the company, by the end of 65438+February in 20** years, the sales reached a record high, reaching * * * billion yuan, an increase of 30% over the whole year of 2005. The newly developed specialty store * * *. Throughout the year's work process, there are joys and sorrows, sweetness and bitterness, joy and pain.
The first part of the 20** years of work summary
The marketing department is responsible for the establishment of the company's management model and market model. The premise of the company's next planning is based on excellent sales team and market network. The actual situation at present is that the sales team is not hard and the market network is unstable. Only by concentrating everyone's advantages, giving full play to the strength of the team, working together with Qi Xin, and fully respecting the market and facts can we achieve success.
First, unify our thinking and correct our attitude.
1, about attitude
I believe that many employees' debriefing reports reflect many difficulties and problems in their work, such as delivery discount, cooperation and support from leaders and franchisees ... Problems and difficulties are inevitable, but I think the main reason for these problems and difficulties is attitude. Attitude is everything. If a company wants to build a good team and achieve its goals, it needs to manage its employees with management tools and has the right to manage everyone's working days.
In this year's work, the marketing department has instilled management ideas by paying close attention to the work mentality, so that everyone can change from passive transmission in the past to active attack, and the idea of establishing a good work mentality can be reflected everywhere from subtle links to overall work arrangements. However, in some areas, the mentality of "equal importance" is more or less reflected. When you encounter problems, wait passively, or the company will solve them, or do everything possible to ask the company for policies and money. Yes, we had many problems in the initial stage of market operation, but if there are no problems, what else do we need to do? As a regional manager, complaining in front of the team and customers all day, how to lead a good team?
Napoleon once said, "There is not much difference between people, only a slight difference between positive mentality and negative mentality, but it is this slight difference that determines the great difference between two people's lives after 20 years." Because you are lacking, you have to work harder than others to catch up with others. People often say, "If I did what I did, I would do it now ..." People often just stay on this statement and don't really put it into action. How can there be a good result?
With the increasingly fierce market competition, the market mechanism will become more and more standardized. Every company and everyone will face constant changes and new challenges. What kind of attitude will you get when you treat?
2. About the goal
Any company has its own development goals, and every employee working in the company also has his own personal development goals. On this issue, I think there are two points worth considering:
One is to unify personal goals with company goals. Everyone will have pressure and demand, but how to make it organically unified with the company's long-term and short-term development goals, so as to realize the company's development goals and personal goals. This requires integrating your personal career planning into the development of the company. The company will continue to develop, it will launch new products, set up its own factory, and go public ... unified from top to bottom, in step, in order to move forward. This requires strengthening mutual communication to achieve the goal of building excellent teams and networks.
Second, to achieve the goal, we must have correct ideas and methods, and effectively decompose and implement the goal. Only decomposable and achievable goals are feasible goals. At the beginning of this year, the marketing department decomposed the sales target into everyone and each franchise store, and pursued the target closely, ensuring the completion of the annual sales task. In addition, maintaining a good attitude will help employees tide over many difficulties.
3. About learning
Learning from each other is the behavior habit that the marketing department has been instilling for a year. An economist once said: "It is a sin not to read, and reading is saving. Learn by economic means and create an economy by learning. " To learn from theory, practice and mutual communication, we should not only pay attention to learning methods, but also have a correct learning attitude. Everyone has more or less a critical absorption mentality, that is to say, we have a questioning attitude before accepting other people's views or opinions, which we should correct. We should treat others' views and opinions with an absorbing and critical attitude, that is, we should first listen to others' views with a tolerant and inclusive attitude, and then critically accept their views after careful consideration by ourselves.
Just like we organize meetings and training, the company spends money, and at the same time let everyone get together to exchange and summarize in the busy work. If you don't treat it with a learning mentality and an empty cup mentality, you will definitely not learn. Everyone has advantages and is worth learning from each other. If you can't change your mindset, you won't make progress.
I often tell you that only by constantly learning, thinking and summing up can we constantly improve and do things well.
This process is just like playing Go. At first, it started from scratch, and the level was similar. Gradually, I know the layout. After making progress, I disdained the low level, became self-righteous and entered a platform period. Then there will be a higher level of yearning. Continue to learn and summarize, you will gradually have a sense of the overall situation and know why you should keep small and big, so that you can make progress in continuous learning. In fact, the same is true at work. You need to keep learning and enriching. The sales department should try its best to create a learning atmosphere to cultivate an excellent team.
4. About the team
Every regional manager, when facing his employees, is the elder first, and has the obligation to make his subordinates happy and understand human nature. no
It is necessary to bring those rivers and lakes and grandfathers to the team, so that your team has a sense of security, income and continuous growth; Efforts should be made to train subordinates, impart their knowledge and skills without reservation, and treat them with a rising tide, rather than asking questions; It is necessary to strengthen team awareness, strengthen training and build an excellent team that truly belongs to the company.
There is a good saying, "people who don't take part in training can't be managers, and people who can't train people can't be big managers."
With the development of the company, there will be more jobs and opportunities in front of everyone. In the process of team building, we are faced with a problem of trust and control. We should use various forms to strengthen process management.
5. About management
In the company, each of us is in the role transformation, being a manager in front of subordinates and being managed in front of superiors. From another perspective, everyone is a social person and an enterprise person, and management is scientific and artistic. To achieve effective management, communication is a very important and effective way when the team has problems. So some management experts even say that management is communication. Its importance is beyond doubt.
Many of our managers tend to rely too much on their own experience, without paying attention to market research and materials from the front line of the market. This is a wrong idea and must be corrected. Do you have the consciousness of managing a team? When subordinates encounter difficulties, do you have collaborative visits and counseling visits with them?
There are no rules, Fiona Fang. Management is an input, so we should benefit from management, constantly improve various management systems and methods, and truly put them into action.
Second, sum up experience and popularize it.
1, financial awareness needs to be strengthened.
It should be emphasized that the whole operating cost must be strictly controlled. At the same time, market development and sales expenses are personal loans and involve amortization. We should tighten our strings and establish an attitude of financial control.
First of all, we should learn to settle accounts and strengthen financial analysis. Regional managers strengthen the analysis of the relationship between different expenses through accounting and analysis to achieve effective financial management. We should not only calculate the market account, consider how to amortize it, but also calculate the investment account, regard the work as our own business, and from our own point of view, what to do and what not to do.
All the results ultimately fall on the financial indicators, so we should focus on tight use, first tight and then loose, and strengthen the combination of cost analysis and market strategy. In particular, regional managers should try their best to strengthen analysis in various concise forms, such as bar charts, pie charts, charts, etc., to help the region do a good job in financial control.
2. Strict norms and effective management
The premise of our company management is budget management. For the annual plan, the target plan should be broken down into every quarter, every month, every day, every supervisor, every franchise store, every region, every department and every manager. And seriously think about what channels and methods to achieve the goal. When the goal is decomposed, it becomes a task, and the task must be completed.
It is necessary to strengthen target management and time management, and at the same time, managers should strictly demand their own management, set an example and lead a good team. For example, if managers themselves are lazy, how can they ask employees to work hard? Management must pay the cost, but the cost must be profitable. Next, we need to consider ERP system to simplify management procedures and improve management efficiency and quality.
3, overstaffed, wasting resources
First of all, there is a standard of employing people. We have always advocated that what is suitable is right, and it is not necessarily manifested. In selecting and employing people, we should also pay attention to the loyalty and professionalism of employees.
Secondly, in the form of performance, employees' work ability, such as communication ability, work efficiency and job saturation, is also an important aspect to be considered. Finally, through training, different strategies are adopted to effectively combine the personal resources of the sales supervisor with the company's resources, so as to achieve the purpose of integrating resources and giving full play to the advantages of the team.
In the training of company employees, it is mainly carried out from three aspects. First, we should cultivate good work habits and strengthen management through the example of managers; The second is to conduct comprehensive knowledge and skills training for employees through weekly meetings and systematic training meetings; Third, through mentoring in the process of market operation, we can bring a good team and survive the fittest. We are now "the superior is invincible, and the inferior is immortal." Only by unifying the long-term and short-term goals of all employees with the company's goals, involving real interests, room for growth, improvement of practical ability and many other aspects, and constantly enriching and satisfying everyone in this process, can we unite and stabilize the team and attract more talents to join our cause.
4. Market strategy should be integrated into accurate and scientific market research.
Regional managers have different feelings about the market. Experience is very important, but it is not necessary for success. Only the combination of sensibility and rationality, the unity of theory and practice, on the basis of market intuition and scientific analysis and research, success is inevitable. Let's take a look at a story about KFC: When preparing to enter the China market, KFC sent two employees to Wangfujing to investigate the situation before opening the store. When the first employee arrived at Wangfujing, he saw the bustling crowd and immediately intuitively judged that Wangfujing was worth opening a shop, so he told the company that he could open a shop in Wangfujing when he came back. After another employee arrived at Wangfujing, he began to count the number of people passing through the main intersections, classify them according to their grades and ages, and conduct a comprehensive investigation on the environment of chicken sources and chicken feed around Beijing. Finally, through data analysis, he concluded that he could open a shop in Wangfujing. Facts have proved that the final result of opening the store is successful, but the two employees have different methods and processes to draw conclusions, so we can easily see the difference, so the first employee was demoted after he came back. If we can combine rich market experience with accurate and scientific market research in the process of market operation, success will belong to us.
We must learn to analyze the market, distinguish between major contradictions and minor contradictions, and grasp the key points in order to carry out our work effectively. For example, in Shanxi market, due to familiar channels, it may be relatively easy to develop general monopoly outlets, which no longer conforms to the trend of big stores, but it is relatively difficult to open big stores. Therefore, in the next step, the focus of Shanxi market should be appropriately inclined to open big stores, including giving away business props; Shandong market is relatively weak in market development, so when recruiting personnel, we must consider developing people with strong maintenance ability. Different markets and different environments require different strategies.
In marketing, we must seize a center, combine the main contradiction with the secondary contradiction, and effectively avoid the situation that the East is hammered and the West is hammered.
Distribution is the main means widely used in the clothing market at present, especially in the northeast market, but it is definitely not a good means. Judging from the development trend of clothing industry, specialization and systematization are the future direction only if we can provide franchisees with all-round store solutions. Only by comprehensively using these means and grasping the initiative can we get ahead of others. Therefore, at this stage, we must first raise our awareness to a high level, reflect the professional and standardized image of our trousers chain monopoly, effectively integrate various resources and methods, systematically and systematically promote the market, and achieve the purpose of building a team and building a network through the use of correct market strategies.
Third, clear objectives and break down tasks.
In the process of target decomposition in each region, we can neither be conservative nor draw cakes to satisfy our hunger. We should seek truth from facts and use the method of combining empirical value with science to determine reasonable and achievable goals in each region.
After the target is determined, it will be broken down into people, franchisees, quarters, months and days. Here, I want to emphasize the implementation of the words "everything is implemented and everything is supervised". Everything is implemented not only to people, but also to time; Supervision in all things means financial supervision, layer-by-layer supervision and mutual supervision. By strengthening the management and monitoring of the process, we can ensure the realization of the goal.
The second part of the 20** year work plan and prospect
I. Market development
1. Determine the key work direction: consolidate the base area (Hebei), plump the two wings (Shandong, Shanxi), and solve the future trouble (Henan). There are 35 new stores in the above four provinces.
2. Suspend the market development in Jiangsu and Anhui.
3. Study and determine the business model suitable for the Northeast market, send permanent representatives to Shenyang office (rotate regularly), and build 20 new stores in Liaoning.
4. Set up a special team, concentrate effective forces to enter the Shaanxi market, and open up a new store 15.
Second, marketing management.
1, in terms of employees' communication skills and language use. Continue to train telephone communication skills, business language application and customer psychological analysis.
2. Implement various business indicators to everyone, every store and every day. 20** annual sales exceeded the 50 million mark.
3. Visualize all work objectives and establish and improve the daily work follow-up system.
4, business personnel assessment once a month, the implementation of the last elimination system.
5. Gradually integrate male employees into the marketing director.
6. Improve the standardization construction and resource sharing of various marketing methods.
7. The data networking rate between franchisees and companies reaches 90%.
8. The marketing department cooperates with the marketing department to realize mobile office.