Confessions of a Salesman

Chapter 90 Bold Ideas

I said earnestly: "What's the matter, Brother Shen is polite. Men, you all understand. If you have time to play in Zhuhai, I will invite you to drink."

After hanging up the phone, Boer and I said, "I will report to the sales department tomorrow. I will arrange a client for you. You can follow me first, and then, when I have divided the area and found a better place for you, it will be delegated. "

Baoer said happily: "Then thank you old man, you didn't open the back door for me, did you?"

I was defeated and said, "Are all young people today so open?"

The next morning, I called all the training people, read the names of ten people, and told the others that they failed the assessment this time.Some people are happy and some people are worried, those who are selected are elated, and those who are not selected are downcast.Someone was very angry and came up to question me directly, but I didn't answer at all.

Because of the selected people, there are many things that no one thought of, and they are questioning what my selection criteria are?I said loudly: "The selection criteria are my criteria, which is fair. I have said it from the first day of your training. As for what I base my criteria on, that is my business. If you think it's unfair, please don't question my standards when you are in my position. I know that there may be many people here who will surpass me and have better development in the future. Is the choice right? I have not delayed your beautiful future."

After speaking, I pushed the crowd around me and walked out.

In the afternoon, I told the back office who replaced Xiaohua, the tall beauty, to inform all the sales staff to come to the company for a meeting at eight o'clock tomorrow morning, and no one should be absent for any excuse.And told her to make a copy of the current year's sales and the amount returned.

Here we talk about this beauty, and Xiaohua are completely two types of people. Xiaohua is well-behaved and silent. Once he recognizes you, he will treat you without hesitation. He is a very clear love and hate person, cold outside and hot inside.This beauty is called Chen Hua. She is a top student. She graduated from Xi'an University in computer application and management. Although she studied computer, she has never done it for a day. She has just graduated as a clerk and secretary, all serving people. In the end, she has learned nothing. Learn to serve people.

Therefore, she is very enthusiastic towards people, giving people the illusion that she is very easy to get along with and easy to talk to.I haven't had much contact with her, because she's a beautiful woman, and she's very dedicated to her work, so I can't find anything wrong with her, and it's okay, but it's just not as harmonious as working with Xiaohua.

Why do you mention Chen Hua? It's not because she has any relationship with me. It's not that every beauty in the book must have something to do with the protagonist. It's her view of love. The object she likes makes me admire her with admiration.This is a later story, we will talk about it later.

Chen Hua informed him.

Meetings in the sales department are always absent. Lao Feng’s meetings are relatively simple. After he has said what he needs to say, he is done.He is a person who doesn't pay attention to the process and only looks at the results.Don't touch his bottom line, he is also a very easy-going leader.

Today's meeting, three newcomers, came very early, Xiaohai, and a salesman I didn't know came before eight o'clock.There were also two old salesmen who didn't show up for a long time. Both of them entered the sales department earlier than me, and they were both veterans. Around 8:2, the salesman Lao Liu came. Seeing everyone sitting there waiting, he was a little embarrassed, and explained to me: "I'm sorry, I drank with the client last night, and it was past [-] o'clock. I can't get up." I didn't say anything, he shyly found a place to sit down.

Another old salesman didn't see anyone at 9 o'clock. I told Chen Hua to call him and tell him that if he didn't come at 9:[-], he would not come.Tomorrow he falls in love with that department and goes to that department.Chen Hua was a little embarrassed, and I repeated it out loud.Chen Hua just called.

Everyone just sat there in silence, and you could tell that I was really angry, and no one dared to speak.I know that today is the time for me to stand up, otherwise, my follow-up sales plan will not be able to be implemented.I have to ask everyone to follow my lead.Chen Hua finished the phone call and whispered in my ear.

I avoided talking and said it directly.Chen Hua repeated the old salesman's words: "I'm negotiating with an important customer, and I can't attend the meeting. After the meeting, I will give him the minutes of the meeting." I nodded, took out my mobile phone and called Lao Feng. : "Boss, there are more people in the sales department, I don't want it anymore, look..."

Lao Feng didn't even think about it and said, "It's up to you. It's a big deal, and ask me, I'm busy!" After that, he hung up the phone.

Putting away the phone, I said to Chen Hua, "You go and talk to the office director. Someone has applied to transfer him from the sales department regardless of his absence from work. I will follow the company's specific arrangements." After speaking, I announced the meeting.

I came up with a plan and said, "Let me first talk about some recent reform plans of our sales department. Since the company's products will be introduced to the national market, it is impossible to think of the same as before, guaranteeing income during droughts and floods. However, developing the market and maintaining the market are two different things. In the days to come, everyone may have a hard time, but I guarantee that your income is absolutely proportional to your efforts. The more you work, the more you get, the less you work, and the less you get.

I issued a military order with the company, and the company gave me a target, so I have to allocate it to you.If I do not do well, I will leave, if you do not do well, you will leave. "

The atmosphere was very depressing, and everyone's faces were very solemn.

I picked up the monthly report and said, "Brother Liu, you are a senior, I won't say much, you are your junior, you have to set an example. Xiaohai, you have been in the sales department for a few months, right? This achievement No, you don't have any new customers, you have to work hard." Then he looked at this one he had never seen before and said, "Are you An Nan? Is your sister An An? Lao Feng told me that you are very clever, but You haven't had a single customer for three months, and old customers haven't been distributed to you? What's going on?"

Annan is a little fat man. When speaking, he kept wiping the sweat from his forehead and said nervously: "I was planning to give me an old client, but I was worried that it would not be maintained well, so I didn't dare to accept it. I must have a new client this month. ."

I looked at him and said, "There are 3 more days in this month? Can you do it?"

Annan immediately changed his tune: "It's not this month, it's next month."

I nodded and said, "Okay, I'll give you two months. If you have any questions, come to me in time."

Then he looked at the three newcomers and said, "I selected the three of you. I will give you three months, and I must develop new customers for me."

The three nodded, and Bao'er smiled sweetly.

I continued: "I have a list of potential customers across the country, which are mainly distributed in thirteen provinces. I plan to assign each person to a province, and personnel will be recruited one after another. There are still seven in the workshop, waiting for It's on your behalf, so I hope you all do your best."

Having said that, I declare the meeting adjourned.

I have no idea about my drastic sales reform plan. I even mentioned it to Lao Feng once. Lao Feng said that it is difficult, but it can be tried. I am not sure whether it is feasible to do so.After writing the sales plan reform plan, I plan to talk to Lao Feng again.

President Li pushed open the door and came in. When he saw me, he still smiled and said, "Ah Fei, I heard that you were angry at the sales meeting today?"

I hurriedly asked President Li to sit down and replied, "Well, the news is too fast. It only took a while before it reached your ears."

Mr. Li glanced at me and said, "It's the old business who got the news, and the call came to me."

I hurriedly said: "Mr. Li, you have to support my work. If you ask for mercy, you can avoid it. Otherwise, how can I start my work in the future!"

Mr. Li gave me a blank look and said, "Am I the one who is holding you back? However, I advise you to pay attention to management methods, and haste is not enough. Look at Lao Feng, he looks like a good old man, but who dares to Bully him, whoever dares to deceive him will scare him, why? Don't be angry, you have to learn."

I thought about it and thought it made sense, and said, "Mr. Li, you are right. I will pay attention to the method in the future. You came just in time. I have a new sales plan here. You can take a look and give some advice."

President Li took over my plan, looked at it roughly, and asked in surprise, "Have you discussed it with Lao Feng?"

I replied: "I talked to him about it, and he said it was a bit difficult."

Mr. Li nodded and said: "Yes, first of all, if you reduce their basic salary and increase their performance salary, will they agree? Will there be resistance? Can you keep people? Second, recruit a large number of agents. For dealers, it takes a mental adjustment to let the salesman serve the agent. Besides, the annual target you set is a bit unrealistic, right? Do you want to double it?”

I replied: "Mr. Li, what you said is very reasonable. First of all, I must mobilize the enthusiasm of the sales staff, and let them run towards the goal together with me. It's amazing, but it can't make much waves. Mr. Li, the market situation is severe now. Our peers started to seize the market as early as three years ago. Once the fixed model of the market is formed, it will be difficult for us to enter the market again.

In any case, we all have to get a certain share of the market, so that we can stand on the ground. We are already far behind others, and if we do not catch up, we will not be able to catch up.The goal I set is actually not high at all. Half of the sales volume of 40 billion is old customers, which is basically fixed, and according to the annual increase of 10%, it has already reached 25 billion. The monthly sales volume of customers is increasing month by month, with a share of 10 billion to 12 billion.For the remaining 5 million, Lao Feng and I will each have 10 million, and there will be 3000 million left. We will share [-] people equally, and each will be [-] million a year. Is that much? "

(End of this chapter)