Confessions of a Salesman

Chapter 1227 Dispute at the meeting
Then there was a mess again, and Lu Ping said dissatisfiedly: "Okay! You didn't mention it in the meeting before, but now that Mr. Chen is here, you are all complaining. What do you mean? Put on small shoes for me? There are so many dissatisfaction, sooner or later." Tell me!"

I didn't dare to speak for a while.

Lu Ping's approach is very domineering and down-to-earth. I really like her approach!

So, I said, "What about you! Are you bullying Mr. Lu?"

Several directors hurriedly said: "No, no, really no! Mr. Chen, we obeyed Mr. Lu! Because of this, when these policies were proposed at that time, we did not object! We did it! But the effect is really not good. Good! We are all old people in the company, so we can say what we have! Mr. Gao, he may be used to working in other big companies, and he doesn’t know much about us!”

I snorted, looked at Mr. Gao and asked, "Which company did Mr. Gao work for before?"

Mr. Gao said proudly: "I have been the marketing director of Meidi, Sun, and Gran's."

I have never heard of this person, but I have had little contact with these companies in the past few years, so I don't know, and I am not surprised, so I said casually: "Mr. Gao is also a salesman? Then they Those policies mentioned were all brought by you from the beautiful land, the sun?"

Mr. Gao nodded and said, "Yes, I think it is very suitable for our company!"

I curled my lips and said, "Mr. Gao, I think your way of thinking is wrong! The combined sales volume of these companies is not as good as ours. If their policies are good, they will not be worse than our sales volume, right? What's more Did you study from below? Isn’t that shameless to ask?”

As soon as I finished speaking, there was a roar of laughter.

I said seriously: "What are you laughing at? I mean, if there is a good and advanced sales plan, no matter how big the company is, we can follow it! Just be sure to see if it suits your company! Mr. Gao's method Okay, let’s not talk about it, at least dare to try, I still appreciate it very much! What about you, don’t put your eyes on the top, just pretend that you are an old employee of the company, and dare to commit the following crimes! I came here today to give Mr. Gao is backing him! Since the company employs people, it won't question them! I fully support Mr. Gao's work!"

Everyone was dumbfounded now, thinking that I was educating Mr. Gao for them. Who knew, I would support Mr. Gao.

Even Lu Ping looked at me with puzzled eyes.

I continued: "You all, be honest with me, don't keep jumping up and down, after a few days of good life, you won't know your last name anymore! If you have something to do, you won't mention it to Mr. Lu if you feel dissatisfied! She can't control you anymore! Boss Lu has no objection, why are you so big?"

Lu Ping immediately understood what I meant, and then I said: "I am also a little hesitant about Mr. Gao's policy, but Mr. Gao has insisted on it again and again, so I think I can try it. How long has it been since you have so many complaints?" Already! I will properly consider the reward and punishment system!"

The Director of South China said: "Mr. Lu, we definitely support your work with all our strength, and the company's policies must be implemented, but we can't just fine but not reward, right? One less fines us 50, what if we have one more? How much will we be rewarded?" , an agent brings [-] sales, how much will it give us, this has to be clarified, right?"

Lu Ping groaned and looked at Mr. Gao.

The ball was kicked to him, but he was indifferent. It seemed that he had never thought about this issue. After thinking about it for a long time, he replied: "It's the same. One less one will be fined [-] yuan, and one extra one will be rewarded [-] yuan!"

Someone immediately questioned: "Only 50? An agent with a sales volume of 10 is a B-level agent. In the previous sales policy, the reward for developing a B-level agent is 10! It has increased by 1% for one year in a row. Just reward [-]! Now that this reward has been cancelled, only [-] will be rewarded, isn’t the gap too big?”

Mr. Gao immediately retorted: "If 50 is rewarded, 10 is still sales. This is too much! How much value can 50 sales create for the company?"

The director of East China immediately said: "So, this is the reward! The threshold for a B-level agent is 50, but once signed, no agent will only reach 50, so the company rewards a lot! But you According to the policy, as long as one signed 50 yuan, it will be fine! Although this has reached the sales of B-level agents, but other indicators cannot be completed! Those indicators are the real standard to measure an agent!

Mr. Gao has already started to say with some displeasure: "What indicator is the real standard to measure the agent? It is the sales volume. Regardless of the sales volume, it is all nonsense and meaningless to talk about feelings with the agent!"

The director of East China confronted him: "Why is it meaningless? You don't know how many agents are there when we are in trouble, and they will never leave us! They want money for money, and relationships for relationships! See you The agent of that company can give money when they don’t receive any goods! Do you know how much more than the payment I received last year? They will pay us next year’s payment in advance!”

Mr. Gao said disdainfully: "I know, I read the repayment form, isn't that supported by policies? You can enjoy a [-]% discount for pre-order and payment! No one is stupid. You think we are a bank, and they will Give us a regular deposit!?"

The Director of East China still wanted to argue, so my face changed and I said, "Aren't you finished? You still want to compete with Mr. Gao!?"

The director of East China lowered his head angrily and stopped talking.

I continued: "There is nothing to argue about this! I have no objection to you becoming friends, brothers, or even a family with the agent! But remember one thing, at any time, you must look at the problem from the perspective of the company. I know you have a good relationship with the agent, you handle many things by yourself, and the agent also trusts you! But I have also seen some problems, for example, the financial person has complained to me a lot Next time, the reconciliation letter, can you help the agent to sign it? The usual receipt, the sales manager below you will help to sign, I don’t care about it with you, but this is every month, every quarter. The reconciliation letter, such an important document, is it unreasonable for you to sign it on their behalf?

I also know, why have you all become shareholders of your agency company?Are they really indistinguishable from each other?In the past, I turned a blind eye and closed my eyes, and I didn't want to care about you, but Gao came to our company and asked you to formalize it, so it must be formalized! "

Lu Ping followed my words and said, "Yes, Mr. Gao recently installed a new system, which was moved over by large international companies! In the future, your little tricks will all fail in this system. Give you a vaccination, what is related to the agent, the registered company is a legal person, when the time comes, the contract review will not pass! What reconciliation letter, there is arrears, overdue and overdue, not me If a signature can be passed, you have to go through the system! Prepare yourselves, don’t fail to deliver the goods, and come to me every day, and it’s useless to find me!”

As soon as the words came out, the following directors immediately quit their job, and they all complained. Seeing that posture, they immediately wanted to beat up Mr. Gao.

I suppressed it and said, "What are you arguing about! You also said to let others learn our advanced management experience, just like you? It's time to change your mind! It's all old-fashioned sales style, and it doesn't work now! Who is not satisfied , they all come to you directly, and so do your agents! Whoever refuses to accept it, I will go and reason with him!"

Everyone at this meeting broke up unhappy, and the only winner was Mr. Gao. He probably felt that Lu Ping and I supported him at this meeting, and felt that his position could be secured, and that he was newly appointed Several reform measures proposed have been approved by me.

Lu Ping and I were talking in her office, and he just pushed the door and walked in without knocking. It's not his fault. I'm used to this habit in Wanzhong. Most of them don't knock when they come to my office. , unless I specifically tell you to, otherwise it is a virtue.

I smiled and told him to sit down and asked, "President Gao, is your full name Gao Ming?"

Gao Ming nodded and said, "Yes, yes!"

I groaned and said, "I asked Mr. Ma of Taiyang. You did work for him for a while, but your reputation is not very good!"

Gao Ming blushed and said, "President Ma and I disagree! Their company treats employees too stingily! And they are too conservative, that's why they have been stagnant for so many years!"

Lu Ping said, "Didn't they rank among the top three in the furniture industry with a growth rate of 30% every year?"

Gao Ming said disapprovingly, "That's all the data they produced, how can it be so good?"

I said with an oh: "It's very possible! Then what do you think, what about our company?"

Gao Ming smiled first, and then said frankly: "Then I'm telling the truth!"

I nodded my head encouragingly: "Speak, you know everything without saying nothing!"

Gao Ming hummed and said: "For a big company like Wanzhong, I always thought the management model was very advanced, but after I came in, I found that the sales system was full of mistakes. Many people took advantage of this loophole to make money from the company, but they didn't Doing business for the company! There are a lot of bad debts, there are complaints from the finance department, and the invoices for reimbursement every month are piled up like a mountain, so there are so many sales expenses! The monthly sales expenses of a regional director are over 10! They themselves are not Are you still earning sales commissions? Why do you pay them so much? The director in East China has reported more than 2 postage for a month. What kind of car do you drive? The gas costs more than 2 a month?
There is also a problem with personnel management, mainly in the sales system. The person that the director likes can be retained even if there is no sales.These old people are too deceitful, and fresh blood can't come in. How can the company move forward?Only by continuously introducing talents can we continue to grow! "

I looked at Lu Ping, and waited for her explanation. Lu Ping replied slowly: "For an old company like Wanzhong, human relations are very important. Everyone has been in business for so many years, and they have feelings for Wanzhong! How much do you say?" This question, I can answer you, any company has bad debts, how much is the problem, if you don’t get back the money, the big money will go through legal procedures, that’s what our legal department does! The small money will naturally be shared among them Personally, it’s just that it’s not until the end of the year, so it’s not easy to liquidate! Some customers, the arrears are justifiable, and the turnover is not working well for a while, and they can’t be stuck all at once, and they don’t give them a chance to breathe!

As for their sales expenses, this is set at the beginning of the year. Their sales expenses are directly proportional to their sales tasks. If the sales volume is high, the sales expenses will naturally be high. As for what they spend the money on, we have no right to ask!He just eats, drinks, prostitutes and gambles, and it's their own business!
In terms of talent selection, we have always adhered to a principle, to do things, to be a man first!There are sales, but if you can't be a human being, we don't want it either!The bullying you mentioned can happen to any company!But as long as you are willing to do things, you will be recognized, just like you, as long as you do things, Mr. Chen and I will recognize you! "

Gao Ming didn't dare to confront Lu Ping too blatantly, because he didn't know what my attitude was, so he just nodded and said, "Yes, yes, I just came here and don't know much about many things. Communicate with Mr. Lu!"

I smiled and said: "Boss Lu has been in this position for too long, and there may be many things that I don't see as clearly as you! Those who are involved are obsessed, but the bystanders are clear! These points you raised are very good, human feelings belong to human feelings, Work is work! Don't confuse it! This group of salesmen is a bit lawless, Mr. Lu, it's time to deal with them!"

Lu Ping looked at me, but didn't understand what I meant, so she nodded and said, "Okay, I'll clean them up once in a while!"

I continued to ask: "Mr. Gao, which international management system are you talking about? What is it called? How much does it cost?"

Gao Ming immediately replied: "The budget for the SPA system is 2300 million, and it will take about a month to complete! This system includes ten major aspects including procurement, sales, finance, human resources, engineering, technology, logistics, and information management. Big companies on the Internet, IMB, Huawei, CNPC, and Telecom are all using this system now! This is recognized as the best platform management system in the world!"

I frowned and said, "So expensive?"

Gao Ming explained: "This is also based on different versions made by different companies. The price depends on the price. After entering the company and obtaining the data, you will know how much it is?"

I snorted and said, "Is there a ready-made template? Can we visit it?"

Gao Ming said in embarrassment: "This is more difficult. After all, every company has its own business secrets. It is really inconvenient to visit!"

Lu Ping immediately said; "As far as I know, this system..."

I stopped what Lu Ping was going to say: "That's right, how about it, you can contact the manufacturer to see if you can make a mock version, I'll see the effect first!"

Gao Ming said happily: "Yes, yes, I will contact you right away!"

(End of this chapter)