How to bring a good team to improve the team's passion and work efficiency?

How to improve the team's passion

The weekly work meeting of a company's Hubei sales office has been going on for eight hours since the morning. The business executives who came back from all over the country are still taking turns to describe the work situation and problems in the past week. The venue is smoky, with a few jokes and constant quarrels from time to time, which finally ends in exhaustion and helplessness, followed by dinner and drinking, and then returning to the market with questions and complaints. "I don't know what this kind of regular meeting will do." "We have raised the problem again and again, and I don't know when it will be solved." "This kind of regular meeting means that everyone can get together and exchange feelings." The weekly regular meeting ended with everyone's comments and complaints, but the problems still exist, the performance has not improved, and the team has no morale. Such regular sales meetings are common in the enterprises and markets that I have contacted. Regular sales meetings exist as management requirements, and they are held only to cope with the situation and form. On the one hand, such regular sales meetings waste a lot of time and energy of front-line managers, on the other hand, they create a combat team with low efficiency, low morale and lack of execution.

the regular meeting of marketing work is a stage summary meeting of an enterprise in the marketing process. Generally once a month or once a week, summarize the experience and lessons in sales at this stage, carry forward the achievements and avoid mistakes. It is necessary to dissect the sparrow, grasp the typical examples, and explain the universal experience and lessons to a district, a salesman and a customer for reference. At the same time, it is a performance inspection meeting for salesmen since one stage. Salespeople are often not subject to their orders, so it is difficult to manage and direct them. The sales manager should cherish the rare opportunity of meeting once a month and check the market distribution, product distribution, network construction, customer management and sales performance of each salesman in order to provide targeted guidance.

How to arrange the regular work meeting reasonably and make effective use of the regular work meeting to improve the execution ability of the sales team and sales performance is a problem that sales managers must face and learn skills. "Regular meeting, work report and business visit" are called the three magic weapons of business management by sales managers, and "the process is well done and the result is naturally good". Paying attention to process management and supervision is the winning means for international enterprises, and the successful and effective holding of work regular meeting is the main means of process management and sales execution. At the same time, it is also a platform to enhance the combat effectiveness of the sales team:

Here are six means to enhance the combat effectiveness of the sales team by using the regular meeting.

Means 1. Turn the regular meeting into a brainstorming meeting with the core of problem solving: business personnel will encounter complex and diverse problems in sales work, and it is often difficult to find an ideal solution by relying on personal knowledge and ability. If the sales manager sorts them according to market conditions and difficulties that market personnel often encounter, And make use of the periodic work meeting to put it forward selectively, make use of everyone's wisdom, collective participation and collective efforts, and brainstorm ideas and methods to find solutions, which can often have unexpected effects, which not only enlivens the atmosphere, improves the enthusiasm of marketers to participate, but also reduces the pressure on the host, and at the same time can fully understand the real ideas of marketers and collect information from the front line of the market.

The key to a successful and effective brainstorming meeting: First, we must make full preparations, determine a clear theme, and convey the purpose of the meeting and the outline to be discussed to the participants a few days before the regular meeting, so that everyone has enough time to think and prepare; Secondly, create a harmonious meeting atmosphere. For example, the topic of discussion should be as close as possible to the business personnel and urgently needed to be solved recently. Managers should not make a conclusive speech first, encourage them to speak freely at the meeting, deny and laugh at other people's opinions at will, even if they are ridiculous, and make a summary before the meeting. Follow up the implementation of the results: follow up the achievements made at each regular meeting, ensure that the marketing is correct and effective, and summarize them in time as the next regular meeting.

Special reminder: Don't try to solve all the problems in one meeting. It is enough to find out the top three urgent and important problems by analyzing and sorting the problems. If you try to solve too many problems at once, it is likely that you will not be able to talk through any problems and solve none.

means 2. position the regular meeting as a successful experience sharing meeting: select business personnel who have made outstanding performance in some aspects of their work to introduce and share their successful places or times at the meeting, which will not only affirm the outstanding business personnel, but also enlighten other participants. If the successful cases introduced are familiar to them, they will be more able to arouse * * *.

the key to success: a, choose representative cases and successful people to introduce them, so as to create a positive meeting atmosphere; B, fully communicate with the person who explained the experience in advance on the introduction methods and ideas, to ensure clear thinking and clear goals; c, give analysis and evaluation in time, and invite everyone to discuss, refine and learn from the good ones, and encourage them to participate in the poor performance, because business experts are not necessarily good speakers.

means 3. positioning the regular meeting as a seminar on market characteristics and industry trends: as the information of traditional pyramid-shaped organizations is filtered layer by layer, the more senior leaders are numb to real and specific market information, which is the root cause of decision-making mistakes. The regular marketing meeting once a month will be a clairvoyant eye of business owners, and fully collect fresh information about market trends, competitor strategies, product trends, customer needs and so on all over the country, so as to facilitate scientific decision-making.

understanding the market characteristics, grasping the development trend of the industry and observing the competitors' dynamics are also the basic skills for business personnel to do a good job. However, few company regular meetings can communicate these basic information with business personnel. Even if business personnel know something, they need to constantly understand and summarize because of the rapid changes in the market. Undoubtedly, the regular meeting is an excellent platform for exchanging market information, feeding back and collecting first-line market information.

the key to success: pay attention to the usual observation and accumulation in information collection, organize and compile it regularly, and at the same time make analysis based on data, put forward your own effective suggestions, form a systematic and perfect market report, and cultivate the habit of systematic thinking of business personnel, so as to avoid turning market analysis into a simple emotional report, namely, a voice barrel meeting and a "forced meeting". At the regular marketing meeting of another enterprise, the sales managers of each district indulged the sales staff to talk about the sales policies of competitors in that district. In some cases, salesmen also joined forces with middlemen to convey false information to enterprises. Other salesmen, echo each other and * * *, forced enterprises to make concessions with false information. In the end, the crowd was furious and urged to sell on credit.

means 4. position the regular meeting as a communication meeting to publicize new products and policies of the company: familiarity with products and marketing policies of the company is the most direct and effective means for business personnel to build confidence and improve their execution, while the regular meeting is undoubtedly the best way and means for the introduction of new policies, the listing of new products and the release of new information.

I once participated in a regular meeting of new product promotion and publicity: instead of the usual form of publicity and explanation, the moderator broke down the characteristics, channel policies, product series and marketing policies of new products into several issues, and issued them to the business personnel in advance, so that everyone could explain how to promote our new products more effectively in the form of brainstorming at the regular meeting; As a result, the business people are excited and express their ideas enthusiastically, which not only provides many creative ideas for the promotion of new products, but also has a deep understanding of the promotion arrangements of new products through collective communication and collision.

Special reminder: A full understanding of products and a reasonable grasp of policies are the keys to the successful promotion of new products, and a successful launch of new products and policies is without exception a well-organized mobilization meeting before the war.

means five, positioning the regular meeting as a skill training promotion meeting; Promoting enthusiasm depends on motivation, improving working ability depends on training, and depends on the arrangement of the company's training department, which is not only limited in time and cost, but also poor in pertinence and persistence. According to the team's own situation, it is more timely and effective to formulate a simple and continuous training topic by using regular meetings, and invite professional business personnel or sales managers to explain it. The author once worked out a training plan for a beauty products sales company in Hunan. In addition to the normal work arrangement, each meeting tells a philosophical story, makes a simple training game, explains a work skill, and the content is prepared in advance. After a period of implementation, not only the enthusiasm of employees to participate in the regular meeting is increased, but also the ability to solve problems is enhanced, the atmosphere of work communication and the feelings between employees are increased.

the key to success: choose a targeted training topic, the content of which should be close to the needs of business personnel, organize excellent internal lecturers, or choose external experts. Sometimes, don't forget the outsider, and invite a marketing expert to attend the marketing meeting, which can often hit the nail on the head. If you can ask marketing experts for training, the salesman will have enough electricity and riveting strength, which will have greater positive significance for future work.

means 6. position the regular meeting as an emotional exchange meeting: when the salesman is away for a long time and goes home every month, he should have the warmth of returning home. Cadres at all levels should use this opportunity to communicate with salesmen, and salesmen should also use various opportunities to communicate with other departments to increase the cohesion and centripetal force of enterprises. In addition to normal work communication, organize some cultural and recreational activities that are beneficial to physical and mental health and emotional communication between colleagues, so that business personnel who are usually nervous at the front line have a chance to relax, which is not only conducive to improving work efficiency, but also gives everyone a chance to communicate easily and increase their feelings.

Improving the combat effectiveness of business personnel is a long-term and complicated task, and making full use of regular meetings is an effective and practical means. Many excellent business personnel have such a profound feeling when they grow up: "They are omnipotent for three years at the beginning, but they are at a loss for another three years, and they are comfortable for another three years"; There is also a story in Zhuangzi's foreign articles: Ji Xiezi domesticated cockfighting for Zhou Xuanwang. Ten days later, Zhou Xuanwang asked, "Is the chicken tamed?" Ji Xunzi replied: "No, I am vain and arrogant." Ten days later, Zhou Xuanwang asked again and replied, "No, just call when you hear the noise and jump when you see the shadow." Ten days later, Zhou Xuanwang asked again and replied, "I still care about the rapidity and feel strong." Ten days later, Zhou Xuanwang asked and replied, "Almost. Even if other chickens crow, it will not change. It looks like a wooden chicken, and its virtue can be said to be complete. Other chickens did not dare to fight, so they turned around and ran away. " Excellent business personnel also grow up in constant mistakes and summaries. The improvement of business team's combat effectiveness is a long-term and systematic project. The details are outstanding, and the small things reflect the style. The seemingly ordinary marketing meeting can just lay the cornerstone of enterprise development. It is a direct, simple, effective and sustainable means to continuously improve the team's execution by using the summary and analysis of the regular meeting. Only by using it flexibly, persisting in and constantly summarizing and improving can we cast an invincible and powerful marketing team.