The marketing department said.

If everyone has the same starting point and the same ending point, the most wonderful thing in life is that the path from the starting point to the ending point is different, and the scenery on the road is different.

Some people will stare at the ceiling and think that I am not as good as others. I worked in the same company for three years, and he was promoted twice. I still stand still. Hey, the leader just met him. I can't help it I work hard, too. Accept my fate. Otherwise, I will jump ship in a few months. ...

Some people think nothing every day. Anyway, they can pay rent and eat. They don't expect any opportunities, and they don't even want a promotion. Anyway, I'll do whatever I'm asked to do at work. It's better to find a job and comfort yourself with a little money than to be a nerd. ...

However, some people have a fatalistic spirit in their bones and seize every opportunity to learn and make progress. What they hear from the criticism of their superiors is experience guidance, from the complaints of colleagues is their own immaturity, and from the complaints of customers is the experience of solving problems. He always gains something. Growing every day. ...

There are many stories about the workplace every day. Some people are spinning in circles, some are running, some are retreating, and some are lost. ...

Motivation and spirit are not enough. Most people can be diligent at first, but the advantages and disadvantages of methods will soon be reflected, so those who lack methods begin to get discouraged and stop at the workplace, not knowing where the problem lies. People who are good at using methods keep moving forward, leaving people with the same conditions behind.

We know from the stories of two real people in the workplace, where do the differences in career paths come from?

This is a post-90s Hubei girl who came to Shenzhen after graduating from technical secondary school. Finally, she jumped from the factory production line to a trading company, took the position of front desk, and sat there every day to pay attention to all the people coming and going. Gao Meimei is honest and dutiful. As soon as the company leader enters the door, he will immediately stand up, bow slightly and greet nervously: "So-and-so is always good!" " Often executives rush by without even glancing at her eyes.

If you feel numb, you are wrong. During the lunch break, she was still very lively and talked enthusiastically with her colleagues about some topics, including who went on a blind date last weekend and what did the man do? My family is also urging me to find a boyfriend quickly. What should I do? Several unusually young girls always talk about personal problems, which is a top priority for them.

Apart from personal problems, Gao Xiao is obsessed with his own work. I don't like the front desk job in my heart, because the front desk of other companies may also work part-time as an administrator and always learn something, and this company just needs her to sit there and answer the phone, nod her head and receive the express delivery. So I am also thinking that if I want to go back to my hometown in Hubei to find a stable job, my personal problems should be solved. After all, in Shenzhen, the city with the fastest working pace and the greatest pressure, even blind date will not be so simple. Every time after a blind date, she will have a feeling of lovelessness. When did men ask so much of women? Gao complained silently.

Finally, one day, a good-natured executive of the company stayed at the front desk and waited for someone. Gao Xiao summoned up his courage, blushed and timidly asked, "Hello, Mr. Liu, may I ask you a question?"

Liu paused and immediately said kindly, "well, what's your problem?" Tell me. "

Gao Xiao said, "Can you give me some advice? What can I do and learn besides being a receptionist? "

Mr. Liu didn't expect this small front desk to be quite self-motivated He thought for a moment and said, "in this way, you actually have plenty of time, and you spend most of your time at the computer every day." If it doesn't affect normal work, reading office books and practicing Excel and PPT are also skills. Maybe the company can give you more things and more opportunities. "

High nodded with a frown.

General manager Liu said, "Come on, there's still plenty of time. It is good to force yourself to study more. The front desk work is boring, but it is a good job to be willing to learn. "

After a month of this conversation, one day after work at noon, Mr. Liu passed by the front desk and seemed to remember his suggestion at that time. He also wanted to ask how the little girl was, so he asked, "Gao, have you studied office?" What skills does excel have? "

Gao Xiao stood up, blushing, and whispered, "Not yet."

Mr. Liu seemed a little disappointed and said, "Oh, hurry up." Went out.

Another month passed, and Liu Lu was out of date, so I remembered to ask. Seeing that Liu seemed to want to ask her, she dodged her eyes and buried her head, and there was no response at all. Liu secretly sighed, shook his head and walked away.

Since then, no one has asked Gao Xiao how he studied. Gao Xiao seems to be relieved of the pressure. He still chats happily with his colleagues at noon, complaining about the boring work at the front desk.

This is the story of Gao Meimei, and it may also be her career path forever.

Xiao Wang is also a post-90s boy from Henan. After graduating from technical secondary school, he came to Shenzhen to wander, worked as a telephone customer service and IT maintenance staff, and did all the work he could to make a living. He lives in a densely populated village in the city, but he never complains, because he knows that only by working hard can he live better.

After working in Shenzhen for two years, Xiao Wang took part in the senior high school entrance examination with all his savings and began to get in touch with the knowledge of human resource management. Because he is hard-working and willing to start from the bottom, he successfully obtained the position of Human Resources Commissioner, mainly responsible for the company's cultural activities, internal training assistants and so on. At the same time, he also served as the company's IT. Things are complicated, but he never complained, because this job opportunity gave him experience in human resources, and he can definitely become different from before.

By the time Lao Hu went to this company for training and got to know Xiao Wang, he had been promoted to be the head of human resources by his superiors. This is a good career leap, but he is also lost in confusion. A non-professional HR, who used to rely on practicality and diligence, now needs to communicate with higher levels, often coordinate the problems of various departments, and eliminate the doubts of various business departments about some systems. ...

The position has been promoted, but Xiao Wang feels a lot of pressure. It seems that no matter how hard he tries, he can't keep up with the requirements of his work, and he is tired of dealing with various problems every day.

But Xiao Wang's greatest advantage is his love of learning. After listening to Lao Hu's management class, we had a brief exchange. This is a studious and energetic young man, so people are willing to give him more advice. Khufu suggested that he learn consulting sales from the perspective of human resources, and he carefully wrote it down.

But khufu didn't care too much, a suggestion, maybe people don't have to do it.

A few months later, I received a thank-you letter from Xiao Wang, thanking Khufu for letting him learn consulting sales, which completely changed his thinking, greatly improved his work coordination, and promoted the progress of key work and the handling of contradictions.

I didn't expect him to remember what Khufu said at that time: "Why do you have to read only human resources books when learning human resources?" Everyone wants to do something, let the surrounding environment and people accept you better, learn some sales thinking and skills, and you will know what problems exist when you are doing manpower. "

Share some of his experiences with you:

1.？ Location problem?

Before doing human resources, the most uncomfortable thing was to work hard to formulate a new system according to the boss's instructions. When soliciting opinions from various departments, everyone is fine, but when implementing it, we always encounter challenges to the system. And everyone even said they didn't understand the system and even complained to the boss. The most irritating thing is that the boss did not defend the system, but let the human resources make adjustments! Xiao Wang's heart is always full of unspeakable grievances and even resentment.

After learning about Khufu's consulting sales, Xiao Wang realized that everyone wants others to accept their work, but their positions and methods are different and the effect is completely different.

"consultative selling" told him that he should regard the audience of his works as customers and treat himself with the spirit of customers. Before formulating the system, he should fully listen to and understand the needs and doubts of various departments and tell them what the red line of the company's posts is. Others should be adjusted according to actual conditions. Everyone knows the ins and outs of this system and what can and can't be done. The degree of natural cooperation is much better.

So many times, we should not only think about what we want to do, but also consider each other's positions and concerns.

2.？ Ask about your job when preparing for the sales call.

There was another pain before Xiao Wang, that is, recruitment. All departments are urging people to come as soon as possible, but every time candidates are finally invited for an interview, the person in charge of the employing department is always unable to interview for various reasons, leading to wrangling with each other. In the end, the board still falls on manpower. After all, the recruitment result is the core performance of manpower.

After learning the thinking of sales, Xiao Wang began to change.

Previous mode: I finished the work, and I can't help it if you don't cooperate. Finally, I couldn't help it!

Current mode: I want to do the work, I want to do it, I want to take the lead.

Lao Hu's consulting sales course focuses on the preparation of sales calls, including psychology, health and stocking. Similarly, when doing manpower, can we have a good "sales preparation"?

Xiao Wang changed his anxiety in the past, analyzed his own problems, and finally made an appointment with the interviewer, so he immediately went to the department head to make an appointment for an interview, but everyone had their own routine work, one today, one the day after tomorrow and one next week. The head of the department is not uncooperative, but unable to cope with this scattered arrangement. Wang found his own problem.

He concentrated on his work by using the customer reserve of sales and the probability transformation method, collected 50 qualified resumes in three days, and then called one by one to find out his intentions within one day. At the same time, he made a 200-word company introduction speech to attract candidates. When the candidate expressed his willingness to come for an interview, Xiao Wang promised to give him a clear interview notice the next day, thus giving himself a time buffer.

Finally, 12 agreed to come for an interview and the candidates were saved. Xiao Wang went to the person in charge of the employment department with a thick resume. Seeing so many candidates, the other party began to pay attention, because it not only wastes time, but also has a low probability of success. The person in charge readily gave a clear interview time. Xiao Wang arranged a professional and humanized interview notice that night and sent it to the candidates by email or SMS.

Facts have proved that the efficiency has improved a lot, and the problem of non-cooperation that I thought before has been solved. Xiao Wang also knows the importance of being prepared.

3.？ Introduce the company with FAB

There is a classic saying in Huawei's marketing department: "Do not sell, do the market". What does this mean? We go into sales business. If we can't get orders from customers, we will gain something, that is, take this opportunity to let customers know more about our company and business. This is marketing.

Traditional HR does not think so.

Xiao Wang once complained that it was not easy to recruit people. Obviously, his company is good. No matter the working atmosphere or salary and benefits, he can read the company introduction to the other party when communicating with candidates in key positions. The other party always seems uninterested and even finds the company unattractive.

After learning consulting sales, Xiao Wang applied FAB, a business introduction skill, to recruitment. According to the company's information, he compiled several one-minute FAB speeches for himself.

What is FAB?

When introducing a company, we are used to describing it from beginning to end, from the establishment of the company, the development of the industry to the business of the company and so on. Very detailed, but what do candidates want to hear? Only one thing, that is, what are the advantages of working in this company?

FAB is an introduction method, which tells you that it can be combined from three dimensions, namely:

Features, attributes, what do we do, what industry?

Advantages, advantages, what advantages do we have compared with enterprises in the same industry? Brand?

Benefits, benefits, what benefits can we bring you? Career development? Salary plan?

"Consultant Marketing" tells Xiao Wang that if the applicant is regarded as a recruitment customer and only focuses on characteristics, he will have no feeling, and it will be useful to talk about advantages, and opening his mouth is the interest that the applicant cares most about and can impress him the most.

Recruitment and sales are the same. Only when people are willing to come can they have a choice!

So, Xiao Wang gave several fabs he had made to Khufu. He chooses what kind of benefits to use according to the characteristics of candidates. For example, people who have changed jobs for about three years often lack opportunities to get in touch with new environments and are eager to develop. Therefore, he will take the initiative to introduce targeted benefits: our company pays attention to the growth of every employee, whether administrative, technical or marketing personnel, who have been employed for half a year can get a career path and match the corresponding training plan and salary.

A human resources person attended a sales course to improve work efficiency.

4.？ Pay more attention to each other's needs when communicating across departments.

The most important thing of consulting sales is to meet the needs of customers.

Don't we need to focus on other jobs? The answer is yes.

After mastering the concept of demand, Xiao Wang understands that demand is essentially a problem that the other party wants to solve but has not solved. A lot of our daily work seems to meet the demand, but the demand is not clear.

For example, the business department complains that the salary is not attractive, and the demand behind it may not be the optimization of the salary system, but how to stabilize the core employees;

For example, human resources often collects the needs of various departments to make training plans, but it takes a lot of people, money and materials, and no department says hello. Everyone is still complaining about poor ability improvement and slow employee growth. At this time, Xiao Wang will calm down and analyze what is behind this superficial demand. If it reflects that employees' execution is not good, they will blindly set up execution courses, and the problem of ending training may still exist. It is better to dig deep into the demand and the execution is not good. Where is it reflected? What phenomenon makes department managers feel that their execution is not good? The answer is that the project plan can never be submitted on time, 40% of the project results can not be achieved on time, and so on.

At this time, the king did two things:

1. From the perspective of manpower, can the submission time limit be required in the performance appraisal?

2. Through interviews, it is found that most employees lack the awareness and ability of project management, and the promotion methods and processes of the work plan cannot be effectively handled, which leads to the failure to complete the project on time. Therefore, Xiao Wang set up two courses, project management and problem analysis and solution, and handed over the problems and current situation of the investigation to the training teacher.

After this training, everyone felt that it was very targeted and useful, and everyone commented that the training was particularly good. Xiao Wang finally relaxed and smiled. The company met several business department heads who were always unhappy and greeted Xiao Wang with a smile.

This is change, change yourself.

Xiao Wang's career path must be very different from Gao Meimei's.

Because he began to understand, he also broke through the limitations of his HR work. Think about how powerful it is for a person to learn sales skills and apply them to HR work.

I hope that friends who talk nonsense can have a good career path.