Evolution Theory of Sales Director (30)-The person who draws cakes for the boss

30. The person who draws cakes for the boss.

Tang Fengmo's circle friend, Niu Boss of Hangzhou, founded a "Binjiang Sales Elite Research Center" on the Qiantang River on a whim. Tang Fengmo was invited to give a lecture on sales practice. He hoped that Tang, as a firm practitioner in the sales field of Imperial Capital, could give some inspiration to the students.

This class is full of talents from 27 provinces, municipalities and autonomous regions. Most of them are sales directors of large enterprises and above, and very few are CEOs of Internet startups. IT covers banking, insurance, trust, securities, IT, big data, manufacturing, Internet, new materials, new agriculture, intelligent robots, medical care and many other industries.

Tang Fengmo likes Hangzhou very much. If it weren't for Hangzhou, he would have declined.

From Beijing to Hangzhou, it's only about four hours' high-speed train journey, but it seems to be from one country to another.

North Shuo south Jiangnan.

Snow country and rainy season.

On a sunny day in tea time, Tang Fengmo drove alone to a cafe named Jing Qing in Xiximan Coffee Street. Every time he comes to Hangzhou, he likes to swing on the swing in their backyard, and this time is no exception. He took a few deep breaths of fresh oxygen, immersed in the joy of spring and the fragrance of Longjing before Ming Dynasty. Suddenly, it rained in Mao Mao for a moment in the sky outside the backyard shed. The greenery outside is getting stronger and stronger. The breeze in the south of the Yangtze River is blowing slowly, and Tang Fengmo feels that every pore has been melted away, which is very comfortable.

Born in Aquarius, the young men of northern literature and art can't resist the crisp beauty of the south of the Yangtze River. Naturally, they have to create something to soothe the bound arty soul and declare to the world how different they are. Tang Fengmo shook a paper fan, imagining and unconsciously comparing Beijing and Hangzhou, two typical cities representing the north and south.

No matter which city it is, he will be reluctant to leave.

Every time I leave, it's like being lovelorn.

Every time I come back, it's like getting back together.

"

Beijing and Hangzhou

I stayed in Beijing for a long time.

You will want to go to Hangzhou.

I have been in Hangzhou for a long time.

You will want to go back to Beijing.

one day

I can't help but sit tight and ask myself.

Do you like Beijing better?

Or do you prefer Hangzhou?

for this reason

I just watched all afternoon.

Hazelnut latte and Qian Ming Longjing

Finally figured it out

When I was in Beijing

I prefer Hangzhou.

When I was in Hangzhou

Will like Beijing better.

only

Once it snows in Beijing,

or

Once it rains in Hangzhou,

my heart

You will lose your way in an instant.

Suddenly become

hesitate

And confused.

"

The joy of acquiring new words is hard to describe in words. Tang Fengmo happily read and danced, but his heart could not be calm for a long time, and his mood became extremely beautiful that day.

He doesn't feel how well he wrote, but he feels that his current mood can be truly recorded through poetry creation, and he can regain his touch at that time when he recalls it occasionally. This feeling is unparalleled.

The teaching place is on the edge of Qiantang River. The next day, Tang Fengmo had to get up early, from the westernmost end to the easternmost end. He likes to live in Xixi wetland just because of the phrase "Xixi stays." Older literary young men have their fatal weakness, that is, they can't resist anything with cultural connotation, even if they pay some price.

The teaching time is 3 hours in the morning and two class hours.

Tang Fengmo decided to talk about the promotion skills of the sales director. He thinks it is not enough to be an excellent sales director and only know the basic skills. Improving skills, he once summed it up as ten items. In this lecture, he will only talk about the first two: the ability to manage the boss and the ability to lead across departments. The purpose is to attract jade, and perhaps more insightful sales experts.

"Let's look at the first one, the person who draws cakes for the boss." Tang Fengmo cleared his throat. The weather in the north was so dry that he wanted to defect to the south countless times. All eyes of the audience are staring at the ppt carefully prepared by Tang Fengmo. His rich and magnetic voice is good at grasping the hearts of the audience at the beginning of the speech. There was a moment of silence in the classroom, and even the sound of a needle falling could be heard.

"The boss is good at drawing cakes for employees, especially sales employees." Tang Fengmo's mind flashed a familiar and cunning face of the past workplace bosses.

"Many new sales directors have found that many places are quite different from what the boss described in the interview. For example, describing how big the sales scale is, I found that there is a big gap between the data and what he said after I joined the company. For example, the irresponsible part of the salary promised during the interview, suddenly notified to assess half of your performance after a period of employment. There is also a bright future depicted by year-end awards, stock rights and options, which will make your blood boil and swear allegiance to the death. When I left, I found that I woke up with nothing, just like daydreaming. "

The audience burst into laughter, and many sales directors had similar experiences. Most of their fooling lives began with being fooled by their first boss.

"Drawing cakes for the sales director is the boss's basic skill, but the boss who can make the sales director really eat cakes through hard work is actually a good boss. Instead, the boss is playing hooligans. The only person in the enterprise who can draw cakes for the boss is the sales director. In fact, the sales director unconsciously draws cakes for different people almost every day. However, the sales director is a two-headed "painting cake", one is the team and customers, and the other is the boss. Most sales directors are good at the former and lack the latter. "

"So, the sales director who is led by the boss's pie is a disgrace to our entire sales community. Bosses are stealing our lines, and' painting pie' is our sales director's specialty ... "

The audience burst into laughter again. In fact, everyone knows the tricks of the bosses, but sometimes they have to play the fool and be fully distracted.

"Drawing cakes for the boss is mainly reflected in the planning of target systems such as sales scale, market share and industry status. Painting cakes is to strive for resources and the right to speak to the maximum extent. Many sales directors don't know how to ask the boss for expenses and resources, which stems from their lack of confidence in sales targets; The lack of confidence in the sales target comes from the lack of insight into the whole ecological information. Drawing cakes means high goals and high challenges, and it is difficult to win resources if you dare not draw cakes. Not good at drawing cakes, it is difficult to maximize resources. Bosses are often' watching people cook', and the amount of resources invested depends largely on the confidence of the sales director. "

"So, we often see this scene in the workplace. Different people put forward the same optimization suggestions, but the boss's adoption attitude is quite different, which will make the rejected people extremely unhappy. But the essential reason is that the boss didn't consider the starting point of feasibility and whether there is really a suitable person to do it. So we say that people and things never exist in isolation, but an inseparable whole. "

"It is difficult to draw cakes for the boss, and it is also very skillful. The boss has psychological advantages and thinking inertia. After all,' air-to-air' can easily become' nothing' in the end. Everyone may have had this experience, and it is not too difficult to negotiate with the most difficult customers outside. When I returned to the company, I found it particularly difficult to report and communicate with my boss. There are some things that are obviously beneficial to the development of the enterprise. After you work hard, you find that the boss is the most difficult to convince. Sometimes the boss doesn't buy it at all, or even suppresses you, making you feel like Yue Fei, Yuan Chonghuan and Sun Chuanting. "

Everyone agrees.

The same thing, telling the boss "OK" and "No problem" categorically is not the same as saying "try your best" and "strive for it" weakly, giving the boss different confidence. The boss is also an ordinary person, and the confidence of the sales director directly affects his determination. "

"Naturally, you are given different resources and workplace permissions."

"The sales director draws cakes for the boss, just like the boss draws cakes for employees. Persuading the boss firmly at first is not the hardest thing. The hardest thing is that you can make the boss eat the cake you drew. As long as the difference is not too big, bosses can accept it. If the difference is too big, you will find a way to end it, and the probability is not far from death. So ... "

"'painting cakes' is risky, so be careful when you open your mouth."

"'painting cakes' is the beginning of the sales director's rhythm. Start' managing' the boss from the boss's approval, instead of being' managed' by the boss. "

"The concept of' managing' the boss was put forward a long time ago. Managing the boss means managing the boss's time, energy and resources. If you are good at managing your boss, you will take the lead; If you are used to being in charge of the boss, you are passive everywhere. The person the boss likes must be a self-motivated person-that is, a self-motivated person. Not someone who is always whipped in the back. "

In fact, it is annoying, tired and angry for managers to whip others.

"To manage the boss well, we should mainly pay attention to the following points: 1. Establish an honest and reliable trust relationship between the two parties; 2. Ensure smooth information communication; 3. Manage the expectations of the boss; 4. Make rational use of the boss's time and resources. 5. Dredge the boss's mood. "

"In the units within the previous system, when a cadre was highly praised, he often said that this person was' successful and reliable'. The boss and the sales director should establish an honest and reliable relationship at work and support each other back to back. This is the premise that you can' manage' your boss. Without a strong trust relationship, there is no future. "

"To establish a fixed communication frequency with the boss, keep the information flowing, and avoid misunderstanding and suspicion. If your communication frequency is too low, you will be subject to people who often communicate with your boss. "

"Everyone is an expert in' managing' the expectations of a good boss, otherwise it won't last so long in the enterprise. I won't say any more. Sometimes the boss's expectations are too high, which will disrupt the whole business rhythm. It is necessary to report the difficulty of business promotion to the boss in time. "

"The boss's time and energy are limited. If you make good use of his time and energy, you can ensure that he has enough time to concentrate on your career. And the boss's resources will not be tilted to your business sector for free. "

"There will be good at grooming the boss's mood. Drucker said that an effective manager should understand that your boss is just an ordinary person, and he must have his strengths and weaknesses. Everyone is mortal, and there are many troubles, and the boss has many troubles. Helping the boss to relieve his mood is also a core ability. You see, when an experienced person reports his work, he will first ask the people around the boss,' How does the boss feel today?' Then decide when and how to report. When the boss is in a bad mood, what he could have promised may not pass. Don't talk about serious things for a long time at this time. It's safer to help the boss talk about it another time. "

It has always been like this.

"The sales director at a lower level only knows how to work hard and is afraid to deal with the boss. This ability needs to be improved. To break through the psychological barriers that dare not take the initiative to manage upwards, the boss is actually far easier to communicate than you think, and is also eager to communicate. "

"The boss will be disgusted and be' managed' by subordinates? Will you feel that you have touched his supreme authority' lamella'? " Someone raised their hands to ask questions.

"divide people."

Tang Fengmo took a sip of tea and moistened his throat.

"Smart bosses are actually happy to be managed. Think about it. If you are the boss, you will be happy or unhappy if you see that the seller's recent work plan has been arranged in full and in good order ... when to do things, who to see and what issues to participate in ... very detailed, specific and organized? Simply put, it actually saves you a lot of time for thinking, planning and arranging. Just stick to the established plan. What you think, what you don't think, is what the sales director thinks. You must also be happy to be' managed'. "

A good sales director is good at being a leader rather than a runner.

In fact, leaders are not tired, but tired after running.