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Reprinted from 41042668 at 16:22 on October 25, 2010 Reading (loading. ..) Comments (1) Category: Management
1. small companies how to retain key:
years, rising prices, rising costs, corporate profits have not been up much. Want to pay each employee a substantial increase, it is estimated that more than 90% of small companies can not do that. Sometimes my boss can not wait the door was shut the company, their stocks or real estate holding funds, plan a clean. Although in recent years due to insurance to each employee on the 5 1 gold, increasing per capita cost several hundred dollars per month, but the employees do not appreciate, the staff only hand counted how much money each month, as the company's expenses had nothing to do.
Since we can not make everyone happy, I'll only meet 20% of the company's backbone. First, the development of key employees
shares: shares I will buy one get one, half-price sale to key employees, within five years Divestment refund only principal, I am three times more than five years Divestment redemption. 60% of annual dividends out of profits. Anyway, the money we earn, but the shareholders of the company once made a sorry thing, double penalty, deducted from the money paid for shares. This move really so that, in the last 5 years without a shareholder left the key positions and the company has shareholders, saved me a lot of energy. Why not give away key employees
shares? In fact, I do not care about money, mainly white people do not value a thing, and the shares of the money but also as a deposit, make grid in case the shareholders do, say no money employee stock ownership through dividends back to 5 years, not where's the output into ah
2. on the company authorized
remember when just a dozen people, all the company I am most busy, often take two or three sales calls at the same time, had to arrange for delivery, billing, purchasing, came a day early, go at the latest. Once my brother to the company, saw a long time, made with emotion, said: \The results of the development of the company in 2045 has not been a dozen people, and employees feel highly depressed, no development. Later, the delegation of authority must finally understand that decentralization, even if employees can do your 70%. Sometimes really anxious ah, it's clear to the customer on to the next is the difference between sales staff do not talk about it a little down, wait for them to immediately rush to their own, the bear had to endure, or his employee to progress.
small companies in the development process is a ridge 15, 50 is a threshold, 200 is a threshold, management does not improve, generally can not be further developed. Everything hands-on boss, company, sorry 15. Ability of a person, and can be directly managed seven or eight persons, abilities, only the direct leadership of the four or five individuals. The most efficient sector of each country is the military, take a look at the organizational structure of the armed forces: a squad of eleven or twelve individuals, in addition to monitor but also have a vice squad, a platoon of three classes, one with three rows, and so on. Head of the tube more than a thousand, hundred of which may only come to know. Head of a soldier saw a problem, would not criticize the soldiers, he would only curse the soldiers where the camps battalion commander, battalion commander is Zaima, a management level, the final squad leader to the soldier peeling trouble. Therefore, despite the millions of soldiers and armed forces, can still be curried.
Now customers can find what I buy, I always say: \when the province will start
just one or two people, their sale, purchase, maintenance, go to the bank. There was no registered capital, business license by a friend. Studying outside their own for a few months to do the accounting to start a blind statements. At the end of the Inland Revenue tax return, report a delivery, specifically to deal with staff looked at his eyes and started asking questions. Asked questions I do not understand, let alone answered. Specifically to deal with staff look unhappy, and asked: \I Peizhexiaolian: \report to the Inland Revenue tax return. Obviously, I was responsible for managing members of the impression: \\The next day I was looking for a accounting firm, 300 yuan in January, after the Inland Revenue do not own to run the. The company has a dozen people, I still do account for accounting firms, the company has only one cashier and no full-time accounting and Kuguan. The good business development in subsequent years, not less money, funds may be no one on the end of the year the company increased the number of accounts. Later, I found the company as long as a dozen people, the boss could not see, but to one person, the whole company is like a sieve, as are holes everywhere, to the rest of the money will be strange. Jiao and employees are expected to Lei Feng, the doors are not even 70% commission to employees, he also misses the remaining 30% did not corrupt fool. Only sound system, so that perfect heart in the right of people to manage the company. I am grateful to the accounting work is very responsible. Then do the next life company, as long as four individuals, must be a boss, an accountant, a cashier, a Kuguan, killing no longer the province of that money.
this sentence on 90% of the company who is, of course, if you feel that the remaining 10% is also worth a try.
can persist as long as the general company for three or five years, earn some money, the boss began to wonder again what to do with. Most people find their own industry as well as others in the industry to make money, unfortunately, I was one (I feel the experience of small businesses throughout the programmable error Daquan). The end of the century, a hot head, opened a restaurant, from bad luck began. I think their sales had quite a talent, Kai Fanguan be no problem. Surprisingly, there is light this damn restaurant sales do not, do not eat at most to one another. I would not eat or drink, there is no patience and pondering new dishes chef. And not just purchase checkout Kaifan Guan, health and epidemic prevention, industrial and commercial public safety experts to keep up with everything, from dawn to dusk tired to death, do not start a company with a large ones, I really had no patience, looking for a manager to take charge of the company, management was a mess , half pay hundreds of thousands, simply close. Now who I talk to whom I mentioned Kai Fanguan anxious, to a restaurant row, other Yigai of discussion.
If you are interested to Kaifan Guan, must first want to understand the following points:
A: Can you eat the bitter dusk
B: the case of the restaurant then transfer out to others to understand why the sale on the house (not listen to one side of the speech, some squatting in the restaurant two days)
C: restaurants, rent, staff costs and other expenses is core to how much each table every day, the restaurant location, what levels of customer-oriented, one day turning a few time units, the average number of each table consumption, gross margin number, if earn back (breaking a finger count must be good, not even a piece of the toes, or die you lose.)
D: near the industrial, commercial, health, public safety experts, local hooligans you of doing so.
E: parking problems.
F: looking for chef. After he found how to manage, is the contracting Houchu or water commission?
G: your wife is willing to do to you purchase or find a faithful wife who, like you do procurement.
H: restaurant waiter available Guanchiguanzhu, and wages are growing rapidly recently, leaving a rich budget. Well you can calculate your own external exploitation of your mother your father your wife.
I: ... ... there are many problems in N they want it.
According to my experience, good restaurants and beauty salons are not dry, just check the newspaper to know that the transfer of information, basic to these two sectors.
another: I had also had a sideline apparel, energy-saving equipment, etc., did not make money.
I am more ashamed, never stayed in a large company and has not received systematic management training. After graduation to enter the big ministries for two years, although, unfortunately position is too low, did not learn the true meaning. A talk about management, general feeling of people was very convincing, just like martial arts in the door of the upright, while he is a born street gang war in the small fry, there is no theory, only lessons. Sometimes feel success is not copying the error is repeatable. For example we know that Microsoft is running even if every step and can not be another Bill Gates, but if people like me do not like the original emphasis on financial management in all likelihood there will be loss of money.
in the next period of time, I gradually learned to make their lists, which it thought what to write. But to the new venture's friends estimated that after reading my article will make the same mistakes, just hope that everyone mistakes small point, the process of short points, after all, seen a hundred times on the shore into the water after swimming teaching pieces have to drink water.
4. interlaced
this sentence does not make money on the 90% of the company who is, of course, if you feel that the remaining 10% is also worth a try.
can persist as long as the general company for three or five years, earn some money, the boss began to wonder again what to do with. Most people find their own industry as well as others in the industry to make money, unfortunately, I was one (I feel the experience of small businesses throughout the programmable error Daquan). The end of the century, a hot head, opened a restaurant, from bad luck began. I think their sales had quite a talent, Kai Fanguan be no problem. Surprisingly, there is light this damn restaurant sales do not, do not eat at most to one another. I would not eat or drink, there is no patience and pondering new dishes chef. And not just purchase checkout Kaifan Guan, health and epidemic prevention, industrial and commercial public safety experts to keep up with everything, from dawn to dusk tired to death, do not start a company with a large ones, I really had no patience, looking for a manager to take charge of the company, management was a mess , half pay hundreds of thousands, simply close. Now who I talk to whom I mentioned Kai Fanguan anxious, to a restaurant row, other Yigai of discussion.
If you are interested to Kaifan Guan, must first want to understand the following points:
A: Can you eat the bitter dusk
B: the case of the restaurant then transfer out to others to understand why the sale on the house (not listen to one side of the speech, some squatting in the restaurant two days)
C: restaurants, rent, staff costs and other expenses is core to how much each table every day, the restaurant location, what levels of customer-oriented, one day turning a few time units, the average number of each table consumption, gross margin number, if earn back (breaking a finger count must be good, not even a piece of the toes, or die you lose.)
D: near the industrial, commercial, health, public safety experts, local hooligans you of doing so.
E: parking problems.
F: looking for chef. After he found how to manage, is the contracting Houchu or water commission?
G: your wife is willing to do to you purchase or find a faithful wife who, like you do procurement.
H: restaurant waiter available Guanchiguanzhu, and wages are growing rapidly recently, leaving a rich budget. Well you can calculate your own external exploitation of your mother your father your wife.
I: ... ... there are many problems in N they want it.
According to my experience, good restaurants and beauty salons are not dry, just check the newspaper to know that the transfer of information, basic to these two sectors.
another: I had also had a sideline apparel, energy-saving equipment, etc., did not make money.
5.
on recruitment recruitment years no less, a few years ago up to one afternoon when I interviewed fifty or sixty people. At first no experience, every time people are looking for the best move, the wage service jobs are often more than a thousand strokes of Famous Universities, English Guo Siji. It was discovered that attracted people simply unable to retain. Simple work posts have been fully qualified for secondary school students, both undergraduates find inappropriate, just write us bragging when convenient. Another interview candidates say is not the whole letter, and sometimes the other just lost my job loss comparison for a new job, what they dare to promise. Business recruitment of a particular company, post salary as a thousand or so, a girl resumes through the interview, degree, 3 years work experience, the salary of two thousand five job, I asked her on the job than the wages of low wages, can accept. She said no problem without hesitation. Because of her position more suitable for business, I hired her. Two weeks later, her former business and complete the transfer of the next day she left after leaving the ground is actually the low wages, and made the company very passive. Again I called the recruitment of one thousand five hundred yuan a former wage girl, is still the position, not only do good, but also very satisfied with the wage. Most people deal with new jobs and benefits are not only on, the promoted or demoted, too few people, Dengxp should count as one.
recruiting experience is: would rather lose a thousand, not a wrong move (from a prominent figure in the history of quotations.) According to my experience, the company recruited as low a profile employing high a profile of wages results were better (that is, recruit third-rate talent, dry second-rate work, issued first-class wages. Of course, these first three flows are relative.) Recruitment should be too much trouble, carefully check the identity of candidates. Last year, my company for two new employees occurred absconded with money event, call to find the other person without fear: Anyway, I'm interested in education when the ID card are false home address, regardless of thousands of dollars pol.ice all. Not to mention pol.ice really matter. Now recruitment, local companies are all verified, all foreigners have local security, and fraud are Yigai not. Since no similar incidents. I
for laid-off workers have a certain bias. Most laid-off workers, especially the larger state-owned unit of age is basically laid-off workers grumble, I feel the community of his injustice, and the discontent and the original units have all the bad habits into the new company, that company gave him what benefits are should be, others are due to him, and difficult to integrate into the new company, a small part of the total of practical work hard. Not suitable for private sector workers laid off about it. In addition to relatives and friends to use less less it, I will also address this topic later.
6.
cop boss as a day of total company a lot of things happen, and some should be commended, and some should be criticized. The criticism and praise in the end who will enforce it?
just dry the company, could not find the owners of feeling, usually they Zuifan, people, so I rarely have any problems staff said. Results slack employees, who also refused to accept who work can not be carried out. But then I go on like this it is not, they begin to Ban Qilian, people, under the new problems that came out, the company has focused almost all of the contradictions to me and between staff, employees often face to face with the merits of my theory It's really depressing when the boss, but I really do not want increased aid as a manager. Later, more contacts with Japanese companies and found a lot of mystery. Japanese companies rarely criticize the company, general manager of the general staff, staff of the company's bottom can be nice, but he often scolded in front of company employees face mid-level cadres, and ordinary people make mistakes by the staff responsible for the direct leadership, of course, made the end of wages, general manager of mind can be unambiguous, so the company is not only well managed and staff are also more balanced mind.
he can work jade stone mountain, went ahead, we a small company, whatever the outcome, there are several competent. So clear responsibilities to meet, who's men who deal with their own problems, do anything to push me. Anyway, I generally praise good deeds, to encourage the main charge of their own mistakes but I rarely publicly criticized, usually in private exchanges. Not long, the company managed smoothly, and I in the company's image has been greatly improved, the staff even more respect for me.
sometimes feel a bit like the boss of ancient emperors to the company for the country. If the emperor was wise and minister is stupid, people often feel that country there is still hope, at worst side of the Qing-jun, another minister of the matter. And if the emperor is stupid, people often think that this country is hopeless, began to wonder rebel regime change. When the boss we can not let employees leave for it to rise up or stand with their feet, as executives and managers enjoy the company post allowance should certainly share those concerns for the boss, the evil person singing cop should be doing my part, and employers should generally be to maintain a detached attitude, exposure to the event, the observer do. However, managers need support, if not in principle wrong, I usually clear stand to support it.
7. the company's relatives
this problem, I just learned, no experience. Fortunately, my wife has been good work units, 500, of little interest to my small company, the company first established, in accordance with usual types of cases seen and heard enough to decide as far as possible without relatives and friends. Then the company to a certain size, the field one elder called and said her son (my cousin) graduation year, a local industry, our small company as sales, income is not very high, hoping to Beijing Development . My relatives and family difficult because of special circumstances in which a child can not go to work, and to come to Beijing, I had seen this cousin, now eighteen-year-old, very smart, was like the company is lack of people, with who is not used, So I readily agreed.
cousin just arrived in Beijing, room and board are in my parents house, young and old habits of life, and made my mother always find me complaining. After some time, I will arrange to their company quarters, be considered to solve the problem. Cousin who is very clever, would come to something, a few months to fully adapt to a corporate environment, but also in sectors where the business done quite well and the total commission the first of several. Later I discovered that his cousin often in the company declare its own special identity, Yaowuheliu to colleagues, other employees a great response. I asked him about this a few back, he said that some reform, but with little success. A year in the past, his cousin has been in the industry themselves, and aplomb. At this time, his cousin told me that several students in his hometown, smart and reliable, and hope to bring back together in the company. I think this is a good thing ah, come on, accept all. Trouble began.
cousin and several of his friends together for food and shelter, said only the mother tongue among themselves, in addition to the company who I can not understand. And though they have different departments, but the director was aware of the collusion between them to earn dirty money. Cousin is very smart, he had spread that there are contradictions between the shareholders of the Company, he is my this school, so his immediate supervisor not the wrong side, or end of trouble. Many employees the company was really scare him, and after a period of time, the problem was reflected come to me. Companies deal with such problems is the first time a fine has been warning, the second dismissal. My cousin talked about a return, he said each of the offerings will not repeat similar mistakes. Not a month, another department head told me that the small groups in the dry cousin? Live, and not only do not care about the other employees, and even encourage others to do it together. I was really embarrassed, then regardless of the Yanghuweihuan, and I also expect the company stronger and bigger, so start with the shareholders of old age na. As short-term pain long pain, a bite, I will cousin and his little gang out of the company after another, please. Business this shock six months.
cousin away from the company's customers rely on, is still the industry to do a lot of paying the money earned each year to buy a car.
relatives and friends can not or do not have it, or did not have relatives and friends finally done.
have heard about his other company executives after the company stronger and how to deal with relatives. Five or six of his relatives in his business gain or loss does not help him dry and make the development of the company after the relatives and can not keep pace, and take the high hard to manage. At this time, he was taken to preserve the family wealth at the expense of the method: the age big addition to the sum of money to help their business, companies pay to the young for study abroad and shall bear all costs, after reading into the MBA to find work to help the smooth to solve this thorny problem, high!
8.
boss and drove back home last year, a relative into a car seat. Not long just to get the relatives, are training drivers. A broad and straight on the road, the driver's hand is in constant earth, left click the right look, the car is also painted dragon, I sat in the seat of vice, was very nervous, wearing a seat belt, his mouth would have less , the foot of the straight hard, keep the car on the driveway next to the horn, better, and finally arrived safely. Looking back ten years ago he had just to get this when the driver's brother is sitting in my old car also mentioned the same problem, when your confident enough, people do not understand how the car will have this feeling, and now had just understand.
summarize your own company, and often made a similar mistake. Policy flip-flop to see what other companies are often new charter forehead brought on by a film, found ineffective over time and reinvent the wheel, which makes the employees know what to do. Some of the original commission incentives has been well proven more reasonable and staff are recognized experts in what happens after listening to lectures or reading a book of this administration is not well thought out and combined with the company to transform the copy the actual situation, immediately re-enact the policy, complaining about the bad results of accounting operations, employees complained about the policy is reasonable, then toss a pass back to the same.
now often wonder, do the company and driving a lot like the boss is like the driver, the car on the road, as long as two white lines of the lane within OK, do not have time to adjust the steering wheel, otherwise tired drivers, passengers tired, Long car also painted risk-prone, thankless. As long as companies do the same operations in a controlled company within do not make a big mistake, policy implementation should be stable and maintain consistency, the staff heart bottom. Small business owners the power rolled into one, the lack of oversight, policy should be careful, or the company's total in the adjustment, workers lack a sense of stability, do not run strange light. Think about why the promise had Dengxp system 50 years after the handover.
9.
wages on time and in fact, this one is the most basic quality of the boss. Estimated that each owner will not object to this (at least in words, would not object), but the reality is that many companies can not do this.
in daily operations, it will often encounter the case of fund shortage, such as pressing the end or the end of shipment from the factory to get a huge discount, do not work party escorted the timely payment of project funds, bank loans to be immediately returned, and so on,
belstaff leather, all of which are for the owner failed to pay wages for the full reason. Boss usually think: are not without wages, but a little a few days later, the company funding constraints, staff should understand. The truth is: for any reason, for no wages in full and on time, employees can not understand. Wages are not the boss reward, but his hard-earned, perhaps he was waiting to take the pay day to pay the rent, but also for the month or pay children's school fees. Failure to get paid employees may soon face the question of survival. Under normal circumstances, owners pocket the money more than people living points, so the boss often assume that the wages of employees a few days later to get right.
tight money so if you encounter how to do? Under normal circumstances, do what it do business, how much how much the interest earned, not to look for bank loans. If the banks get loans, but also between relatives and friends within the company or fund-raising, where money made it clear that, on a good period of the borrowing and interest, most of the staff are confident the company's business is still willing to participate. Is unable to pay wages to the end, if the company wants to continue to do so, the boss or their own money to start with ourselves to come out, the car is not enough to house the first pawn, and cash flow to come over and redemption.
wage arrears this a bit like drugs, once there will be the second time, as long as the funds will be used for a nervous boss overdue wages to ease, the employees and the trust of the company and the boss disappeared. Surveys show that most people can not tolerate the company is owed wages, some enterprises that are often the most important factor mobility.
10. learn to say \
have provided our company, the company loaned money to all individuals, of course, special circumstances employees can advance part of their wages. Two years ago, the backbone of the company employees to find me a chat, he asked: \, like a long time, I said: \I said: \by three hundred thousand. I am very surprised to find bank loans to buy a house can be ah, the employee said, looking for bank loans to pay interest and fees, can not think of looking for companies to borrow money to pay interest on the. Later I learned that he had thought to buy a set of housing and housing appreciation to make money yet. A year later, the employee left the other reasons. Think Had a loan, this time really hard to come back. Had turned down a return, like later handled a similar situation. Over the years, the company, including me, have enough money to buy all the shareholders are looking for bank loans, no one to borrow the company liquidity. Think about the money, how can the company then replaced the function of banks. Many of the provisions of the company
sometimes have special circumstances, but in principle must take a firm stand on the owner to provide equality before the amount of patients not suffering from the so-called unfair, there are no walls to take the air, as long as a precedent after the other the bad management of the staff. In recent years the media has been shouting to the legal system do not rule of man, must have his reasons. When the boss to say \Finally, the results of his company who went out of business. When the owner does not own the company is not responsible for someone else for your sake.
11. Do not expect to make friends within the company when the boss
just not used to managing people, feel that the company should be equal, we are all friends, there is nothing easy to talk. Done for some time, feeling the company is chaotic, the system exists in name only, and mistakes cost is very low, we basically want to Gansha day just do it at the end of yet no one can pay less hair.
day, a friend working in a large company to me to be a long time, take the time said to me with deep feeling: You manage to strengthen the, ah, can not see half a day in the company who is the boss, employees are not afraid of you both Yeah do not listen to you. I heard that makes sense, but also specifically how to do not understand. Problem was the outbreak was concentrated, the company is serious corruption, inefficiency, employees feel that there is no unexpected development, a total of several main singled own a pool, a dozen companies that run seven or eight and a half away customers.
Fortunately this time I have another smaller branch offices, new tactics a few sales. After all, I am starting from scratch, mental capacity is strong enough, a bite to start. The lessons, developed strict rules and seriously implemented, the business quickly with improvement, one year after the person has returned to a dozen and profits than before.
think about the mentality or your own, or did not, that their company should be the same as the state-owned enterprises, everyone is the company's ownership, all are equal, we do a good conscious to do things, is purely nonsense. The interests of different people within the company, different jobs, but where no absolute equality. Although we are equal in personality, but the terms of salaries and bonuses on the job how can equality? Why in addition to monopoly industries, most state-owned enterprises have closed down? Because the concept of state-owned enterprises management operation does not meet the current market economic and social environment, I think we grew an education fundamentally incompatible with human nature. Hatoyama said in the original Red Lantern, \Hee hee are all benefits to the world, people are all benefits to Rangrang, a monk of the monks even understand this truth. When the boss when the boss now, not two sweet sugar cane, I do not expect to make friends with the employees, all according to rules and regulations, so long as manage the company, so we try to get more salary bonus, everyone on the insurance, key employees to share the company shares the fruits of development, my conscience would be finished. The boss has always been a lonely job, make friends outside the bar in the company.
say that rules and regulations, each company has a bit of the size of Big Ben, but different levels of the company's management can be a big difference to go, the key lies in whether the rules and regulations to be implemented in earnest, the boss can not be recognized by their own rules and regulations in person or arrange for someone to monitor implementation. The implementation of good rules and regulations, personnel management is a matter of course, all play by, the employers are useless reprimanded employees all day long. In fact, from the Office of the company until now, I do not have abusive terms against any employee, has come back after leaving several employees, the reasons are unable to tolerate even a new boss angry name-calling, Oh, but I feel now I'm kinda in the company prestigious, at least the company would not say friends to see who is the boss.
12. to avoid the spot decision
film and television works, newspapers and radio often have this scenario: Under the leadership of the grassroots cadres and on-site office or visit, with people young and old to reflect local officials torrential tears protracted some of the issues, leading comrades of the big hand wave, very excited to rebuke those who do not, as the corrupt officials, the removal of the removal of the justice of justice, a few years can not solve the problem within five minutes of the scene to solve the great satisfaction, cool !
when the boss did not take long, company personnel gradually increased, and my desire to gradually expand the leadership, often a hot head and waved his hand to solve the problem. Once, I complained to a clerk,
belstaff sale, another clerk B robbed his clients of vicious competition, the same low price resulted in a single business user does not intentionally report a salesman from the purchase, the company also suffered losses on profits. I am a very angry, this extreme act of selfishness How can tolerate, then put up a notice: This bear business, not only did not commission salesman B,
belstaff uk, and informed criticism, all prize goes to a sales commission. B salesman was keen to find my response to the user that he has followed more than six months, the price models are basically settled, the other day there are times when he went out to visit the user to call other users to the company details the results of the implementation of a salesman answered the phone, after a clerk not only failed to convey to B, but also allows users to go directly to a salesman and promised more benefits themselves, almost wrecked the business. I am very surprised after listening, how to say with a completely different ah. Then find a few other clerk verified that the basic true B salesman. Well, notice has been posted, which can do? Then a pass and to develop appropriate regulatory remedies to avoid future similar incidents. After reflection: Why did not make a decision to look into it? If B salesman perhaps more introverted plead not directly open to me leave, and this greater loss of the company and the company will have in mind other staff Yeah. Looking back some of the recent rash often make quick decisions, very sorry, it seems that bureaucratic mantra: Think of this study to ensure a reasonable argument. Jade Emperor Chrysostom last words to say can not just change, today's owner can not be a full investigation, but the brain does not make a decision casually, or lose credibility every day, flip-flop.
employees come to me now to solve the problem I usually say: OK, I know, so I'll check a few days and give you a reply. This rarely occurred in similar mistake. It seems things can not just momentary gratification, to fully take into account, the higher the position the more should be avoided on the spot decisions. Or how many people feel the slow response to large companies work, it is estimated if the big companies have responded quickly to the self-employed as quickly as the big companies will become self-employed.
13.
policies after years of efforts, the company finally got a famous brand in Beijing, power of attorney, I am very happy. To complete the brand's sales tasks throughout the year in Beijing, the company sales meeting held in the meeting, I detailed layout of each employee to the sales department the task, set a good full-year sales target.
three months later, the company's sales agency brand in early development of the quarter failed to meet sales targets, why? The company's overall sales is pretty good, but the sales of brand products scattered, is it not good at sales of main product sales? Sales training did not keep up?
occasionally hear the dialogue between the salesman I solved the mystery.
after work, I was ready to go outside to hear the two salesman in the chat.
a salesman: \Yeah we push the main product? \so. It is said that B is not only the backbone of the company and the salesman or the minority shareholders, he like this, let alone a salesman.
I reflected for a long time, the error is still me. Although the main product sold may be smaller and sometimes immediate profits, but if we consider the cost and completion of the mission service of manufacturers of various promotional support or more good than harm, the key is that these people do not care, they only care about their income, after all, human nature is selfish (Oh, do not meet the theme, harmony), or the company's sales policy of no good.
next day, I re-enact the sales incentives, tilted to the main product, where sales of flagship product, not just a profit commission, as well as water commission, and each quarter, such as water main product able to fulfill the task will affect the quarter-quarter awards . Policy changed, immediate, when the second quarter of the successful completion of sales of main products.
In general, the interests of employees and the company is inconsistent with the interests of the boss, there is often a conflict between the two. Expect employees to sacrifice personal interests sake of interests of the company is basically a fantasy. But the boss has the advantage of the boss, the boss is the company policy-makers, he can use human nature while avoiding disadvantages policy, the interests of the employees and the company as much as possible the interests of unity, so that both a prosperity, a loss for both sides. This does not need to do ideological work, employees themselves energetically toward the direction of the boss wants. Flood control, like the ancient, as to divert the main block supplement. A wise policy must be consistent with human nature, all those hollow statements should be abandoned. Some of the leaders (including the less I had to always want to bonuses, and more about philosophy of life for employees) to staff to do reports on the stage set of a set of truths, and sometimes do not even say the letter, now, who more than anyone else foolish, non-profit to be made, the policy was wrong revisit the big deal it is. The last century rural areas, land contract system reform, a package to the Spirit, in the final analysis, or because the policy was finally in line with human nature.
14. Cuozi in drawing general
company sales director for a long time without a dozen sales to manage by me, not I do not want to set up management, but the backbone of that department in the capacity of several similar not particularly prominent, and because of restrictions on the industry and the policy decision to develop the sales of each salesman basically going it alone, little mutual cooperation, long time we all become more selfish. Staff capacity and other key employees more than the poor, liquidity is relatively large, so no sales head. Every day I
So in addition to several other managers to communicate with the outside a dozen people have all manner of sales management, bores me to death. Sales coordination with other departments when something happens because no charge of the department, other department managers often do not buy it. Status not waited, so he came to me, alas.
is unbearable, Cuozi in general have to pull a director of sales promotion.
therefore promoted the development standards, and then based on performance, ability, rapport with other colleagues, such as whether the assessment, and finally elected a director, though not ideal, while the dry side of the train it.
year later, the color is not very competent, but the routine is pretty pipe in good order. Companies need to unload the original arrival time, sales of public regional health needs cleaning, holiday arrangements, headache duty requires me to go and assignment, sometimes they sing and sing good cop bad cop. Well now, there are competent, and since a few hundred dollars a month more to get post allowance, of course have to take on more responsibility, food Jun salary King and share those concerns you, I just find the head of sales, so he arranged on the line. Moreover, as new products to contact manufacturers arrange training, coordination with other departments to the sales director job I do not see what the year is also a big mistake. It seems there is a trivial charge is better than none ah. The ability of people not born, like bees, just as everyone at birth, as long as the young royal jelly fed by the queen bee culture, it can grow into queen.
15. There are things more transparent the better
whenever the boss, announced the basic policy of all sales will be the actual cost of the goods have reservations, either for employees or lower-level dealers or partners, bosses are generally do not pay the conviction.
2006 years, we need for business development in a city near Beijing set up a branch office is a local partner to acquire some of the shares, the company offered in the form of key employees stationed, local horse owner of the company partners Total continue to be a general manager responsible for daily operations. Because the other is a mature profitable company, so do not worry to open its first two years will lose money problems. We had agreed on cooperation: agent company office as my sole local distributor of a product, to enjoy my company stock from the factory the same reserve price and the same kinds of promotional policy of accepting all types of business operations headquarters guidance, end points proportion of profits according to their share dividends.
everything right, I will cooperate with the office management of the business by the deputy general manager of the old Ho is responsible for the channel, until the end of the year, no problem.
the second year, contradictions emerge. Purchase from the Corporation, the branch need to open value-added tax votes, and each are required to head the Treasury sent a car to make the goods from the factory to the freight station and then sent to the branch is located, it will produce a great amount of logistics and tax costs. taking into account the cost of the old Ho
no place out, so in the new year to the office and factory made product pricing policies, secretly left by 2%. No wall is not to take the air, the total branch horse business for many years in this business, has links with dealers across the country, less than a month to see what the old policy provided by the sales in question. Sales meetings in a factory, the horse always looking for any old confrontation, of course, trying to camouflage what the old, the two almost fell out.
total horse completely lost any trust in the old, directly to me, to raise this issue if not resolved, the parties can not continue to cooperate.
good words to appease me, will work with manufacturers Original agency agreement signed by a clean breast of the year, while shipments from the manufacturers warehouse and delivery costs, costs of funds used, storage charges, invoicing and other details required to pay the tax out a the list one by one calculation, the results roughly 2% of water. After reading the heart horse along a total gas, and frankly as long as manufacturers reserve price and policy on the sale he was not a deception, the 2% fee that he can fully understand and accept. I then sold a large commitment to use the advantages of cooperation to attract more manufacturers to apply for additional sales support, branch offices will allow myself to enjoy more favorable than the prices and policies. Ma always to the satisfaction, in a dispute evaporated. I think: In fact, the requirements of partners only a right to know, an equal understanding of the rights of manufacturers of real sales policy.
highly developed in communications today, hardly a secret conservative. City South that the north half of the first two hair cheaper do not know the situation will never appear. They do not involve personal privacy does not affect the fundamental interests of the company, the affairs of the company are basically transparent. The reserve price for all sales of goods open, just prior to them of the logistics, warehousing and other taxes measured at amortized cost method provides the lowest sales, the other entirely the sales themselves, and that the employees and the company not only increased between the two sides mutual trust and simplify a lot of sales of intermediate links, to improve the response speed.
16. issued PPE
start-up company, accustomed to the set of state-owned units, from time to time in the festivals point of labor supplies, beverages edible oil and the like, each time the company sent a car to purchase back crunching while busy employees after each hand to get some bicycle pack, some taxi, and some take a piecemeal way home. Then the company were gradually increased, the business is also busy to gradually stop sending supplies of labor. Chinese New Year last year, went to a friend
companies are catching up with what they had made before the holiday, two bundles of toilet paper per employee, a bucket of cooking oil, a few vats Coke, a box of citrus. Per employee in front of a dozen small pile, many people are worried about how to get home, make a car not worth it, can not take a bus and took it.
I entered the friends office, he afterwards it. Hey come see me for a music, said to me:
\br> Friends Guzuogaoshen said to me:
\ah, these things Tandao only a hundred dollars per head but also a lot of looks, and more cost-effective ah. \as the insurance to employees on the \
recruitment company in March, the candidates will have a once worked at a friend's company.
I asked him: \You're welcome. labor insurance do not give the end of the year bonuses were not honored,
belstaff coat, the boss was considered too fine. \point bonus or something, then people complain how volatile it privately.
Now this society, who more than anyone else foolish, the boss know that toilet paper worthless as employees know that an oversupply of goods, supermarkets, so what's to be Han, marked price. When the boss is best when making decisions, consider the perspective of the employees, so as to minimize low-level errors committed. Otherwise, the old feel smarter than others, sooner or later stumble.
17. financial system of the signature and certificate
day a few years ago, I was change the advertising material on the seat, Suddenly came the quarrel to the sound financial room, a short while, cashier and clerk Mary Little Ma got angry manner came up to me. Pony said:
\> Mary wronged straight away tears: \Mary clearly put on the table, how could not it! \stupid lawsuits field, keep me head is big.
I said: \
it touched me greatly, there are loopholes in the process of property, if the check can not find operator whose responsibility? I'm really judge, I can not decide. All along, the company's cash management is strict, where the clerk returned the cash, the cashier on duty by the site and verify the authenticity of a good income, and then issued the cash receipt to the clerk, the amount stated on the receipt, payment people customer name, date of signature by the payment confirmation. Clerk the receipt to the accountant of a joint account, accounting, daily cash receipts under the cash balance for the company's inventory. Cash terms these years has never made a mistake. However, relatively lax management of the check, is the general duty by the clerk to the cashier bin.
after this happened, the company immediately to modify the process to provide for a clerk on duty received the returned check, the cashier, you must sign the work order in the clerk confirmed the clerk is also required to advance the work of a single note on the check out the cross-check number and amount, if any dispute at any time for future reference, so that a ring ring sets, accountability, and to a similar dispute was unlikely to recur.
summarize the lessons of these years, I do think that companies have to improve the financial system was strictly enforced, the company big, uneven quality of personnel, if there are loopholes in the financial system, it is inevitable some people will make use of and illicit enrichment ,
belstaff jackets outlet, so that not only interests of the company suffered losses, but also played a bad lead, other workers will feel that they do not use company's financial vulnerability is a disadvantage, relatively speaking, it goes on the company culture is getting worse, the boss to cry all the time Lai Buji the. Trinidad Long Beach is a dangerous thing, no small number of financial vulnerability should be filled. Meanwhile, the original certificate is also very important, a good mind as bad written, no one can remember spending half a year ago, the details of each individual, and a specification of the original certificate just to make up for it. Financial system and the norms of his own reason, and sometimes even the bosses seem to limit the freedom, but the finance staff is filled and the financial system is sound and dry it is to do business is one important difference between the self-employed, or when we go it alone mom and pop to the development of five people when, in any case the link is not around the past. Unfortunately, they did not know she was more stupid, and no one has given me came over to help, so I started off taking a lot of detours, or as early as rich.
18. on the stock, bonuses and year-end awards
companies engaged in joint-stock method is not the same. How to calculate shares of listed companies and I do not quite understand how the transfer is estimated that we have to consider the company's fixed assets, working capital, annual profitability, intangible assets, earnings, debt ratio and other aspects of it.
our employee stock ownership, what intangible assets, earnings and so none are included, the boss let, people actually enjoy the benefits. We only count the company's net assets. Zhang statements out of the end of each accounting, clear out the company's fixed assets, working capital, accounts payable, deferred depreciation, current year profit, tax costs, etc., plainly, the backbone of employees who want all the public shares. Because of my trust in ordinary people, most of them even without looking statements, see the company as long as the net assets worth of investment shares about a year after the dividend ratio and value-added ratio to be satisfied. Of course, formal methods should allow third-party accounting firm and issue asset evaluation report, but I see no need employees will be happy to save trouble. Employee stock ownership, the company gave each person a receipt, write clearly the amount of the employee contribution, and then entered into a shares of each shareholder agreements, clearly written employee the amount of actual investment, the percentage of the total shares, an annual bonus program, the two sides benefit obligation , Divestment methods, etc., signed and sealed by both parties, the left one, everything OK. As for the staff after five years if you want to Divestment, we will be the net assets or the calculation of the prevailing redemption price, or by staff three times the actual amount of investment redemption. Now the company has long been the first time shareholders of shares over five years, because the company well, has not happened Divestment phenomenon.
shares, I found a phenomenon: the most active shares sales staff, finance staff shares the most negative. This is probably the daily work with the staff of the nature of the two departments to see the problem with the way the bar. Sales staff is always a positive impulse to do things, easy to only pay attention to what the positive side, ignoring the negative side. Finance staff to work more cautious, look at the problem easy to overlook the positive side, only to see the negative side. So make important decisions in the company every time I used to listen to when these two departments, and coordination in trade-offs among different views.
Mengniu, said Niu Gensheng good boss: San financial polymerized human, financial scattered people together. Sub-part of the company shares to employees not only retain the talent, but also to motivate staff to better serve the company as the shares to employees and also give the employee the appropriate responsibilities, the owners of more than 50% shares of the company points to the company When employees feel that the burden he must have more than 50% of the light, he can get down to a year relaxing holiday with the family to go. In fact, the boss does not have to account for the company holding more than 50% of shares, each share of minority shareholders if other shares of the Company not to 5% of the proportion of shares that as long as the owner of the company's total shares accounted for 20-30 percent of the company has been absolute majority shareholder, and when the boss is very unlikely that all minority shareholders when the company made to unite all of you.
these years I first annual profit of that year 30% of the company for dividends, although the total number, but for the small shareholders, some hurt does not itch. Listen to an expert recommends the past two years, while the current funds of the company enough to support daily operations, on the other hand the recent rate of inflation is too high, I simply increase the ratio of dividends will be at the end of the year net profit to 60%, by the announcement minority shareholders happy Zuidou Bulong, and some of the original employees of hesitation, I have to find out what shares.
end of the year award I personally have always been used to allocate the company is now many people, I can not understand each employee in the company details of the work this year, therefore, the company determined under a year-end awards that year the total number of benefits, I would the total number of year-end awards based on contribution and departments and departments in proportion to the number assigned to each department to department managers and human resources manager with reference to each employee assigned to the assessment criteria, and finally I just this year, according to the work of each department assessment of sector performance manager's year-end awards on it.
dividend and bonus before the end of the financial costs are as monthly amortization in the second year, not very scientific method, is accrued on a monthly basis to the year, the monthly cost of this part of the profit is reserved , so that when the end of the bonus can be aware of every department in the calculation of the total number of year-end awards are also based on the.
19.
think about a raise this question I get a headache, severe two years inflation, high inflation, monopoly industries and state civil service pay rise after another in a big way, when not talking about employees, often asked me: \need to give each employee on a perfect insurance policy, the company's personnel costs per person per year increased over the past million years ago, but received no part of the increase to the employee hand, the general staff can not see. Alas, the landlord has no surplus at home ah.
management books often say: give employees lofty ideals, to create space for development, development of individual career planning, analysis of the company situation and long-term planning, motivating team spirit, inspire the staff morale. Through these years of practice, I found that to be really hard to achieve such perfection, I myself ineloquent, to the staff report more than I do the long term. Besides the lack of light material rewards of mental strength I, Guan Dele moment to mind. Rising wages can not be avoided.
the shareholders outside the company for most ordinary people are not interested in operating difficulties, the staff that the company is not good boss can not hack it, I have to pay the rise up, if not I am satisfied with the level of inflation, then I will vote with their feet, as long as the high income to find jobs than it is now to pray to leave. Since this problem can not be avoided
, you have to fix the problems. According to twenty-eight law, 80% of the company from 20% of profits are the backbone of our employees, so the company's top priority is to keep the backbone of the 20% of employees. To 20% of the company employees a raise or afford it. Another 80% of the average employee salary adjustments based on years of service, do ideological work, and if it still does not work on all revel. Situation in recent years, 85% of the backbone of the staff is relatively stable, company did not have a big twists and turns.
company has a department, a total of three staff members: Mr. Zhang, Wang, Master Li. To all former state-owned unit of three laid-off workers, which of them are to the company in 2067, and relatively practical work hard, master the king to the company in 2045, law-abiding, Master Li to the company for two years, the work sometimes love lazy often complain. That day, Master Li told me that: \Several master together a little,
belstaff online, and you would like to find time to open a meeting to discuss a piece. \it. The wind is not long, otherwise the company he not everyone learn hell broke loose, to say the average wage in the sector in the same industry is higher than average. So I replied:
\
next day, I found an opportunity to of them are called into the office and talked small talk before, and affirmed his daily work, and then told him that in view of his work has been relatively hard, from every quarter to the next month additional quarter of a separate part of his prize, but this bonus only people he hoped his secrets, and finally asked his views on current salary in the sector. He said:
\
afternoon after work, I turn the king master called into his office. Similarly, the first chat will be homemade, and I then Master Wang said:
\Some individuals will be busy, the company will be considered on a year-end awards, an appropriate increase of two left. Do you have any good suggestions? \. I think the current salary is also OK, raise things to increase your profits will naturally be taken into account. I did not say, how dry is also how to do it. \
First of all, Master Li to speak first: \not good. \less, I hope you overcome what, so we pay the increased corporate profits will increase. \the boss can not hack it, wages should not be affected, which have to rise up. say we do not figure out a money wage you, how much money we made of how much, is not two masters? \asked the others.
of them are and what expression do not master the king, without a word.
meeting proceeded with twenty minutes, I explained a few basic, Master Li impassioned remarks. Suddenly, Mr. Zhang said: \
\
moment, except me, Master Li left stunned sitting at the table.
20. full use of technological means to manage
advances of modern technology to solve a lot of management problems.
company has just set up, attendance is on a work by staff to record attendance, but there are many problems: First of all, can not guarantee that members of their attendance to work on time every day, and secondly, when the company no answer leave attendance for staff responsible for recording attendance, staff attendance Furthermore, relationships with other employees, nearly a far, no one can guarantee attendance every day, 365 days a year, members of impartiality.
the late nineties, the increasing popularity of time clocks, the company also bought a time clock, on the front of the company, employees get to work or work when their time cards printed in time clocks of time, the Ministry of Personnel at the end of Statistics at a glance . There can be immediately followed by Doug card phenomenon, good relationship with employees to help each other cosmetologists card, although the company every time the card will be heavy penalties pinch grip, but still repeated.
fingerprint technology into the new century, gradually mature, the company spent only a few hundred dollars to buy a fingerprint attendance machine to solve the above problem.
far, the company has not happened employees help each other by finger input fingerprint phenomenon.
gradually increased as sales outlets, more and more decentralized offices, and the management has become more trouble. Sometimes half a backlog of unsold goods store A, store B and then customer orders and restock outlets to communicate information between the poor.
four or five years ago, the company spent heavily to buy the online financial software, the company of the store, between the Beijing headquarters and field offices to do a real-time communication. Companies of all stock merchandise at a glance, each salesman can always check each service, accounts payable plainly, all kinds of statements to be over there with, I no longer have the old question of accounting: How many stocks now? Account how much money is left? XXX sales this month, how much? Taiwan access to the Internet as long as the computer, regardless of when and where, touch of fingers, I need the data immediately appears in the eyes.
order to improve the service sector has recently answered the phone quality, reduce disputes with customers, the company installed a phone in the Group recording card, all day, all inbound and outbound call recording, customer service departments to meet regularly listening to telephone recordings, the advantages and disadvantages of each phone, we can discuss improved. After some time, I found the phone not only the level of customer service has increased, and the company also saves a lot of telephone calls, I'm sorry about phone and then a recording company employees to make personal phone calls, right, really do both.
use of technology in management of the company, not only efficiency gains, but also a variety of human factors to avoid bias caused. Now more and more high labor costs, purchase of advanced equipment to complete the work place of one company is a good way to cut costs.
21. From the results of management to process management
has been the company are basically the results of management, beginning of each year be good indicators of the tasks this year, and then according to the company's total annual allocation of tasks down to each department, the department continued downward assigned to each person, each person will be the task of reference year history of the previous year's month, down to the new year, the company based on the tasks per person per month to develop assessment criteria. Calculate the monthly summary of the Finance Department in early last month, the actual task of the staff situation, the report submitted to the department manager and general manager at the manager research report last month, and then complete the development of new policies and tasks not completed counseling or adjustment of staff . Step by step over the traditional method, more feasible, but due to the current more competitive, market changes faster, the original management company can not keep up the competition a little rhythm. If the problem occurred earlier this month, early next month to respond to the report, the sales manager to modify the policy according to the report in a meeting arranged down, 40 days have passed, and sometimes 40 days is sufficient to delay big problems small problems.
learned some time ago, Dell's management of sales, Dell is also a sales beginning January 1 assessment, one week after an examination into the last day a changed assessment. Every night, sales director sales staff will close up the day after the sales report analyzed and summarized, to complete the task, OK, able to fulfill the tasks one by one left to individual counseling, failure analysis, development of new programs of action, planning the next day's tasks, The next day the day before the evening program developed to summarize the assessment and re-enact the program the next day. Such improvements, Dell's sales performance was greatly enhanced, of course, the sales staff is also soon to be crazy, said few people can tolerate more than three years Dell's sales department.
rock hills can learn, although I have to do a little bit unrealistic assessment day by day, but can still do the weekly examination. So we changed the business sector reports a summary of the week, every Monday, each business must be carried out last week, conditions and summary of the actual completion of tasks and to verify, to take immediate measures for the anomaly, the task is completed immediately separate poor people exchange, to ascertain the reasons for, and promptly solve problems. New measures in place for a time, I feel the company has greatly enhanced speed of market reaction, the actual situation of the business managers at all levels, basically to ask, do not have the backlog of the month to the next problem was discovered early resolved.
I have been wondering whether the non-business process management can take it, so the company will greatly enhance the overall response rate, various problems will be reflected and resolved in a timely manner, execution will be greatly enhanced. However, non-business assessment as there is no specific number of hard targets, in order to meet the requirements of process management compared with the estimated time and effort.
Momentum is not Hawker quarrel too faint roar fema
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