[原创]危机之下，再谈销售公司管理
<p style="TEXT-INDENT: 21pt; MARGIN: 0cm="0cm"0cm="0cm"0pt; mso-char-indent-count: 2.0"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman">原文引自：<font face="Verdana">http://www.wzdyt.com/dytgdmain.asp?id=1677</font></span></p><p style="TEXT-INDENT: 21pt; MARGIN: 0cm="0cm"0cm="0cm"0pt; mso-char-indent-count: 2.0"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman">文.夏志标.迪亚特企业管理有限公司</span></p>
<p style="TEXT-INDENT: 21pt; MARGIN: 0cm="0cm"0cm="0cm"0pt; mso-char-indent-count: 2.0"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman"></span> </p>
<p style="TEXT-INDENT: 21pt; MARGIN: 0cm="0cm"0cm="0cm"0pt; mso-char-indent-count: 2.0"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman">一直低头忙于市场的开发与竞争，猛然台头，发现一场由美国次贷危机引发的全球性金融危机和经济危机迅速袭来，这对中国的绝大多数企业家和销售公司管理者而言，显然是措手不及的，一时间，如何“抱团取暖”、“过冬”、“开源节流”等成为企业高层的“事务性”话题。</span></p>
<p style="TEXT-INDENT: 21pt; MARGIN: 0cm="0cm"0cm="0cm"0pt; mso-char-indent-count: 2.0"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman"></span> </p>
<p style="TEXT-INDENT: 21pt; MARGIN: 0cm="0cm"0cm="0cm"0pt; mso-char-indent-count: 2.0"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman">笔者自</span><span><font face="Times New="New"Roman">2002</font></span><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman">年来一直从事销售公司或国内营销中心整体管理工作，始终认为，危机之下，企业要真正“过得了冬”，除了“储备冬粮”——资金、“抱团取暖”——战略联盟外，就必须加强内部管理，尤其是营销系统中高层的管理。</span></p>
<p style="TEXT-INDENT: 21pt; MARGIN: 0cm="0cm"0cm="0cm"0pt; mso-char-indent-count: 2.0"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman"></span> </p>
<p style="MARGIN: 0cm="0cm"0cm="0cm"0pt"><strong style="mso-bidi-font-weight: normal"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman">责任大过天，权力只是工具。</span></strong></p>
<p style="MARGIN: 0cm="0cm"0cm="0cm"0pt"><strong style="mso-bidi-font-weight: normal"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman"></span><span></span></strong> </p>
<p style="TEXT-INDENT: 21.75pt; MARGIN: 0cm="0cm"0cm="0cm"0pt"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman">销售管理人员往往会看重手上权力有多大，名头有多大；或者相反，认为“公司挂我什么职务只是虚头，我该怎样还是怎样，过一天，算一天”。真正把责任放在第一位的少之又少，很少去想“在其位，谋其政”的责任观。个人观察，这种现象在企业内部一旦蔓延开，其害无穷，须高层引起足够重视！！</span></p>
<p style="TEXT-INDENT: 21.75pt; MARGIN: 0cm="0cm"0cm="0cm"0pt"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman"></span> </p>
<p style="MARGIN: 0cm="0cm"0cm="0cm"0pt"><strong style="mso-bidi-font-weight: normal"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman">管理团队首先管好自己。</span></strong></p>
<p style="MARGIN: 0cm="0cm"0cm="0cm"0pt"><strong style="mso-bidi-font-weight: normal"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman"></span><span></span></strong> </p>
<p style="MARGIN: 0cm="0cm"0cm="0cm"0pt="0pt"21pt; mso-para-margin-left: 2.0gd"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman">管理精髓在于“身教言传”，销售管理者尤其是中高层管理者能否长期严格自律是“前</span></p>
<p style="MARGIN: 0cm="0cm"0cm="0cm"0pt"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman">提基础”。试想，营销总经理、销售部经理出差在外天天躺在宾馆看电视，而不是走到一线市场，下面的大区经理，区域经理、城市经理还会卖力工作？只会“依葫芦画瓢”——混！其它部门管理也一样道理！中高层管理如果不能或没意识到“身先士卒”的重要性，他的团队能好到哪儿去？</span></p>
<p style="MARGIN: 0cm="0cm"0cm="0cm"0pt"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman"></span> </p>
<p style="MARGIN: 0cm="0cm"0cm="0cm"0pt="0pt"21pt; mso-para-margin-left: 2.0gd"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman">笔者所熟知的绿岛（中国）投资控股有限公司多年来一直有一项好文化，大家习惯指出</span></p>
<p style="MARGIN: 0cm="0cm"0cm="0cm"0pt"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman">他人身上的缺点与不足，不管被批评者处在哪个位置，该公司董事长虞岳荣先生多年来营造了这样一种文化，并且亲自引导管理层自我反省。但现实多数企业中，往往不少人（尤其是中高层管理人员）并不善于从自己身上找问题，找不足，总感觉自己不错了，这种习气对企业来说是一种伤害，长久以往，更会阻碍自身的职场发展！！</span></p>
<p style="MARGIN: 0cm="0cm"0cm="0cm"0pt"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman"></span> </p>
<p style="MARGIN: 0cm="0cm"0cm="0cm"0pt"><strong style="mso-bidi-font-weight: normal"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman">“成果”观念应该灌输到每位员工尤其是下属管理人员身上。</span></strong></p>
<p style="MARGIN: 0cm="0cm"0cm="0cm"0pt"><strong style="mso-bidi-font-weight: normal"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman"></span><span></span></strong> </p>
<p style="TEXT-INDENT: 21pt; MARGIN: 0cm="0cm"0cm="0cm"0pt="0pt"21pt; mso-char-indent-count: 2.0; mso-para-margin-left: 2.0gd"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman">绝大多数人都认为自己在企业帮老板“打工”，很多企业主或老板也这么认为，既然是“帮”，心情好的时候就多“帮”点，受委屈的时候就少“帮”点，当企业的绩效考核未执行时，企业到头都无法评价一位员工的整体价值和贡献，老板也只能凭“感觉”判断一个人，有时不免走眼。</span></p>
<p style="TEXT-INDENT: 21pt; MARGIN: 0cm="0cm"0cm="0cm"0pt="0pt"21pt; mso-char-indent-count: 2.0; mso-para-margin-left: 2.0gd"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman">笔者认为，销售公司负责人应该把“成果”观念灌输到各层级管理人员“心里”！</span></p>
<p style="TEXT-INDENT: 21pt; MARGIN: 0cm="0cm"0cm="0cm"0pt="0pt"21pt; mso-char-indent-count: 2.0; mso-para-margin-left: 2.0gd"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman"></span> </p>
<p style="MARGIN: 0cm="0cm"0cm="0cm"0pt"><strong style="mso-bidi-font-weight: normal"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman">制度大于一切。</span></strong></p>
<p style="MARGIN: 0cm="0cm"0cm="0cm"0pt"><strong style="mso-bidi-font-weight: normal"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman"></span><span></span></strong> </p>
<p style="MARGIN: 0cm="0cm"0cm="0cm"0pt="0pt"21pt"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman">为何公司有些新制度下来，执行的人还是“上有政策，下有对策”，因为公司制度的威严性已经被一些人看淡，自然造成很多事情久拖不绝。要想真正“开源节流”，公司核心层有必要长期坚持“制度第一，总经理第二”。</span></p>
<p style="MARGIN: 0cm="0cm"0cm="0cm"0pt="0pt"21pt"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman"></span> </p>
<p style="MARGIN: 0cm="0cm"0cm="0cm"0pt"><strong style="mso-bidi-font-weight: normal"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman">管理精髓在于管人理事。</span></strong><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman">笔者一位老师对“管理”做过精辟分析——管住管好，理清理顺。</span></p>
<p style="MARGIN: 0cm="0cm"0cm="0cm"0pt"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman"></span><strong style="mso-bidi-font-weight: normal"><span></span></strong> </p>
<p style="MARGIN: 0cm="0cm"0cm="0cm"0pt"><strong style="mso-bidi-font-weight: normal"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman">危机意识教育常抓不懈。</span></strong></p>
<p style="MARGIN: 0cm="0cm"0cm="0cm"0pt"><strong style="mso-bidi-font-weight: normal"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman"></span><span></span></strong> </p>
<p style="MARGIN: 0cm="0cm"0cm="0cm"0pt="0pt"21pt; mso-para-margin-left: 2.0gd"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman">有智者说过一句话发人深思“当一个人成功的欲望有求生欲望那么强烈时，他就一定有</span><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman">机会成功”。</span></p>
<p style="MARGIN: 0cm="0cm"0cm="0cm"0pt"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman"></span> </p>
<p style="MARGIN: 0cm="0cm"0cm="0cm"0pt="0pt"21pt; mso-para-margin-left: 2.0gd"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman">有人经常用“死猪不怕开水烫”形容一个人不可教化，我想不是他真不怕开水烫，而是</span><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman">没有危机感，大树底下好乘凉，个人认为销售团队的“危机教育”应该天天抓，时时抓，</span><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman">一个企业要长立不倒，首先是它的团队要长立不倒，而团队又是由一个个的个体组成，这就要求企业每个人（尤其管理人员）都必须有强烈的危机意识和抗风险能力。</span></p>
<p style="MARGIN: 0cm="0cm"0cm="0cm"0pt="0pt"21pt; mso-para-margin-left: 2.0gd"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman"></span> </p>
<p style="TEXT-INDENT: 21pt; MARGIN: 0cm="0cm"0cm="0cm"0pt="0pt"21pt; mso-char-indent-count: 2.0; mso-para-margin-left: 2.0gd"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman">在笔者</span><span><font face="Times New="New"Roman">12</font></span><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman">年的职业生涯中，没有一刻有任何安全感，时时刻刻都是“如履薄冰，战战兢兢”，永远不敢有任何松懈，用十年全身投入打下一般人十五年、二十年的基础。</span></p>
<p style="TEXT-INDENT: 21pt; MARGIN: 0cm="0cm"0cm="0cm"0pt; mso-char-indent-count: 2.0"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman">其实，一家成长型企业需要大量的“拼命三郎”。</span></p>
<p style="TEXT-INDENT: 21pt; MARGIN: 0cm="0cm"0cm="0cm"0pt; mso-char-indent-count: 2.0"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman"></span> </p>
<p style="MARGIN: 0cm="0cm"0cm="0cm"0pt"><strong style="mso-bidi-font-weight: normal"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman">上下级之间应该以服从为第一要务。</span></strong></p>
<p style="MARGIN: 0cm="0cm"0cm="0cm"0pt"><strong style="mso-bidi-font-weight: normal"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman"></span><span></span></strong> </p>
<p style="MARGIN: 0cm="0cm"0cm="0cm"0pt="0pt"21pt; mso-para-margin-left: 2.0gd"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman">下属人员有主见，有想法是好事，但如果连眼前的、手头的工作都没落实好，就想着批</span></p>
<p style="MARGIN: 0cm="0cm"0cm="0cm"0pt"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman">评公司政策，批评上级，甚至消极怠工，这种风气一旦曼延，团队就不会有执行力，效益就无从谈起。所以在一项决定未定调前，营销总经理应积极鼓励下属发表意见和建议，但一旦投入执行，下属皆应无条件执行，不愿执行的人员应该坚决请走，否则任何工作都不会有好的结果，否则，该管理人员的上司与下属都会习惯性认为“决策”又出错了！！</span></p>
<p style="MARGIN: 0cm="0cm"0cm="0cm"0pt"><span style="FONT-FAMILY: 宋体; mso-hansi-font-family: times="times"new="new"roman; mso-ascii-font-family: times="times"new="new"roman"> </span></p>
<p style="TEXT-INDENT: 2em"><em>夏志标老师，2007</em><em>中国十大营销策划专家，中国品牌研究院研究员，温州中小企业促进会副会长，温州市场营协会副会长,温州迪亚特企业管理有限公司总经理。 </em>diyate003＠163。com</p>
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