If I am not successful, or if I am not in today’s position, I will feel that the previous ones are suffering, but today is different, I think those are tempered.
Editor’s note: This article is from WeChat public account“Startup Yeast” (ID: chuangyejiaomu), author Yu Chaoyu.
Anxiety at work due to continued low performance;
Overtime work, staying up all night, and always have endless work;
The quality of tasks assigned to subordinates is always compromised;
The mission is not completed, you can only play on your own;
……
If you are already a manager, then you have experienced the above-mentioned moments of hard work. But at the same time, this time is also the most test of the cultivation of the manager’s heart, how do you deal with it?
The Dean of the Yeast Business School, the founder of the entrepreneurial yeast, and the former Alibaba Zhongtie Iron Army coach Yu Chaoyu (known as “Yutou”) in Ali from a grassroots salesperson to the position of the general manager of the Iron Army, can be said in There is already a lot of experience in management. However, when talking about the initial management experience, Yu head also stepped on many pits.
01 The ability can’t match the position, the management can only be “tired”
In 2003, when I was in charge of the Jiangsu Region, I worked almost 18 hours a day, but “tired death” only completed the company’s mission. At that time, Jiangsu Province, as a new district, did not show its explosive power, and its growth rate was lower than that of Zhejiang.
In September 2003, I went back to Hangzhou to report to work. When Li Qi saw me, she asked: “Every time I see you are so tired, are you tired or tired?”
“I am just physically tired, give me a few days to rest.”
Li Qi said: “I don’t think you are tired, you are tired. People are tired, it is your ability to match the position, just because there are more things, just give you a few days off. “
“Because your ability is not worthy of position, you will be anxious and will lose sleep. I will give you a one-month leave and the status will not come back.”
“You manage a small area or manage it well. You simply go back to the old area.”
In this way, the Jiangsu area was taken over by Lu Guangyu, and I became the regional manager of Jinhua, although I quickly returned to the position of the first regional manager of the country. However, the work of the regional manager is highly repetitive and lacks challenges. I am not happy.
In that time, my heart was extremely unconvincing, but I didn’t know where the problem was, and I was not good at asking others. I could only slowly play back the working scene in my mind and slowly ponder where I am going out. The problem. After years of thinking, I gradually realized that Li Qi’s “heart tiredness” is indeed insufficient ability – Germany does not match.
At that time, I was busy solving the tasks I faced on the day, and the whole set of management actions was not systematic.
I want to think about these three points today and take time to do it; tomorrow’s task is the three points, and I will do it quickly.
A very efficient one or two sentences can be dealt with, but it is necessary to accompany the grassroots employees to do a lot of trivial things. I am exhausted by myself, and others are not asking for you.
Management behavior before and after, no disjoint, no logic, completely by feeling. But when there is no way to do it, the only thing that can be spelled is time and strength.
At that time, it can be said that it is sales with courage and conviction, and management by feeling.
02 From the grassroots salesman to the general manager
In Ali 13 years, I came from the grassroots salesman, step by step to the supervisor, manager, the regional total to the national political commissar, and then to the national general manager who led more than 6,000 people.
But actually, when Weiye was acquired by Ali, our Weiye faction was not taken seriously. The title of Alibaba’s agent was also printed on the business card, and it did not give me the status of supervisor. At that time, I was thinking, I must improve my performance as soon as possible, support myself and the team, and use the performance to tell the “regular army” how powerful we are.
So I think I want to help everyone improve their performance. Our team is also willing to share, I often accompany them to visit customers with help, and help close the list. The probability of success when I visit is higher, and the team’s performance is better.Later, when the company entered a period of rapid development, and lacked management talent, I once again became the supervisor.
The learning atmosphere in Ali is very strong. I have witnessed many colleagues and superior management methods during the supervisory stage. I am also able to slowly understand some experiences from the previous management methods.
In 2005, I began to systematically summarize past experiences, and discuss with colleagues what the standard actions of salesmen, supervisors, and managers should be, and what is the relationship between them.
We developed standardized actions for each position. Salespersons, supervisors, and managers, all of the dozens of things that must be done daily, weekly, and monthly, are all standardized. I check this every day, every week, every month.
As long as you do these standard actions well, 90% of you are a qualified manager, and many things are handled more well.
When I was in the management, I carried forward this culture of sharing and mutual assistance, so the team’s performance and cohesiveness are also strong. Together with clear goals and implementation methods, the regional performance I manage has been It is the best, and I step by step to the regional manager, the national political commissar, and the national general manager.
In the eyes of many people, Ali’s iron-clad army is characterized by loyalty, boldness, simple thinking, and high execution. But behind this, there is actually a root cause behind it.
Why is Ali’s thinking simpler?
Because Ali has a big “net”, all the bad things like intrigue and office politics are filtered out, leaving only positive things in the team. Therefore, Ali’s environment is more and more simple, employees do not worry about being “wearing small shoes” when they are worried about the boss and the table. We will often quarrel, but the principle of quarreling is to close the door and have to be happy after going out.
Why?Ali’s people are very strong in execution?
The so-called executive power is to seize every step of the process, giving methods, logic, and systems. After the “blacklist incident” took place, I took over the team. The important task was to collect people’s hearts. At that time, I took the company executives to hold a discussion across the country and used various methods to get everyone to act. Because only when everyone is busy, will not be cranky, in order to ensure that the front line has a strong execution.
Many companies want to learn Ali’s iron army culture has not been successful. I used to think that it is the reason for the construction of team culture, but in fact, there is another important factor that the initial selection of the link is not enough.
03Big Dipper to choose someone to build your iron army team
Ali was established in 1999, and the sales team was established in 2000. We started from 2006 to summarize the common features of all the better sales of more than 2,000 sales at that time. In the end, we summed up a Big Dipper as a key reference factor for recruitment and sales.
▍01 Integrity
When sales are outside, there may be excessive commitments and exaggerations. But we require sales people to be honest and not over committed.
▍02要性
Either a salesperson or a programmer, there is usually a need for sex. The essence is the inner driving force. We need sales people to make continuous progress, constantly break through and climb the peak.
For example, when we were in Ali, we sold 2 million in a month. At this time, Ali had no role model for him to learn. We went to the industry to find an example. He sometimes thinks that doing 2 million may be a ceiling, but when he sees that someone can do millions of sales a month, he should know that he should learn the method.
▍03 Likes to do your own work
Doing sales sometimes meets some customers, disagrees with you, talks coldly, doesn’t care about you, and you call and say, “Hello, I am…” When the company hasn’t said it, the other party hangs up. This will dispel the enthusiasm of our work, so sales should at least like this job, not tired of this, not ashamed of this.
▍04 Words must be practiced
We must cultivate his commitment and pursuit of goals, and cultivate his character that must be practiced. How to solve it? We have to ask him: What is the goal you set? What is the inner driving force of your goal? Do you want to be a little higher than others? Still want to earn more? When it is not enough, you have to ask him to make a public commitment.
The goal in mind is not the same as the goal written in black and white. The goal written in black and white is not the same as the one you posted to show it to others. This is the same as holding a ceremony and shouting in front of everyone. Different. At the same time, this goal must be achievable. It is okay for him to work overtime. He should not work overtime.
But the promises he made, including the commitment to the team, the commitment to the parents, and the commitment to your friends are not finished, that should not be. So in this process you have to help him, always remind him, whether it is the positive force, the power of the reverse, I have to tell him that this goal is yours. As a Leader, I am here to help you accomplish your goals.
▍05 Lasting
One of the most important aspects of personality is that we want to see if he is a long-lasting person. Each company’s sales cycle is completely different depending on your pressure and the products you sell.
So how can it be used in this process, he must be resilient and must be very hardworking. I think if you are doing sales, you must choose one if you are smart and diligent. I choose the person who is diligent. Because doing such a job, he needs to run a marathon. Therefore, he must have a uniform physical distribution and a strong toughness.
▍06 Open
Being interested in sales must have affinity. This kind of Open is not just extroverted. Many people say, “I am very outgoing, I am suitable for sales.” But I feel that there is a sense of security besides affinity. What is a sense of security? That is, he is willing to share his ugly or good in the sales process. Only by sharing it, we know what problems he will have in the process.
As long as you are willing to share, the more you expose, the more opinions you give you, and the faster you progress. Whether it is extroverted or introverted, as long as there is affinity and willingness to share, this person will progress very quickly.
▍07 悟性
A very important point in understanding is the ability to think and learn. So how can learning ability and thinking ability be seen through the way of asking questions? Very simple, you tell him about your company’s business model and let him use it.The language he can understand describes. The closer the description is, the stronger his ability to understand and learn about this matter.
Because of the rapid changes in startups and the rapid changes in products, our sales staff must be able to understand our products in a timely and fast manner. It doesn’t matter if you don’t understand the current product. The important thing is that you have to learn.
The core content of the “Iron Army Culture”, those essential things, no matter how the times change, or at least in China, in the era of “mass entrepreneurship” is still important and scarce of. Today, when the Internet and innovation become mainstream business topics, it can play a role like the “primitive force” in the space age.
The culture of “Ali Iron Army” is itself a culture of entrepreneurship. As a manager of a sales business, not only do you have to make progress, but also how to empower the entire team and let the team progress together. This is the core work of the manager.
Management and doing things are similar in many cases. If you are doing things well, if you do the process well, more than 99% will get good results. If you don’t have 100% effort, you can’t have 1% success. We are the probability of fighting this 1%.
Today’s interaction
What pit have you encountered during the management process?