Shulou(Shulou.com)11/24 Report--

In the past, when the representative performance was poor, many front-line managers would think that this was a problem of subordinates' personal ability, and the only solution he could think of was to change people, thinking that if a new representative came over, the performance would be improved. Now it seems that this kind of thinking is very limited, as a mature leader, we should think about what we can do to improve the performance of subordinates.

There are three major factors that affect performance-indicators, support and incentives.

1. Indicators

The first factor indicator should be challenging, but the scope of the challenge is to be able to jump up and get it, so the scientific formulation of indicators is based on sales forecasts. Jack Welch believes that in management, the quantification of the estimation process is necessary. He has a famous saying: if you can't express what you know with numbers, then in fact you don't know much about your business. If you don't know much, you can't manage effectively.

Therefore, taking into account historical sales, market potential, advantages and disadvantages of competitors' brands, channels, and national policies, it is impossible to win more than to win, and subordinates report their predictions for a future cycle. at the same time, the boss also put an indicator of preparation for subordinates, communicate with subordinates, meet up and down, and finally find a goal and result acceptable to both sides.

At the same time, the representative only needs to predict its sales in the coming year, target hospitals, target pharmacies, and the purchase and sales of each product next year. But for front-line managers, estimates are more likely to start month-on-month, such as next month or next quarter, and then next year.

If you go to a higher level of management, it is more likely to forecast one to three or even five years, and if its delay is long enough, it will generally use loading sales focus, that is, dynamic sales forecast. Therefore, in the index decomposition, management should consider long-term dynamic changes, combined with short-term stability, not only short-term, but also long-term effects.

Of course, in reality, the market is constantly changing, and sales are also changing, so we need to make a rolling forecast once a month, so we can make the most accurate forecast according to the external market conditions and internal changes of the company, so as to achieve the iterative update of the index.

The index factor can be said to be the forward-looking factor of the three factors. when the fixed number and decomposition of the index are not formulated in accordance with the principle of "fairness, justice and openness", and when the index is not iterated according to market changes, it will lead to damage to the follow-up performance. the goal did not proceed as smoothly as it was supposed at the beginning of the year.

The index needs to be reasonable and scientific, and the salesperson should be easy to understand. At the same time, he can always remind him in his daily work, so that he will think about this indicator every day during his visit. Thus, he takes the index as a prerequisite for his daily work goal preparation, and makes a work plan around the goal.

2. Support

The second key factor is support. The so-called support is whether the delegates are given enough guns and ammunition. For a medical representative, this support includes giving him sufficient manpower, material, financial resources, time, promotional materials and other support. For the representative, manpower is the manpower that can support him within the company when facing the target customer group. For example, his boss may need his boss to visit with him to face VIP clients such as dean, pharmacy director, section director and so on. Only in this way can we better establish a cooperative relationship between the company and customers.

As well as representatives need to have product samples, promotion materials, small gifts, department-related expenses, support is a very important factor to improve the performance of medical representatives.

3. Incentive

When the indicators are available and supported, the key to whether they have the motivation to meet the targets is whether the demand can be met, so there is a third key factor-motivation. Nowadays, anyone who survives in society needs sufficient financial resources, so for the representative, his goal is to earn bonuses. Only by earning more bonuses through excellent performance can he get a better income and live a better life.

Now, half of the year is over, whether the performance is completed in accordance with the forecast, and if it does not meet the standards, whether it has analyzed which part of the trilogy of indicators, support and incentives is not in place. This time, Xiao Rui School invited Lin Liangzhong, a senior consultant / decision maker in East China, to deliver the 8th course "Index Management Methodology-Prediction and decomposition" of SFE effectiveness growth training Camp at 7: 00 p.m. on August 29. Through the index management methodology, lead everyone to learn reasonable prediction, fixed number and decomposition, and constantly iterate the indicators according to the rolling prediction to ensure that the indicators are more accurate.

New customers scan the code to get live links, old customers reply 0829 to join the course, and follow-up support and incentive related courses will be launched.

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