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

At 7: 00 p.m. on August 29, Xiao Rui School invited Lin Liangzhong, a senior consultant / decision maker in East China, to deliver the 8th course of SFE efficiency growth training Camp, "Index Management Methodology-Prediction and decomposition". 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.

Index setting and decomposition is a major event that can not be ignored by every enterprise, but we find that although we do it every year, the difficulties we face are still not reduced. For example, some bosses found that the following half of the representatives overfulfilled the task and received an excess bonus, which was originally a happy thing, but after careful consideration, it was found that the result may not be scientific and reasonable.

When we see something, we should not only look at the surface, but also see some deep inspiration or key points through the surface, which we also call insight insight. Insight is a key ability for a manager to analyze data, and to see the deep-seated problems behind it through the surface of the existing data, so as to better summarize the past work and find successful experiences and problem points. copy and improve the next cycle of work.

On the contrary, some companies ignore competitive products in the process of index formulation, ignore the changes of national environment and policies, or are overconfident in their own products, which leads to high indicators and affects the implementation of follow-up indicators and the enthusiasm of representatives.

Based on the extremes that the difficulty of completing the indicators is too low and too high, it is necessary for us to restate the principles of index allocation:

1. science

Various factors and market changes are fully considered in the process of index allocation.

two。 fair and reasonable

Proceeding from the reality, the mathematical method is used to reflect the fairness and rationality of the index distribution.

3. Enhance work motivation

The healthy operation of the incentive system increases the working motivation.

Everyone knows that the anchors behind the dollar used to be gold, and since the collapse of the Bretton Woods system, the anchors of the dollar have become oil. What is the anchor behind the sales index prediction and decomposition methodology? It must be historical sales data, and all subsequent scientific decisions are based on this data to provide support and advice.

The formulation of indicators is inseparable from the cooperation of various departments of the company. although the marketing department and the SFE department do not participate in the final sales, the cooperative department needs to provide the bosses with scientific basis and reasonable data, combined with the general environment and national policy to help them make a correct judgment.

Of course, the formulation of scientific indicators is also inseparable from the communication up and down, with the national indicators, we need to use the methodology to disassemble it to the provincial level, and then through the methodology to the institutional level. The regional manager divides the indicators down, which means to report the estimates up and down, so as to find a goal that is acceptable to everyone. At the same time, the manager should also communicate with the superior supervisor regional manager to forecast the sales in the next cycle, so that the superior leaders can better understand the next work direction and goals, and give enough support.

Photo source: decision-making easy East China implementation delivery Director Lin Liang General Courseware

Among them, the methodology of index decomposition focuses on the following four kinds:

1. Trends

2. Phasing of Past years

3. Historical Provincial Proportion

4. Weighted Average

Friends who want to learn the methodology, new friends scan the code to watch the live broadcast, and the old friends who have added Xiaoyi replied 0829 to get the playback link ~

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