An old story:
eat
a monk carrying 2 monks carry the water to eat
three monks not water to beverage
the story of the monk
chart, looped warmhearted for many years been the earth, some of it as a joke, someone equitable tell it as a baby listening to the story, in fact, it is evidence of the importance of teamwork to the people. Team is like the atmosphere everywhere, how better management team? How to build a muscular sales team?
author through years of observing and analyzing the sales team and summarize, and team management experience,
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(A), management by objectives (objectives management):
one old fable, the story reads: Someone asked the 3 masons were by go act what?
first mason, said: blow when the second mason
stones as he replied:
third mason eyes flashing with intelligence, said:
goal-directed behavior, three another targets mason, the ultimate result not the same,
Women Puma First Round, if I were you I enjoyed, may eventually even have enough to eat. So a team must have a goal, each team member must have a clear goal, team management has the responsibility for team members to develop applicable goals, so the goal of management is the management team is an important way,
Pumas, particularly the sales team , the target need guidance!
as a leader have to understand what the expectations of subordinates, and employees have to know what results. Team goal is the marrow of the group, guiding the team to shake the lighthouse, there is also the team's organizational significance. Therefore, the team management to goal-oriented.
1, what is management by objectives?
target management team leader is to work beneath the control member into a set together with the subordinate objective criteria and goals, they depend on their own initiative to complete work in part of.
2, the target of specific management practices can be divided into three phases: the first set as the goal; the second phase of the process to achieve the objectives of management; the third phase for the determination and evaluation of the results achieved.
1) goal setting
① target senior leadership team.
This is a transient plan to alteration the target. That can be made by the parent, and then discuss with subordinates; can also be made by a subordinate, ratified by higher authorities. Either way, must work attach to argue the determination;
Second, the team leader must be based on the team's mission and long-term tactics, the objective context is estimated that the opportunities and challenges, the pros and cons of this team have a clear understanding. The organization should be skillful to achieve an mind.
② to reconsider the organizational architecture and division of responsibilities.
target management requirements to resolve each sub-goal has the chief responsibility. Therefore, the proposed target,
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③ set lower goals.
First of all subordinate
team planning and explicit objectives, and clear understanding of their targets. In the dispute, adore for superiors to subordinates, to remedy human equally, hearing attentively to the lower attitude, aid amplify consistency and advocate of the lower targets.
specific sub-objectives to be quantified, so that examination; prioritized in order to lest trade-off; both challenging,
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④ superiors and subordinates to achieve the conditions essential for the objectives and goals to reach an approval behind the reward.
sub-goal-setting, the lower corresponding to the allocation of resources to allow the power to achieve unity of powers and responsibilities. Finally, the summary of each team member's goals for real-time alerting and assessment.
2) to achieve the target process management
treatment by objectives focus ashore results, emphasizing autonomy, autonomy and initiative. Does no average namely mastery tin be hands-off, aboard the inverse due to the formation of the target system, a ring wastage, it will influence the overall position. Therefore,
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first regular checks, the use of regular adjoin with either opportunities and outlets for response to be;
notification to the lower
followed the progress of effortless co-ordination;
again to help lower the difficulties arising in the work to solve the problem, while abrupt and unpredictable accidents, serious clash on organizational goals, they can through decisive procedures, to adjust the incipient target.
3) summarize and evaluate
achieve the lusted phase, the lower the first self-evaluation, submit a written report; and lower levels with the goal of achievement of appraisal to determine rewards and disciplines; also discuss the afterward stage of goal, begin a new wheel. If the target is not completed, analyze the occasions and courses learned, should not reprove each additional, in mandate to maintain the air of common believe. For the success of management objectives, care must also be some of the emulating conditions:
① up to the senior management team to participate in the development of high-level strategic objectives;
② subordinates to participate actively in the formulation of objectives and implementation process;
③ intelligence information to the full;
④ directors the means to accomplish its objectives and a corresponding control of power;
⑤ of the target-oriented management of the hazards ought be stimuli;
⑥ of the team members have trust. Meanwhile, in the use of management by objectives approach, but also to discourage some deviations happen, for instance: not over-emphasize quantitative indicators, ignoring the qualitative content, according to the changing environment, timely adjustment of goals.
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