某企业高效团队建设.pptVIP

先人后事 涉及的事情 事务分离 人是真正重要的问题! 观察 观察什么? 行为 语言 身体语言 面部表情 关系 组织 意识 等等 怎样观察 听 看 了解 掌握情况，作出正确决策! 提供反馈 7-1原则，即推出7条以上的肯定意见，1条否定意见，这样才不会使人太难堪 在轻松活跃的气氛中进行 集中于真实情况 可以进行交叉的反馈 行动计划 集中于重要事项 持续进行直到计划被确定下来 保持会议与会议之间的连续性 跟进到位 成功的标准 每年100-120个培训日 2天工作会议 对每个工作会议的书面意见 What to do? Before a Work Session PRIOR TO WORK SESSION:?Establishing your objectives-???????? direction (global and specific)-???????? primary skill to develop on work session-???????? developmental discussion (OJT)?Soliciting their objectives?Preparing to demonstrate key skills?Determining methods for skill transfer What to Do?During a Work Session ?DURING WORK SESSION:? People first, things second? Discuss plan for two day session-???????? how does it accomplish work session objectives?-???????? When will we work on primary skills-???????? Role of Sales Manager on key calls-???????? Is there an opportunity for OJT development? ?Feedback-???????? recognize positives-???????lead them, don’t tell them-???????use adult learning model-???????? discuss-???????? show/practice-???????? apply on next call What to do? After a Work Session ?End of Work Session-???????? Positive, but honest feedback-???????? Field Conference Report-???????? Summarize day-???????? Take away points-???????? Action plan ?FOLLOWING WORK SESSION-Send copy of Field Feedback form to  Sales Rep and Manager-Keep copy for interim  discussion/feedback  Four stages of Career Exploration (探索期) Establishment (成长期) Maintenance (稳定期) Disengagement (引退期) S 1 S2 S3 S4 不同的激励/不同时期 Career Stage Characteristics of Salesperson Motivator Exploration (探索期) Establishment (成长期) Maintenance (稳定期) Disengagement (引退期) Early phase Searching for comfortable position Is likely to change occupation Seeks Stabilization in occupation See career as very important Strives for professional success and Promotion Conce