In a marketing team, the division of labor is different, and the responsibilities they bear are different, and the corresponding positions are different. In this case, the manager, the business director, the business personnel, the tally personnel, the promotion personnel and other levels, each person's positioning determines the positioning of the entire team, which in a certain sense determines the success or failure of the team.
The author gradually concluded that there are different types of positioning structures in the marketing team. Because of the environment and atmosphere of the whole team, the responsibility, collaboration, work goals, personal vision, etc. of the team have made great difference. First, the framework of different structures is formed implicitly and post-dominantly. For example, there is a “pyramid†type of positioning structure, which is carried forward from the tower base to the apex layer, so that this team generally presents a prosperous situation; Straight tower-type positioning structure, all levels of "self-sweeping the front of the snow" do not interfere with each other, there is a tendency to "scatter sand", the development of this team is relatively slow; there are "inverted pyramid"-style positioning structure, each The level is doing the next level of work, and let the upper level do their own work. This kind of team is generally dull and the development is inevitably slow and heavy, and the situation is more and more declining. These structures are different. foot.
First of all, the "inverted pyramid" type of positioning structure is actually the vertical positioning of personnel, the diminishing duties, the tower base is unstable, the layers are loose and crumbling.
Case 1 A marketing company for health care products is bleak, and everyone is struggling, but everyone says that they are very busy, very tired, and very depressed. It is generally believed that returns are not proportional to pay. It is true that on the surface everyone is working very hard, busy with a mess, what is it like? I don’t know what I’m busy with!
In this sales team, the salesman is responsible for the overall market channel development and maintenance. They have a lot of things to do; but most of the working time they spend this way: first go to see a few sales outlets, then I headed into a store with a large sales volume and worked as a promoter. If the boss is looking for a salesman, they will make promotions in the store in all likelihood. This reason should be said that no one can pick out obvious problems.
In this way, the promoters who have a large proportion of people will have nothing to do. As everyone knows, the promoters should be the "terminal warriors" who are in close contact with the consumers and are connected with the competing products. They are happy to have a leisure time, some people come to help with the promotion, and their wages are still earned a lot. It is really the best of both worlds; The work that the staff should do, such as business negotiation, network development, promotion activities, market maintenance, customer return visits, etc., is done by the business director.
The three business directors are not so much responsible for the management of several salesmen, but rather the obedience to the management of the salesman. Several people manage one person, and that is certainly good. If the salesman has any problems, he is not trying to solve it. The idea is to hand it over to the business director. If he misses the leak, he is not going to block the death faster to avoid greater losses. Instead, he pushes the business director. Responsible for the aftermath; and once the results are made, there is no doubt that everyone is there, and everyone has a share. The time is long, the performance is not up, the problem is a lot.
The business director puts time and energy on trivial matters all day long. Many big things have to be managed. Then there is a manager, and the manager is not the center of the decision-making strategy. He has become a "firefighter" who solves problems everywhere. He does not understand how there are so many things that he needs to do! You think about it, so the specific work of many people is gathered on the manager alone, and his burden is not heavy.
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