3 years ago, I am the member that a gold is sold. Accidental opportunity, I take a whole world the sale agent of well-known trademark counterpoises, began my poineering career thereby.
Depending on old person arteries and veins, experience, I accomplished the company smoothly the dimensions of 50 million. Because energy is finite, I promoted the selling manager with 3 good outstanding achievement, be in charge of 3 clients of big area respectively, oneself are in charge of this locality big client merely, energy at the same time move arrives on interior management.
Person more than 1, with respect to need index measures the outstanding achievement of everybody. But I feel disgusted very much to performance assessment, remember the terror that oneself once were controlled by KPI place for a time, and captivity that abasement in Excel form, I do a lot of index to restrict my employee anything but. So I give 3 selling managers make known to lower levels only main sale index.
Half an year comes down, the effect is first-rate, sale jumps. Be in I jauntily when, financial manager put forward a serious financial early-warning to me: The sale grew 50% first half of the year, but profit rose only 10% .
The course is checked, I just know the reason goes out where. We have two kinds of products, a kind profit of product gross profit is very high, but market demand is not big; B kind product market space is large, better sell, but gain is very small. 3 managers for sale, natural thrust B kind product. Actually I exhort repeatedly all the time, these two kinds of products are very main, but before the interest, everybody is met naturally hasten benefit avoids kill.
Do not have method, I increased an assessment quota again, core index is two now: Sale and profit margin.
Still never mention it, KPI is the canal is used, after 3 months, the A with good profit kind product sale picked up slowly.
Prepare travel going abroad in me when period of time, I received the telephone call of an old client with old collaboration, the word of old client lets me be astonished greatly, I let a person search rapidly very long the client statistics that did not see.
Statistics shows, the rate of old client prediction of a person's luck in a given year this year rose several times, but because measure of new client growth is faster, covered this issue. Reason of get to the bottom of, former company has C of a kind of special product, market demand is little, but very firm need, the key is without other the company is acting as agent, I regard the ace in the hand as C product before, regard as of old client pass on. But 3 present selling managers, for most beg outstanding achievement, regard the chip that strives for new client as C product. Old client was not passed on, cancel order naturally in succession.
I greatly rusty, remember the company previously does KPI so responsibly suddenly, force to employee so.
Think of will want to go, can increase an assessment quota again only, rate of client prediction of a person's luck in a given year.
After a month, client prediction of a person's luck in a given year leads stability, but new issue came again.
Financial manager says the cash of the company flows these a few months is negative, selling manager to protect outstanding achievement, affirmatory very much Zhang period, but come so, a money of the company became an issue.
Do not have method, increased to answer the assessment index of the paragraph again.
But such going down, I know to increase even " cost of sales " , " stock fund takes up " wait index a moment.
KPI is a good thing really, what do you assess, what can get;
But KPI is a bastard, always the stuff that you do not check, can become outstanding achievement black hole.
But the seriousness that I at that time had not realized a problem, inspired my fight instead: I was not believed, I not only should assess outstanding achievement, assess be out on duty even, assess company culture, assessment faithfulness is spent, assess a mood...
Come, mutual harm!
The result cans be imagined, I went bankrupt. Actually, KPI is a company and the battlefield that employee rich weichis, go up in this battlefield nevertheless, company a few without a stratagem which ensures success. Because the company needs to manage the KPI that turns a person, but the KPI that employee wants to had been in charge of his only.
Person cannot too avaricious, actually I can be in completely " true assessment, but have outstanding achievement black hole " and " false assessment, give employee pressure of a bit psychology " this is both intermediate choice.
