How should the decoration company manage?

Hello, everyone, I'm Mr. Jiang, the expert consultant of freshman consultation.

In this issue, I want to talk to you about how decoration enterprises plan their goals in the new year.

In reality, enterprises often encounter several problems in the process of setting business objectives:

1, I don't know how to set a reasonable goal, but most of them are the boss slapping his head or multiplying the coefficient by 1.2 and 1.3 according to historical achievements.

2, only know to set an overall goal, without breaking it down into sub-goals, and finally ignore other important factors in order to achieve business goals, such as the improvement of per capita productivity of designers, the conversion rate of old customers, community sharing and so on. These are all important factors for the continuous growth of performance.

3, the goal is not unified or there are conflicts between the goals, resulting in a lot of management internal friction.

First of all, we should understand the thinking logic of goal setting, and then master some methods.

In the new year, whether the growth point of the company's business is in the incremental market or the stock market, the embryo room accounts for a significant proportion, or it is old-fashioned, partially transformed, hardcover and soft-packed; Whether to design business objectives based on opportunities+advantages or opportunities+potentials, we can use SWOT analysis tools to make a choice, define the direction at the beginning of the year, and form a business blueprint.

02

Conduct enterprise capability analysis

After clarifying the direction of the company's efforts, we also need to conduct a second round of evaluation of the past operating conditions:

1. Result list: What was achieved against the annual plan? Where is the gap? Why?

2. Problem inventory: What are the important problems? What is the reason? How to solve it? How to prevent it?

3. Case inventory: What successful experiences can be replicated and promoted? Form knowledge precipitation and training materials, which failure cases can standardize the process and system?

4. Talent Inventory: What are the performance standards of teams and individuals? What is the number of core employees? Is the employee's identity and ability competent?

These answers finally form the capability framework of the enterprise.

03

Principles and basis of goal setting

Goal setting should follow the SMART principle, including s: concreteness; M: testability; A: Accessibility; R: correlation; T: timeliness.

According to the company's strategic plan, annual plan, historical data, opinions of management and employees, market opportunities, competition and scarce resources.

04

Procedure and decomposition of goal setting

The company's decision-making layer draws up the company-level target system: financial and sales sectors, such as packaged sales revenue, payment back, net profit, etc. Customer segmentation, such as market share, customer satisfaction, repeated customer growth, etc. Project delivery section, such as timely delivery, payment, collection, zero risk, etc. ; Team growth, such as employee satisfaction, second-tier echelon construction, human efficiency growth, etc.

According to the company's overall goal planning, the middle level draws up the departmental goal system, such as departmental output value achievement, cost control, team building, etc. , while the grassroots draw up the target system of the post, such as personal tasks, behavior norms, growth plans, etc.

In the process of goal setting, there will be a lot of top-down and bottom-up communication. Through full participation and management discussion, a three-level goal system chart covering enterprises, departments and positions will eventually be formed.

05

System composition of target

1, basic goal: this must be completed.

2. Challenge the goal: a goal that can only be achieved by jumping. The motivation of this goal will also be much higher than the basic goal. For example, if the basic goal is 30 million yuan, you can get double bonus if you complete it, and if you challenge the goal of 38 million yuan, you can get double bonus if you complete it.

3. Predict the target. Also known as the monthly plan goal, its significance lies in reviewing the differences between the actual completion and the actual completion, and summarizing the gains and losses.

4.PK goal. The best way to maintain team passion and team building is to have a big fight, and to maintain performance growth through constant confrontation among departments, groups and employees.

Knowing the thinking logic and some methods of goal setting, we still need to avoid two possible problems:

First, after the annual goal is set, it will not be split in the time dimension.

When the target is split from the company to the department and then to the post, it should be split in the time dimension to form annual target, quarterly target, monthly target and weekly target, and the sales department even needs to reach the daily target to synchronize performance management.

Second, after the completion of the annual goal setting, it has not been transformed into a work plan.

We know that a plan includes seven elements: objectives, channels, steps, responsibilities, status, time and feedback.

How can we achieve the goal and make the plan effective?

For example, suppose a designer's annual output target is 3 million, the average unit value is 1.5 million, and the conversion rate is 30%. The weekly output value target is 1, and the weekly output value is 70000; 2.2-week deposit; 3. Sign the bill every two weeks; 4. Signing period 12 days; 5. There are 7 effective measuring rooms every week.

Then his weekly work plan is:

1. Effective room measurement: When to make an appointment for the customer's room measurement? What measuring tools are equipped? What information do you carry? How to diagnose the apartment type? How to tap customer demand? How to design words?

2. Deposit collection: What did the customer talk about when he first entered the store? Who will say? Talking about single product tools? How to dispel customers' doubts?

3. Signing: When will the contract be signed? What is the secret of selling orders? How to make a promise?

4. Scheme: What if the customer doesn't come, the customer is uncertain, the customer doesn't sign, and the customer runs away?

5. Summary: Can the signing period be shortened? How to improve the conversion rate? How to improve the average single value? Do you want to analyze the running list? The answers behind this series of questions constitute the logic of our enterprise's output growth.

In management practice, weekly plans can be accumulated to form monthly plans, and monthly plans can be accumulated to form annual plans, and vice versa, so that enterprises can promote target management in an orderly manner.