激励员工超越自我PPT课件.ppt

,Dreaming!Acting!Achieving!Enjoying!,*,CNS Breakthrough 2009!,可编辑,如何调动积极性？,1,激励客户，不断超越,告诉员工做什么，其效果有限。,你必需让员工真心投入。,可编辑,2,激励客户，不断超越,确定所要求的行为,传达所要求的行为,识别他人喜好的激励手段,充分利用同事压力,跟进自己的指标,采用间歇性激励,帮助客户再度体验成功,可编辑,3,确定所要求的行为,目前面临的最紧迫的难题是什么？,必须采取何种行动才有助于克服困难和挑战？,可编辑,4,传达所要求的行为,一旦确定了应对本公司重大挑战所必需的行为，就应使用清晰易懂的语言，将这些行为告知自己的客户。,可编辑,5,识别他人喜好的激励手段,个人表扬，或公开表扬,对圆满完成目标的写信表示感谢,邀请为解决技术问题出谋划策,提供机会教育、影响他人,可编辑,6,充分利用同事压力,受邀分享成功故事具有正面强化效果,分享成功事迹，还能激发客户自己取得成功（并由此获得同事与上级）的愿望,可编辑,7,跟进自己的指示,如果人们知道你会跟进自己宣布的目标，便会有可能表现出你所期望的行为。,可编辑,8,采用间歇性奖励,在客户刚开始产生合意的行为时采用非常频繁的几乎持续的正面强化，令这些行为达到所需的强度。,当他们平稳保持最佳效果时，则马上转为间歇性强化，减少奖励的频率。,可编辑,9,帮助客户再度体验成功,可通过提出这样的问题来构筑让客户倒转时光，体验成功的桥梁。,您是如何解决这个问题的？,对方在解释如何取得成功的同时，也再度体验了自己的成就。,可编辑,10,可编辑,11,2025/5/10 周六,12,可编辑,General Colin Powell,The day soldiers stop bringing you their problems and asking the collaboration is,the day,you have stopped leading them.They have either lost confidence that you can help them or concluded that you do not care.Either case is a failure of leadership.,13,可编辑,External,To-Be,Need“,D.O.M,”in 2009,To,D,ifferentiate,vs.major competitors:,与主要竞争对手,差异化,.,To,O,ptimize,sales and marketing resource allocation:,销售市场资源,最优化,.,To,M,aximize,top line growth:,销售增长,最大化,.,Internal,.,.,.,.,.,.,.,.,.,.,2008,14,可编辑,“BREAKTHROUGH!”,“,突破,”,15,可编辑,“BREAKTHROUGH,Thinking,!”,“,突破的,思维,!”,16,可编辑,“BREAKTHROUGH,Passion,!”,“,突破的,热情,!”,17,可编辑,The way,CNS,feels,Passion,for People,Team,Passion,Passion,for Business,Passion,for Customers,18,可编辑,“BREAKTHROUGH,Team&People,!”,“,突破的,团队和人才,!”,19,可编辑,What you need to do in 2009,No TBA,in 2009 and 5%Buffer HC,100%,Cover P hospitals.How?,Need to solve the channel problems.(Smooth Supply Select right distributors,dedicated drug stores for non listed products),Need to proactively communicate with commercial team and distributors.,Synergize other products resources and Multi line MR,Good taking care of people:15%Turn Over Rate Target,Have a face to face meeting with each MR per month,Weekly Coaching Report/Weekly comment,20,可编辑,What you need to do in 2009,MR regular Evaluation:Should be aligned into Year End Incentive,Join call visit evaluation:Quarterly Basis,Product Knowledge Evaluation:Twice a year,Detailing evaluation:Quarterly Basis,Accurate“Bottom Up”Forecast,Monthly deviation follow up,Breakthrough Selling Promotion Activities,Show your leadership,21,可编辑,10 Essentials Key Drivers to be a Successful XJP CNC Leader,The way we Feel,Passion,1.Passion for People Development,2.Passion for Business,3.Passion for Customers,The way we Think,Innovation,4.Think Out of the Box,5.Learning&Sharing,The way we Act,Speed and Energy,6.Speed of action,7.High Energy levels,The way we Lead,Courage and Integrity,8.Personal Leadership,9.Prudent Risk taking,10.Competitiveness,22,2025/5/10 周六,23,