理想TOP2·2025-06-21 15:03Core Viewpoint - The article analyzes why the company's recent reforms are temporarily unable to achieve their intended goals, focusing on the need for sales to concentrate on value delivery to create a positive order cycle [1]. Group 1: Current Challenges - The company's current approach to solving problems is not effective in achieving its objectives, although it is believed that with time, the company will eventually reach its goals, albeit with a potential impact on sales in the interim [2]. - The pressure on sales teams to generate orders is excessive, with managers frequently pushing for orders, which can lead to negative outcomes [3][7]. - The internal motivation of store managers is crucial; they need to take initiative rather than being micromanaged, and they should receive support when necessary [4]. Group 2: Management and Structure - Effective management of sales requires the cooperation and management of store managers, who typically oversee a limited number of sales personnel, emphasizing the importance of personal management within their capacity [5]. - The company's recent reforms have included various attempts to focus sales on value delivery, such as eliminating the sales PIP system and enforcing stricter commission policies, but the existing pressure for orders undermines these efforts [6]. - The current environment has led to confusion regarding roles and responsibilities among various functions, although some improvements have been noted recently [10]. Group 3: Impact on Sales - The overwhelming focus on short-term order generation has transformed sales personnel into mere policy transmitters, detracting from their ability to communicate the value of the company's products effectively [11]. - The belief that frequent pressure for orders is beneficial for short-term sales has hindered the ability to deliver value, as there is a lack of autonomy for store managers and insufficient support for them [12]. - The inability to effectively convey value and its impact on orders is seen as a natural consequence of the current approach [13].