理想销售改革难点分析

Core Viewpoint - The article discusses the new sales reform initiated by the company in August 2025, focusing on a store-centric approach to effectively convey product value and create a positive order cycle [1] Group 1: Sales Philosophy - The core consensus for store managers includes three key points: genuine recognition of value transmission leads to positive order cycles, constant order chasing deteriorates order quality, and store managers should have intrinsic motivation to act independently while seeking support when needed [2] Group 2: Current Challenges - There are three main challenges hindering the realization of the above points: 1. Despite recognition at the Beijing level of the need to reduce order chasing, provincial and departmental leaders continue to do so, driven by a lack of understanding of its negative impact and a need for personal security [3] 2. Some store managers recognize the importance of value transmission but lack the conditions to operate efficiently, needing a sense of security, appropriate incentives, smoother team management, and better relationships with department heads [3] 3. The company is actively researching frontline sales issues, but the quality of this research needs improvement due to concerns among respondents about potential repercussions for candid feedback [7] Group 3: Management and Incentives - Effective management of sales teams is crucial, with store managers being the smallest management unit. A confident and proactive sales team can significantly enhance consumer perception compared to a disengaged one [4] - Current management structures limit store managers' authority, which is counterproductive to fostering a culture of value transmission [4] - The focus on short-term ROI and profit can paradoxically harm long-term profitability and ROI, as excessive concern for immediate results may stifle effective sales strategies [6]