Preface: Having worked on the front lines of the market for many years as a regional sales manager, I later transitioned to sales training. Here, I have compiled some of my training materials for the reference of fellow professionals.
- Regional sales manager: a hot position ranking high in talent market demand!
- Regional sales manager: the fastest-draining human resource in marketing enterprises!
- Regional sales manager: a devilish profession filled with both pain and joy!
If you hate someone, urge them to become a regional sales manager! Let them endure the relentless storms of the market, witness the fickleness of the world, and taste the coldness of human relationships—a true purgatory on earth!
Rule 1: Company interests above all ▲ The company is the survival platform for all employees; personal interests must not conflict with it. Once internal strife erupts, the least consequence is a reprimand or penalty, and the worst is dismissal. If you break the rice bowl of the boss or everyone else, no one will have a good day.
Rule 2: Team is paramount ▲ The team is the lifeline of the sales department. In this market economy era where marketing networks support industrial entities, unless you are a hollow moon man from another realm, no regional manager can ignore the modern social contract of survival and work.
Rule 3: Demand of yourself the standards of the boss ▲ Although your salary, commissions, and bonuses are related to performance, they are ultimately realized on the basis of the boss's corporate interests. Therefore, to secure and expand your own interests, it is necessary to demand of yourself the standards of the boss. In the team, your supervisor and your clients are your bosses; your work attitude must surpass their expectations, or you will forever be the target of their criticism.
Rule 4: Do things ahead of time ▲ What is the standard for professionalism? Only one: whether you do things before or after others.
If the boss thinks of something and asks you to do it, and you complete it, that is not ahead; the boss is still ahead. If you do something the boss hasn't even thought of, that's excellent!
Similarly, compare with your supervisor and colleagues: are your efforts ahead or behind? Facing a large administrative and support staff, being nitpicked is uncomfortable, but know that if you do things ahead, you can nitpick others if you want to change the situation.
Rule 5: Responsiveness is the best reflection of personal value ▲ Personal value is based on the team's need for you! Therefore, whenever your superior initiates an idea or a colleague seeks work support, responding promptly is essential, as it relates to your value.
Rule 6: Advance in the direction of principles ▲ You can only accept the direction of principles, not resist it, if you intend to persevere and achieve something.
So, how to do things well? Simple: advance in the direction of the company's explicit principles, do not deviate, and do not be swayed by others, including certain instructions from your supervisor.
Rule 7: Professional spirit first, then personal connections ▲ There are all kinds of people in the sales department, but some are dispensable because they lack professional spirit; they cannot be relied upon, and they are just ellipses in the department, destined to disappear in result-oriented models and processes.
Professional spirit is service itself—service to customers and service to colleagues around you.
Rule 8: Standards are authority; standards are a spirit ▲ Some people never work according to standards because they never see it as necessary, so they are always suppressed and their achievements are always denied.
Standards are a spirit, a valuable habit, which is why they are hard to cultivate. But without standards, there is no authority. Standards mean you not only know how to conduct yourself and do things, but also how to do them well.
Rule 9: Initiative is efficiency; be proactive, proactive, and more proactive ▲ Proactive people are the smartest, the best partners in the team, and friends everyone wants. Always remember: initiative is your best teacher. In times of difficulty, it is initiative, not luck, that helps us.
Rule 10: Anyone can be a teacher ▲ Because of fear of making mistakes or seeking psychological security, people want someone to rely on and guide them. That is correct, but the problem is that some mistakenly see the leader as the only teacher. Not to mention the painful lesson that leaders as teachers often dislike slow learners; in fact, anyone in the team can be your teacher, as long as you learn with humility, not for other ulterior motives. You need knowledge, not a teacher.
Rule 11: Three elements of work: plan, goal, and time ▲ Always have a plan, always know the goal, and never forget to watch the time.
Rule 12: No excuses, only results ▲ In a competitive society, explanations are often meaningless; they imply you want to shirk responsibility or shift blame.
If you don't want to see the final result, first do your best to change the process. Always remember: performance speaks, achievements speak.
Rule 13: Don't fabricate results; roll up your sleeves and work ▲ Don't scare yourself or others with terrible results; first roll up your sleeves and work. Only then will you know if the result is truly terrible. Experience shows that over 95% of terrible predictions disappear once you start working.
Rule 14: Shifting blame is ineffective ▲ In the face of failure or mistakes, everyone knows the worst approach is to shift blame, and in a team, shifting blame is ineffective.
A team is like a chain; those who always shift blame are like sand in the chain, making others uncomfortable and deepening the impression of your mistake.
Rule 15: Simplify, simplify, simplify ▲ Don't exaggerate, don't bluff, and don't create unnecessary complications. Finding shortcuts is the primary way to improve work efficiency. If you can do the same task more simply than others, that's great.
Rule 16: Doing 100% is your duty ▲ 100% is perfection; pursuing customer satisfaction and perfect service is the work standard for regional managers. Don't think this is a high requirement; if you achieve 100%, you have just completed your task.
Rule 17: Be low-key in personal conduct, high-key in work; don't reverse it ▲ Being low-key in personal conduct maintains a healthy atmosphere around you, while being high-key in work wins support and reputation.
Rule 18: Communication eliminates all obstacles ▲ Communication ability is a basic quality for regional managers. Don't fear minor communication troubles; if you don't want to face bigger troubles, you must communicate and coordinate with everything around you. Smoothness doesn't fall from the sky; it is the result of communication.
Rule 19: A regional manager is first a propaganda machine ▲ As a mobile advertising window for the company, whether walking through streets or going deep into towns and villages, you must talk and sing all the way, tirelessly promoting the company and its products. This is your most basic task.
Of course, before motivating others, you must first motivate yourself!
Rule 20: Always maintain progress and an open mind ▲ Humility is a sign of an open mind.
In any sales department, two types of people benefit the most: those who are bold in pioneering and advancing, reaping their own rewards while failures are borne by superiors or the boss; more importantly, they leave their retreat to the boss or superiors to handle. The other type are those with an open mind; they are humble, effectively accept others' views, so their success comes faster and their gains are greater!
Rule 21: Up or out ▲ In the knowledge economy, everything is related to learning, so the first secret to survival is to learn, learn, and learn again. Those who are lazy in learning are actually choosing to lag behind, which means choosing to leave.
At the request of many distributor friends, the fourth B2B e-commerce study tour of this platform will be held from August 15-18, visiting Qianmi Network and Alibaba 1688 Retail Link in Nanjing and Hangzhou. Distributor friends interested in transformation can join us for on-site visits:
Activity schedule: Time: August 15-18
15th: Check in at designated hotel in Nanjing; 16th: Visit Qianmi Network, then take high-speed rail to Hangzhou in the afternoon; 17th: Participate in the "FMCG Distributor B2B Transformation Exchange Summit"; 18th: Visit Alibaba 1688 Retail Link in Hangzhou;
Distributor friends interested in transformation are welcome to join us to learn and visit on-site:
Organization format
- Company visit
- Actual market case visit
- On-site explanation
- One-on-one communication
Participating distributor friends only need to pay a registration fee of 200 yuan. Other expenses are self-covered. Note: This study tour is limited to distributors.
Interested distributor friends can register by long-pressing the QR code below. When adding, please note: "Fourth Registration".
Non-participants, please do not disturb
Group photos from previous tours: 3rd B2B e-commerce study tour group photo, from top to bottom: Yunbao Shangmeng, Weijie City Distribution, Wanshang Yizhan. 2nd B2B e-commerce study tour group photo, from top to bottom: Jinhuobao, Caiba, Yishang. 1st B2B e-commerce study tour group photo, from top to bottom: Piduoduo, Beiquan, Yishang.
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