AUTHOR ARCHIVE
Articles by 邓杰
Browse 7 New Distribution articles by 邓杰.
Published articles
7 articles · Page 1 of 1
To Distributors: How Should You Treat Your Salespeople?
For trading companies, salespeople are one of the most important assets, and excellent salespeople are especially valuable. Bosses often don't know how to treat them properly. This article analyzes the concerns bosses have about salespeople and the needs of salespeople, and provides solutions to address these issues, such as improving recruitment and training, implementing CRM systems, offering competitive compensation, creating a comfortable work environment, and providing career development opportunities.
邓杰To Distributors: How Should You Treat the Business Brothers Who Once Fought Alongside You?
For trading companies, salespeople are one of the most important assets, and excellent salespeople are especially valuable. Bosses often treat them with great care, unsure how to handle them. Boss P, owner of a trading company, discovered in 2017 that a large amount of 'accounts receivable' had become uncollectible bad debts, prompting reflection on how to treat his sales team.
邓杰Is Your Business Team's Execution Poor? Try the "143" Model
For those in sales, besides high-frequency terms like "sales targets" and "collections," "execution" is certainly familiar. Having observed many sales teams, common issues include marketing questioning sales' execution, management questioning frontline performance, and third-party planners blaming execution, leading to the mantra "30% planning, 70% execution." This article proposes a systematic model for building execution capability in business teams.
邓杰Pathways to Achieving Incremental Growth and Efficiency in FMCG Regional Markets
Sales growth is an eternal topic for any regional market leader, requiring careful thought and countermeasures. However, in reality, regional managers or operators often repeat 'yesterday's story'—ignoring internal factors and emphasizing external elements, as shown in two situations: negative attitudes and excessive reliance on policy support, or focusing on quantity over quality. This article analyzes these pitfalls and proposes five concrete pathways for healthy regional development.
邓杰The "143" Model for Building an Execution System in Business Teams
For those in sales, besides high-frequency terms like "sales tasks" and "receivables," "execution" is certainly familiar. Having observed many sales teams, common issues include market departments questioning sales teams' weak execution, top management questioning frontline staff's inadequate execution, and third-party planners blaming execution problems, leading to the mantra "30% planning, 70% execution." This article proposes a "143" model for constructing an execution system in business teams, emphasizing the need to treat the team as an asset, establish four safeguard mechanisms, and focus on three core projects.
邓杰Making the Most of Tasks: Five Key Priorities for FMCG Regional Managers
For sales personnel, tasks are the core of all actions, and completing them is our sole mission. This article discusses how regional managers can guide team sales behavior through tasks, enhance coordination, execution efficiency, and actual results to achieve task completion. It proposes five major priorities: setting clear regional stage tasks, decomposing tasks, specifying implementation paths, tracking execution, and providing feedback.
邓杰Five "Major Tasks" That FMCG Regional Managers Must Take Seriously
For sales personnel, tasks are the core of all actions, and completing them is our sole mission. How to guide team sales behavior through tasks? How to enhance coordination, execution efficiency, and actual results to achieve task completion? This is a major topic every regional manager must study seriously. Below are some thoughts that I hope will be valuable: Major Task One: Clarify (Set) Regional Phased Tasks. As a regional manager, first clarify what the current phase's tasks are, distinguishing core from non-core tasks to avoid passivity and blindness, and to plan work more scientifically.
邓杰