姚岚《借力外企倍增收益》外企SEP销售模式助力民企转型

《借力外企倍增收益》
外企SEP销售模式助力民企转型
主讲：姚岚老师

【课程背景】
民营企业在经历了初期的创业发展后，在市场竞争中普遍遭遇发展瓶颈，为了长远的稳定发展，考虑到西方企业管理水平成熟且高明，造就无数世界级著名品牌和企业，很多民企就采用“拿来主义”，在自己企业内部引进全套西式管理做法，招聘熟悉外企管理的职业经理人担当业务负责人，企图复制外企的成功之路。但，拿来就用的那些企业却无一成功！
问题出在哪？答案只有二个字“照搬”，过去无数案例告诉我们，如果不结合企业实际情况，纹丝不动地照搬西方管理条例，民营企业只有死的更快。所以，如何借鉴前行者？
如何自省自身？
如何清晰二者的差异和互补点？
如何巧妙地将二者结合？
才是最终能够站在巨人的肩膀上获得成功的关键。
每一家民营企业内部都存在着各种大大小小的问题和隐患，有些甚至不被管理层察觉，市面上从来没有一个短期内可全面提升企业能力的“低价神药”，但我们可以选择“水桶最短板”进行赋能和提升，既能尽量减少企业转型成本，也最快见效，这“最短板”往往就是民营企业在市场销售行为的困难。
如何在企业最小的投入前提下，找到并解决企业最需要提升的销售短板？如何快速提升60%以上的销售业绩？
本课程摒弃繁杂的西方管理理论灌输，聚焦企业最短板，轻理论重实践，拔“板“助长成功后，能解决企业70%的核心问题。

课程着力解决客户普遍存在的三个大问题：
1，看不清？
市场机会在哪里？用户深度需求是什么？如何摆脱同质化竞争？
2，怎么做？
如何设计战略规划？如何从上到下，从内至外分解战略计划？如何确定目标？
3，没法管？
企业内部执行力如何评估？各团队协同如何进行？有效量化考核到每个人可能吗？

【培训目标】
本课程能给学员带来什么？，

了解企业转型需要具备的最基础能力和方法
了解各团队“协”与“同”是转型能否成功的标尺
了解量化考核是战略执行的基础
掌握战略设计的核心4要素
能够制定吻合企业战略的分解行动计划
掌握考核老板的3+1指标
掌握培养企业内部潜在人才的4种方法

课后学员能够带走什么？

PESTEL洞察术调查表
1+N量化考核制度示范稿
团队跨界协同行动示范计划

【授课对象】企业总监以上级别管理人员，总裁，营销总监，经理，中层管理人员。
【授课形式】讲授、案例分享、小组讨论等

【课程时长】6小时/天 1-2天/6-12小时

请您提前准备：一份自己公司面临的困难top3（不含政策限制或融资困难）

课程大纲
前言：破冰环节，课程目的简述

一、外企如何高效地解决问题？

1.1，强大的品牌和技术创新能力
1.2，全球化的经济背景和产业信息分享，助力战略方向
1.3，全体员工的外企心态
1.4，量化思维无所不在
1.5，团队战力形成固化的行动力
1.6，充沛的资金对企业发展提供保障
自我测试二：大家找出不服点，区别民企和外企的差异
案例：某外企和某民营在文化，销售行为，产品创新，服务等方面的差异性

二、如何找出你企业的最短板？

2.1，影响企业市场行为的最痛点
2.2，影响企业内部人员情绪感受的最痛点
2.3，影响大家感知企业未来画面的最痛点
互动游戏：各组讨论给出TOP3困境（政策类除外）

三、如何用外企的“SEP膏方”治愈民企的痛点？

3.1，抓住民企普遍的最短板，它的提升就是现阶段整体的提升
3.2，最小资金投入获得最优性价比的转型道路
3.3，可行性分析-最可能成功的“拔板助长”
3.4，战略板块的转型要求
3.5，团队转型的困难和聚焦
案例分享：DY公司转型1年，利润率翻倍，成功！
互动环节：分享你能够实现的转型模块，并给出大致行动方向

四、“SEP膏方”战略篇-不求最大，但求最强！巧用波特的“缝隙战略”？

4.1、对市场和用户需求的洞察技能
4.2、PESTEL训练模式对洞察力的提升作用
4.3、无法获得洞察的细分短板—SPIN沟通民营版
4.4、醍醐灌顶-从顶部到底部，战略执行的设计要点
4.5、创新，如何做到”新””奇””异”
案例分享：爱科集团如何用“洞察+创新“赢得用户认可，拿下亚洲最大项目

五、“SEP膏方”协同篇--协与同，一母多胎，如何齐飞？

5.1、转型过程中哪些人会成为“吃瓜群众“
案例：72道邮件轮回
5.2、多小的企业都需要企业文化，愿景和使命
案例：某外企和某民企在企业文化上的差异表现
5.3、变革成功的受益者仅仅是老板吗？
5.4、“协“”同“是协调一致+结果与战略同方向
案例：协而不同的事每天都在发生
5.5、协同要求的考核方法

六、“SEP膏方”执行篇-杀鸡骇猴对吗？

6.1、执行力是企业变革成功最关键要素
6.2、执行力低下的分析
6.3，解决执行力的4+1原则
6.4、老板的核心考核之一---内练一口气，外练筋骨皮
6.5、老板督促原则—闭上嘴，迈开腿

七、DY公司“SEP膏方”转型实录

7.1，大吃一惊的洞察结果
7.2，艰难的转型战略出炉
7.3，陈胜吴广式对抗战略计划和考核体系
7.4，缝隙竞争战略曙光初现
7.5，合理愿景催化团队协同变成家人互助
7.6，多赢结局-1年时间利润倍增

八、课程总结

8.1、转型的3+1要素
8.2、战略创新量化考核+执行力=战略转型
8.3、缝隙竞争战略的3个方面-“新”“奇”“异”
8.2、团队协同才能战略成功
8.3、量化，量化，量化，重要的事情说三遍
8.4、老板的3+1考核指标

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Email：grlwwf@163.com

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SELECT * FROM `hsgl_888_2022`.`hsgl_kcmod_data_0` WHERE `id` = '74' LIMIT 1; [ RunTime:0.000228s ]
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SELECT * FROM `hsgl_888_2022`.`hsgl_szwz` WHERE `glsz`='1261' AND `status`=99 AND `catid`=30 ORDER BY updatetime desc LIMIT 30; [ RunTime:0.005349s ]
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SELECT * FROM `hsgl_888_2022`.`hsgl_shizi` WHERE (`keywords` LIKE '%%')and catid<>31 ORDER BY updatetime asc LIMIT 9; [ RunTime:0.003393s ]

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