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1, unyielding principle
Many entrepreneurs anxious, which do not toB business.
For example, the value of the product if it was found not obvious, insist promote the marketing stage to find a way in sales, only less effective.
There is a common problem is that, originally wanted to charge, marketing difficulties, it changed for free. Seemingly been with customers, but these customers "true" to use it? Raised by customers are the real needs? Customers really do not use it cost?
Such a hoe not go around eating, and finally will come back around and let you make up this lesson. If this really is the case, it is not just the loss of time and money entrepreneurial team, the worse is the waste of opportunity.
I have seen a lot of teams did not do it in play man, eager to expand the team, even more rapidly in cities spread points. That would make the sales management very difficult - there is no sales results do not earn money, business executives become "employee care director" should have been spent on their customers time, were forced to spend staff and talk, play chicken on.
Perhaps the well-funded start-up companies, can give you set a stable high salary. But in a new market, personal income mainly from sales of basic salary if, where they have to fight? Speaking, or in front of the "bones" did not bite down, behind only waste more time.
2, the principle of the door
The original theory is not the same pin passengers enjoy founder Luo Xu. I found the entrepreneurial process, many places should consider this "go all out whether the" problem.
There are many difficulties entrepreneurs juncture, if the front doors are more than possibilities, how do we do? - optimal strategy is to select a door and then pushed hard to push, push If this does not open completely forget it, rush to push next door. If you push the first door half-hearted, then push the second door when difficulties will think, "is not the first door is right?" A variety of hesitation and speculation, will only make you fall in final these higher probability front.
I am also here to talk about the way the behavior of sales staff. Once a sale to get the task, it should not be dogged, in order to reach the goal will do anything, this is an excellent sales.
I and a co-founder responsible for product exchange, he was very confused why sales of single-minded, why tell them to do A type of customers, but also to find ways in the old type B customers. This is a manifestation of the principle of the door, excellent sales will be very insistent, we will be desperate to performance. Therefore, it is important to set clear goals, will play B sales customers, it must be because the company does not provide customer transactions B is not sales, it's usually because the company did not give a clear "customer portrait" and sales play. The exploratory stage, to go all out on every door.
3, the principle of superposition
1.10 2.85 11 th is, if the team in the product, in performance, in the management of energy and a 10% increase a month, a year down can lift nearly three times!
It will be able to interpret how SaaS companies should focus to make the products in question. If you do custom development projects, to make it clear whether it can ever return the head to do product? A project to do so, each time in the same direction, the ability to overlay it? Or the customer's needs with a palm hammer East, West, a stick? It is recalled that after the delivery of a project, how many hand tail? Whether there will be a new customer demands? Bug sudden emergency treatment consumed much time?
Organization and management capacity to accumulate even more so. You can suddenly try new methods, new channels, new resources on the business, but management should be progressive accumulation. This will slowly see the progress. In particular, to consider the use of key indicators of company management system, so as to secure cope with problems arising in business. I have a digital management tools "Every department TOP3 index system", another day to write a separate one for everyone.
Some indicators cycle is too long, the work is not enough guidance. Such as "renewal rate", startups 2 years before that index can not see, so look shorter period of "active month on month contract customers rate" indicator. Cycle is short, the ability to rapidly iterate needs.
4, sieve principle
For example, in the recruitment process, the interviewer is actually very difficult to put into how the candidates after the entry of judgment, verbally say, after all, is not so reliable. So to set up "a sieve" In the training phase, during the examination of the training can not be too easy to pass, the difficulty is not very high, but each student to put in eight hours outside a lot of time to master. Such screens can guarantee each new employee to cross the border have a strong will.
And once such a set number of screens in the management process, the establishment of a new branch structure, the new manager is also very easy to grasp, this will reduce the reliance on high-level individual ability (for example, the ability to quickly identify people) are.
As far as I know, a lot of excellent investment institutions have such a "sieve" logic - through the natural filtering mechanism to find investment target groups (for example: the right track, large companies from success in a certain field, serial entrepreneur , returnees etc.), which has a high probability of investment guarantee of success; coupled with each investment manager of human judgment, artificial means to make the adjustment, good micro-choice.
I am currently doing "light SaaS business strategy consulting + investment" is this: the first layer ①, see my article, naturally I love to learn, to accept external SaaS entrepreneurs new things; willing to pay on the open class , are all paying habits, long-term planning, while there are a number of puzzles to be solved entrepreneurial team; provide advice and long-term cooperation of my business, I have greater confidence in the future together with the cast trailing done to make transfer of VC.
So I said, "Well sieve superior to human judgment."
5, time management principles
Many managers complain to me difficult to recruit people. I can only say, "You do not spend enough time on the most important thing." Check out my series of articles in the proposed recruitment methods, you will find that most of the methods are to heavy investment of time management, so people find you next time can also be put on the next important thing.
I watched, the early start two to three years must have a fast-paced, but not chaotic. Each founder and manager, should guarantee that pieces of the "most important thing" to get done weekly or substantive advance.
Many time management book, if you have a big problem in this regard (I feel most of the time people to manage bad), you can see this thin book "The most important thing is only one."