The market situation should not be an excuse.

The market situation should not be an excuse.

I am not a theorist about management. If this was a war, I was a field commander, and that was right for me. In fact, as a consigned manager who was entrusted with the management of overseas subsidiaries at the headquarters, I established a company, control the construction and managed. I was a sales manager, president of a company entrusted with management, and in charge of marketing division in  a larger company as a CMO. In applying management theories from books or lectures, I decided to conduct practical management as a working person. I thought, I analyzed, I executed. If you ask me if I succeeded, my answer will be yes. I achieved the sales goal of the company and realized the profit.

Work begins at 8 o'clock in our company. For about an hour, managers of each team checked the full-day performance and prepared for the meeting before attending the sales meeting at 9 a.m. Although the sales directors also attended, my questions are actually poured into the managers in charge of the actual operations. The meeting time was not allowed to exceed an hour. Managers who attend meetings always had to attend with almost all the detailed information related to our sales and shipments, including the sales performance of the previous day, sales plan, inventory, distribution plan, customer inventory situation, customer's work efficiency, customer warehouse space, customer's daily operating rate, etc.

The issues that were not identified were asked to be identified during the meeting by a working-level official who did not attend the meeting so that we could be discussed during the meeting. The first thing to check is the previous day's sales performance. There should be a reason for the low or high performance of the quantity scheduled to be sold on the previous day. There are countless situations in sales. Even if we set up a sales plan and proceed, it rarely goes as planned. But I insisted on this. I thought that sales could only be controlled by continuing with this. There was opposition, but I kept it going. Then, when it comes to sales, we have achieved our goal. At first, the employees had a hard time. It's true. I admit it. As time passed, the employees also learned how to control sales, and gained strength from seeing how they were actually being achieved.

캡션 추가

The market situation is important. I believed that the market situation could also be controlled. In fact, there are cases where there is no other way. I know that. Sometimes it's impossible. But in front of the staff, I also said that the market should be controlled. Difficulties are everywhere. All I wanted was for our employees not to excuse with the market situation. Especially in emergency situations such as the recent Corona virus, it is even more difficult. Predicting may also be meaningless. It was not the same situation as Corona virus at the time. But the market situation was difficult. However, we cannot afford to let go of it. I thought of the worst scenario first. And I made a scenario one by one to the station. Then we divided roles. If the market becomes difficult, we are not the only ones who has the difficulties. It's difficult for everyone on the Supply Chain that's connected to us. We all had to survive. I visited all companies who are on the supply chain. And I checked out their situation and sorted out what we had to do, what they had to do. We organized what we needed to do, and we brought it up to the morning sales meeting and carried it out. We cannot completely control and change the flow of the big market. What I wanted from myself and my staff was not to blame the market situation. The market situation should always be analyzed and viewed as the current situation. The market situation should not be an excuse. In any market we have works to do, and in that job we only do our best. Every morning I emphasized this. Even if the market was good, we didn't relax. If the market is good, we have raised our sales target. And I checked every day. The basis for me to achieve my sales goals and realize my profits was morning sales meetings. I kept it going. Every day's meeting result was mailed when I was on a business trip or when I was away from the company. I checked the mail and if there was any change in performance, I immediately contacted the manager in charge to find out the reason and to confirm what to do. So we've achieved our sales goals and we've achieved them.

* In the next episode, I will write down what our employees felt during this series of activities.