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本页关于“通过别人拿结果”、目标、分工、激励和组织系统的材料，已用于补充[[90-课程、书籍与通识材料/通识方法/怎样提高做出重要工作的概率|怎样提高做出重要工作的概率]]中的组织与机会视角。综合页保留了可复用判断，也明确说明这份讲座笔记不能单独证明普遍因果。\n\n![](assets/image-20230829203628634.png)\n\n![](assets/image-20230829203655402.png)\n\n老板还是很忙，但是要忙着通过别人拿结果，不是通过自己拿结果。\n![](assets/image-20230829203811983.png)\n\n如果你做员工的工作，那么员工就是价值高昂的啦啦队，员工做的事情就是讨论天下大事。\n\n![](assets/image-20230829203837481.png)\n\n分给员工做，同时考核、培训、鼓励。\n否则，公司最大的瓶颈就是老板的能力。\n如果你的员工的某一方面的能力，比你强，那不是挺好吗？这样子你通过别人拿结果，大家都抢着帮你做。你能赢，大家觉得赢了好，都会抢着会帮你做。\n刘邦带兵打不过韩信，计谋比不过张良，后勤比不过萧何。但是这些人都抢着帮他做。\n\n![](assets/image-20230829213012015.png)\n\n![](assets/image-20230829204110656.png)\n\n![](assets/image-20230829204600056.png)\n\n## 做产品\n\n产品稀奇 - 人们抢着买\n渠道 - 知道在哪里买\n品牌 - 知道找谁买\n![](assets/image-20230829203424546.png)\n\n![](assets/image-20230829203435397.png)\n\n## 做销售\n\n\n![](assets/image-20230829204946005.png)\n\n绩效管理：\n![](assets/image-20230829205815062.png)\n\n\nP：\nC：主管检查，这个礼拜要见哪些客户\nA：主管帮他分析\n\n## 策略\n\n阿里巴巴以小胜大\n阿里巴巴乡村包围城市\n![](assets/image-20230829210400599.png)\n\n![](assets/image-20230829210511006.png)\n\n广东大区吃大象的案例\n![](assets/image-20230829210604470.png)\n大目标分别、缩小，不要一口吃掉。\n\n厦门八万到百万案例。\n![](assets/image-20230829210931977.png)\n\n![](assets/image-20230829211103764.png)\n\n![](assets/image-20230829212135286.png)\n\n## 激励\n\n![](assets/image-20230829211236766.png)\n![](assets/image-20230829211648193.png)\n\n![](assets/image-20230829211717826.png)\n![](assets/image-20230829211833124.png)\n\n![](assets/image-20230829211511423.png)\n\n## 通过别人拿结果之系统化\n\n![](assets/image-20230829211934653.png)\n\n## 公司文化\n\n![](assets/image-20230829212328807.png)\n\n公司存在的价值：为谁带来什么价值\n比如：我们卖的的希望所有人都美白，那么人们一想到美白就想到你们公司。\n\n![](assets/image-20230829213109250.png)\n\n道：目标，使命\n谋：怎么赢\n断：知道什么是赢，告诉大家你们分别去做什么。\n法：内部的系统。\n\n目标不能只是赚钱。\n![](assets/image-20230829213425343.png)\n![](assets/image-20230829213442495.png)\n\n\n马云，从来没说过赚钱，目标是让天下没有难做的生意，帮商人，让商人做生意更容易。当时，跟着他做事的所有人都比他有钱，都是带着钱来跟他打工的。\n\n![](assets/image-20230829213646072.png)\n\n## 阿里巴巴的文化\n![](assets/image-20230829213708873.png)\n\n一句话把公司为谁卖命说清楚。\n![](assets/image-20230829213815748.png)\n102 横跨三个世纪\n\n\n价值观\n![](assets/image-20230829213834215.png)\n\n![](assets/image-20230829214646511.png)\n\n![](assets/image-20230829214837251.png)\n价值观是行为。\n业绩占百分之五十，价值观占百分之五十。\n野狗能干，但是不要，因为他不跟你的游戏规则。\n末位淘汰（5%~10%）\n\n\n![](assets/image-20230829215048038.png)\n\n![](assets/image-20230829215053713.png)\n客户层面\n公司层面\n个人层面\n\n![](assets/image-20230829215155440.png)\n\n![](assets/image-20230829215910068.png)\n\n![](assets/image-20230829215956184.png)\n\n![](assets/image-20230829220134913.png)\n小的数目多，一万个兵，每个兵都奖一点，影响大。\n罚大，大的高层的人少， 罚了高层的人，影响力大，下面的人觉得，罚他都罚，我肯定不能做这个事。\n\n![](assets/image-20230829220239711.png)\n\n要拿客户，而不是拿单。续签率到85%。否则要穿短裤，绕西湖走一周，进西湖游泳15分钟。至于先做哪个、什么时间做，由马云说了算。马云偷偷给电视台说，让电视台来拍，免费做广告。\n\n![](assets/image-20230829221109579.png)\n领袖是什么：明天会更好。\n马云：阿里爸爸 —— 明天会更好。\n简单的来说，是让他们跟着你，通过他们拿到成果的本领。\n跟着你能赢，同时让他们做他们想做的事，有足够的包容和胸怀让他们做这些事情。\n\n管理是什么：把这个事情做好\n其他人：阿里妈妈 —— 今天有饭吃，明天有饭吃。\n\n![](assets/image-20230829220823793.png)\n\n打一百个电话才有两三个成功。\n\n![](assets/image-20230829221343872.png)\n重要不紧急：三年以后还给别人做嫁衣裳吗？\n\n老板怎么赢：\n![](assets/image-20230829221540762.png)\n目标客户一：给钱的那个。\n目标客户二：帮你拿钱的那个。\n\n预测：就是如何做好这件事\n\n## QA\n\n## 员工驱动力\n\n让他做他想做，对他有挑战的事。他搞得定，很有满足感。\n像管小孩一样，让他像做游戏一样的方式来学一个东西，他会觉得很有意思。\n\n千万不要死，不论何时。\n善战之人，会先让自己立于不败之地，等别人露出破绽。\n没死是最关键的。\n\n## 人生为什么而活\n最终还是要你的心态，你怎么活，什么样的是方便，什么样的是舒畅。\n" }