経営コンサル日誌

NISHIコンサル日誌のバックナンバーブログです。

日記

ポイントを素早く正確に押さえよ。

投稿日:

こんにちは。NISHIです。

昨日は営業本の書評でした。
そこでお伝えしましたが、
確実に、かつ、大きく
業績を上げようとするならば、
「普通の人でもできる」ように
組み立て直したり、
チューニングしていったりする
必要があります。
それを「仕組み化」と言います。

「仕組み化」の大きなメリットは、
「仕事をした気」を削れること。

何が成果につながる行動で、
何が成果につながらない行動か?
プロセス分解し、
前者を増やして後者を減らすことに
なりますから、
当然、「仕事をした気」は合理的に
削ることができますし、
同時に何より成果が上がるわけ。

そんなプロセス分解や
合理性を高めていくことはひとつ、
コンサルの重要な役割になってくる。
そんなお話でした。

で、今日の話は同じくその本から、
「昨日の話と半円で被る話」では
ありますが、
ポイントとして押さえていてほしい
内容なので、それをお話ししますね。


世の中、
石を投げればコンサルに当たるんじゃ
ないかと思うくらい、
コンサルは多いような気がします。
資格なしで名乗ればOKですから。

それくらい、
様々なコンサルがいますので、
特定分野に特化したコンサルも多く、
中には「日報のコンサル」なんかも
いらっしゃいます。

私はお会いしたこともないですが、
会った方に聞いた話によりますと、

==
・日報をつけさせる

・その日報をつけさせることで、
 成果につながる行動を強化し、
 成果につながらない行動を削る
 ことが可能になる

・添削もするので、
 営業マンが自らのズレを確認、
 修正もしやすい
==

というのがざっとした内容であり、
日報をつける事、
日報を使ってコンサルすることの
顧客へのメリットでもあります。

つまり、
成果の上がる習慣を身につけさせる
——————————————

わけですね。

でね、昨日の本にはこの辺、
サラッと書いてありました。

==
新規への取り組みを
ルーティーンの規定演技として
組み込むとよい。

例えば毎日1時間は新規開拓の
アポとりを行うというように、
やるべきことを
日課として定型化するのである。
==

確か、こんな感じです。
そう、やるべきことの「日課化」です。
————————————————

この場合、もちろん、
「毎日1時間の新規開拓へのアポ取り」は、
その内容を精査しなければなりません。

ただ、このアポ取りが有効である場合、
つまりは成果の上がる行動になりますから、
日々のルーティーン、
すなわち、「毎日必ずすること」として
決めてしまうのがよいです。

コンサルティングでは、
この「成果が上がる効果的な行動」を
いかに顧客の日課として組み込むか?
抵抗ではなく納得して、
納得よりも自ら進んで受け入れるように
もっていくことがいかに大事か、です。

ですから、
コンサルの腕の見せ所の1つは、
いかにこの「成果があがる有効な方法」を
素早く正確に特定できるかです。

では。

NISHI

-日記

執筆者:


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