Embracing Progressive Imperfection: The Continuous Journey of Solution Creation in Business

In business, we continuously strive to create solutions and value, especially in response to newly emerging problems. For example, in sustainable businesses, it's common to see two distinct sales teams: one focused on maintaining existing clients and another on developing new ones. This division stems from understanding that one person can't efficiently use two different sets of skills to achieve two distinct goals.

However, building new business relationships requires time and extra effort to establish trust. In contrast, maintaining existing clients can be relatively easier for generating sales in certain cases. To address these challenges, new HRM concepts, like the total rewards concept with distinct performance management approaches, have been introduced.

For instance, we might offer the existing client team a lower fixed pay but allow them to earn more commission or profit sharing when actual sales occur. For the new business development team, we might provide a higher fixed pay but lesser profit sharing, considering that new clients rarely place large volume orders from the outset.

While this approach sounds logical, it's not without potential issues. Defining what constitutes a new or existing client can be tricky. Also, market changes can sometimes favor one side over the other, leading to perceived unfairness. Thus, some organizations have shifted to a bundled KPI or process evaluation approach, which better reflects contributions that aren't easily quantifiable.

However, this approach doesn't completely eliminate problems either. Process evaluation requires managers to be highly attentive to daily staff activities. If managers are willing to observe and support regularly, their staff feels trusted. Conversely, if managers are too busy, their staff may perceive injustice.

In conclusion, there's no perfect approach. As business professionals, we shouldn't always seek and demand a flawless method. Instead, we need to be agile, take action, and continuously create solutions to mitigate any emerging problems. Opting for a "perfect" way but lacking execution won't yield successful business outcomes. #八十後企業培訓家 #大眾博士生 #SharedAcademy #BusinessStrategy #ProblemSolving #HRM

拥抱渐进的不完美：商业解决方案创建的持续旅程

在商业领域，我们不断努力创造解决方案和价值，特别是应对新出现的问题。 例如，在可持续发展的企业中，通常会看到两个不同的销售团队：一个专注于维护现有客户，另一个专注于开发新客户。 这种划分源于这样的理解：一个人无法有效地使用两套不同的技能来实现两个不同的目标。

然而，建立新的业务关系需要时间和额外的努力来建立信任。 相比之下，在某些情况下，维护现有客户对于产生销售来说相对容易。 为了应对这些挑战，引入了新的人力资源管理概念，例如具有独特绩效管理方法的总体奖励概念。

例如，我们可能会为现有客户团队提供较低的固定薪酬，但允许他们在实际销售发生时赚取更多佣金或利润分享。 对于新业务开发团队，考虑到新客户很少从一开始就下大批量订单，我们可能会提供较高的固定薪酬但较少的利润分享。

虽然这种方法听起来合乎逻辑，但并非没有潜在问题。 定义新客户或现有客户的构成可能很棘手。 此外，市场变化有时可能有利于一方而不是另一方，从而导致人们认为不公平。 因此，一些组织已转向捆绑 KPI 或流程评估方法，这可以更好地反映不易量化的贡献。

然而，这种方法也不能完全消除问题。 过程评估要求管理者高度关注员工的日常活动。 如果管理者愿意定期观察和支持，他们的员工就会感到受到信任。 相反，如果管理者太忙，他们的员工可能会感到不公平。

总之，没有完美的方法。 作为商业专业人士，我们不应该总是寻求和要求完美的方法。 相反，我们需要保持敏捷、采取行动并不断创建解决方案来缓解任何新出现的问题。 选择“完美”的方式但缺乏执行力不会产生成功的业务成果。