内容简介

　　关明生“关乎天下”系列新作，聚焦策略和领袖力。

　　《关乎天下2》的开篇从管理者普遍存在的心累和身累两种感性体会入手，指出心累是因为策略不明，只是忙着“做”，而没有想清楚“如何赢”；身累是因为忙于自己做，不会通过别人拿结果，或者只付钱给员工的手脚，却完全忽视了员工的头脑。

　　作者关明生提出，要解决心累，须“明策略”，有“谋和断”，确立价值主张，找到“赢”的策略。要解决身累，须管好“人、阵、法”，能通过别人拿结果，做好销售管理的七个关键，即选拔、培训、教带、业绩管理、策略、激励、奖惩，这七个关键又被称为“销售管理七要”。在此作者分享了阿里铁军的建设和成长路径，也是“通过别人拿结果”的范本。作者认为，销售管理是策略和领袖力在产品规模化、销售规模化上的集大成领域，做好销售管理，才能实现从躬身亲为到千军万马的卓越领袖力。

　　《关乎天下2》最后分享了一些企业基业长青的秘籍，主要涉及两个方面，一是企业文化建设，二人才梯队建设。同时在《关乎天下：中小企业赢的秘诀》之“企业有道”的基础之上，作者详尽地分享了阿里文化建设初期的故事，分享从“独孤九剑”到“六脉神剑”的阿里企业价值观演进历程。附录部分是作者近几年来的三篇重要演讲。

　　作者简介

　　关明生

　　于2001—2003年任职阿里巴巴总裁兼首席运营官，2004年担任首席人力官，2008年开始任阿里巴巴B2B上市公司独立非执行董事，直至2012年6月公司私有化。2015年，加入了阿里巴巴香港企业家基金董事会任非执行董事一职。在阿里巴巴任职期间帮助其从一个只有150多名员工，每月烧钱数额高达200万美元的网络创业公司发展成为有超过2500名员工、每月现金盈余500万美元的B2B电子商务企业。

　　在国际企业管理领域有30年的丰富经验，曾在通用电气公司任职17年，历任要职，在销售、市场营销、企业运营、业务开发、建设合资企业等方面卓有建树。在4年之内，他成功地将美国通用电气公司医疗器械在中国的销售收入从0提高到7000万美元。也曾服务于《财富》世界500强企业——英国所属的BTR PIC，担任中国区总裁，下辖8个生产分部。通过3年的合并和扩张，取得了1.5亿美元年销售收入的业绩。

　　于2005年成为文明管理咨询有限公司的合伙人之一，在过去十几年间，致力于中国中小企业的企业管理咨询，力求帮助中国的中小企业发展得更容易，更低风险，更健康。

Content introduction

Guan Mingsheng's new "About the World" series focuses on strategy and leadership.

The beginning of "About the World 2" starts from the emotional experience of managers' mental and physical fatigue, pointing out that the heart is tired because the strategy is unclear, just busy "doing", but did not think clearly about "how to win"; Tired because they are busy doing it themselves, do not get results through others, or only pay the hands and feet of employees, but completely ignore the minds of employees.

The author Guan Mingsheng put forward that in order to solve the heart fatigue, we must "understand the strategy", have "decision", establish the value proposition, and find the strategy of "winning". To solve the physical burden, we must manage the "people, array, law", can get results through others, and do a good job of the seven keys of sales management, namely selection, training, teaching, performance management, strategy, incentive, reward and punishment, these seven keys are also known as "seven keys of sales management". In this article, the author shares the construction and growth path of Ali Iron Army, which is also the model of "getting results through others". The author believes that sales management is a field of strategy and leadership in product scale, sales scale, do a good job in sales management, can achieve from hands-on to thousands of outstanding leadership.

"About the World 2" finally shared some of the secrets of the enterprise's long-term development, mainly involving two aspects, one is the construction of corporate culture and the construction of two talent echelons. At the same time, on the basis of "Enterprise Dao" in "About the World: The secret of small and medium-sized enterprises to win", the author shared in detail the story of the early stage of Ali culture construction, and shared the evolution of Ali's corporate values from "Dugu nine swords" to "six veins divine swords". The appendix is the author's three important speeches in recent years.

About the author

Guan Mingsheng

He served as President and Chief Operating Officer of Alibaba from 2001 to 2003 and Chief People Officer from 2004. He was an independent non-executive director of Alibaba's B2B public company from 2008 until the company was taken private in June 2012. In 2015, he joined the board of Alibaba Hong Kong Entrepreneurs Fund as a non-executive director. During his tenure at Alibaba, he helped it grow from an online startup with more than 150 employees and monthly cash burn of up to $2 million to a B2B e-commerce company with more than 2,500 employees and monthly cash surplus of $5 million.

He has 30 years of experience in international business management, including 17 years at General Electric, where he held various senior positions in sales, marketing, corporate operations, business development and joint venture construction. Within four years, he successfully increased the sales revenue of General Electric's medical devices in China from 0 to 70 million US dollars. He also worked for BTR PIC, a Fortune Global 500 company in the UK, as the president of China, with eight production divisions. Through three years of consolidation and expansion, it achieved $150 million in annual sales revenue.

In 2005, he became one of the partners of Civilization Management Consulting Co., LTD. In the past ten years, he has been committed to the enterprise management consulting of Chinese smes, and strive to help Chinese smes develop easier, lower risk and healthier.