Execution is designed by the system!

网络信息查询的便捷及掌上设备的普及，Bringing reading into the age of fragmentation，This results in a large area of shallow reading and shallow thinking - people are becoming more and more accustomed to becoming half-informed "knowers"。MSMEs lack competitiveness，Individuals grow slowly in the workplace，All stem from a lack of systems thinking and the search for principles，It is the inevitable result of quick success。

Because of this，People are reluctant to "delve" into something more essential，I like books that only need to memorize a sentence or two after reading them, or superficial chicken soup on the Internet。

On such a premise，Most managers have also become simpler in their thinking – they are more inclined to ignore the process，As long as it turns out。thereupon，Asking employees for "execution" has become the only way for many business owners and managers to manage their subordinates - the enterprise has problems，It is the lack of "execution" of employees。

thereupon，"Send a Letter to Garcia" was wildly reprinted as a model of execution，It seems that the medicine for the development of the enterprise is that the employees have become Luo Wen, and there are no conditions、People who complete tasks without compromise。

As everyone knows，Rowan is not a man to be picked at random — someone told the president："There was a man named Rowan，There is a way to find Garcia，Only he can find it。- Everyone liked the latter result，But they all ignored this sentence intentionally or unintentionally。

First of all，This person was recommended by someone，His comprehensive ability has been tested and recognized。I believe，If you pick a random soldier from the troops，Even if he has a strong will to accomplish the task，I'm afraid it won't be enough to achieve my goal。

secondly，Rowan in his search for Garcia，Received a lot of information support，It's not like you're on the road alone without a clue。

And for small and medium-sized enterprises，We have just overlooked two of the most important points。

first，It's hard to find that kind of talent；second，We don't give our employees enough guidance。

I also admit that "send the letter to Garcia" is the highest level of execution，But as a small and medium-sized enterprise，Don't expect and rely on the people who "send the letter to Garcia" – we need to make it possible for ordinary people to do the basic tasks of the business。

In fact，Even the world's top 500 companies，In addition to the high level of knowledge of high-end talents，The source of grassroots employees is not much different from that of ordinary small and medium-sized enterprises。

The execution of these enterprises is strong，It's not that they're poaching all the best talent from the grassroots — a lot of them are from Fortune 500 companies，In small businesses, there is still not always the ability to execute。

This gave me a new understanding of execution – the essence of execution is not personal，It's about the norms of the enterprise。

We won't go into the theory，A few examples are enough：

研究人际关系及沟通原理，We know：The most important need of human nature is to be respected and affirmed。therefore，Smiling and not dismissing customer objections has become Walmart's customer first principle。

The service industry is relevant and important – in a sense，Whether or not a customer feels comfortable with an employee is itself an integral part of paying the bill。A lot of bosses like to talk，Should be polite to customers，However, everyone's tutoring and future growth education environment is different，The sense of politeness is also different，A lot of people just like to be cold-eyed，Arguing with people。

therefore，It's useless for you to tell you how to do it，So Walmart institutionalized it：

First of all，When approaching a customer within 3 meters，It's important to keep smiling – everyone has a different standard of laughter，All right，Uniform standards，8 teeth exposed。

secondly，Encounter customer dissatisfaction，Ordinary employees may have deviations in the interpretation process，That's one size fits all – the customer is always right。What's really wrong，There are more communicative managers to solve。

I didn't know much about Walmart's "customer first" principles，I thought it was just a pediatric preaching，Only now do we understand the subtlety of its institutional design。

有一次，Naiichi Ohno, the former vice president of Toyota Motor Corporation, noticed that the machines on a production line were always stalling，The reason is all because the fuse is blown out。Replace the fuse in a timely manner every time though，But it won't be long before it burns out again，It seriously affects the efficiency of the entire production line，Other words，Replacing the fuse did not solve the underlying problem，thereupon，Naiichi Ohno had the following Q&A with the workers：

经过连续五次连续不断地追问“为什么”，to find the real cause of the problem and the solution to it，Install the filter on the oil pump shaft。

If we don't have this spirit of going to the root to uncover the problem，It will be the same as ever，It's just a hasty change of fuse，The real problem is still not solved。

5 Whys，Also known as the "Five Questions Method"，It is a method of identifying the root cause of the occurrence of a problem by asking questions continuously。

This approach was originally proposed by Sakichi Toyoda，His son, Kiichiro Toyoda, was the founder of Toyota，therefore，The "Five Questions" later became one of the important principles of Toyota's success，It has been called "the foundation of Toyota's scientific method" – even when grassroots employees encounter problems，You must also fill out the "Five Questions" form，Each layer of questions should be answered accordingly，And get to the root of the problem。presently，This approach has been widely adopted outside of Toyota，including in continuous improvement、It is also often used in Lean Manufacturing and Six Sigma。

In fact，The "Five Whys" are not a new invention，in everyday life，We often hear people say, "There's a problem，Ask a few more whys"，There is also an old Chinese proverb："Break the casserole and ask the end"，That's what happened。

visible，Management doesn't have to be esoteric，Just recall，We grew up，I have learned a lot of management principles early on，But we just turn a blind eye，It's a mouthful，But it is rarely investigated。The more "familiar it is" how and how things are said，The worse we do, the worse we do，Can't do it。For example, "Know yourself and know your enemy."，Win all battles"，For example, "you can imagine"，For example, "Knowing is determined."，Peaceful"，For example, "comparing hearts to hearts"，For example, "Do what you don't want to do."，Do not do unto others" - this "compare the heart with the heart" and "do not want to be done to yourself."，勿施于人”不就是我们在管理中经常说的“换位思考”吗？管理有时候就是将一些看似不起眼的经验加以放大，Duplicate applications，Make it a work habit for us。

限于篇幅，There are many similar cases in the world's top 500 companies，Seemingly unremarkable，It just turns the "how it should be" that we often say in our lives into an institutionalized "how it must be"，It is the achievement of their strong execution。

therefore，The key to execution is not to tell employees "should"。If what should be done is of great significance to the survival and development of the enterprise，Then say "must"，And institutionalize them。You can't blindly expect results，It is necessary to make clear the results of guarantees。

Execution in management can't rely too much on one person - good to do well，Not good is not done well；Consciously do a good job，Unconsciously not doing well。

执行力不是空洞的口号，It's not about relying on good employees，It's not an extravagant expectation that everyone will be spontaneous，It's by the system、A sound system - top-level design。

Strategy determines success or failure depending on the foresight of senior decision-makers，Details determine success or failure depends on the execution of the middle and grassroots levels。However, the foundation of execution lies in the top-level design ability of high-level decision-makers。The point is not how to imitate the system of famous companies in one fell swoop，It's about understanding what principles or principles they are based on to design these systems，So as to really inspire us how to build execution through system design。

Good top-level design，It's all about reducing trial and error among employees、err。

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