Beware of Unique Cultural Needs

Beware of Unique Cultural Needs

By Tom Hopkins

If you do business with people from cultural groups different than your own, you would be wise to invest some time understanding their cultures as well as their needs in terms of your products and services. You may not necessarily be doing business with people in another country, but with those from other countries who have relocated near your place of business. If you want their business, you have to understand their needs on many levels.

Here are a few things you need to be aware of when dealing with clients from different cultures than your own.

* Be patient when building trust and establishing relationships. People from countries other than the U.S. Generally need more time to build trust. It is important to observe a great degree of formality when becoming acquainted.

* Speak more slowly than you normally do, but don't raise your voice because you think the other person can't understand you. Volume doesn't usually increase comprehension. Also, don't speak down to them as if they are children.

* Avoid slang, buzzwords, idioms, jargon, and lingo. These can all be easily misunderstood by those who may not speak your language as their primary language. Just use simple terms until you can get an idea of what level of your language they understand.

* If you're using an interpreter, make sure the interpreter meets with the people for whom they are interpreting before you actually begin to sell them your product or service. This will allow the interpreter to learn the language patterns, special terminology, and numbers used by the people they're translating for. If your business sells to other businesses, you need to be certain you are both using the same product identifiers or other codes specific to that company or industry to ensure that you both understand the needs and terms of any transaction.

* Pay attention to nonverbal interaction cues. The word yes or an affirmative nod often means, “Yes, I hear you,” in Asian cultures, not, “Yes, I agree.” If you see a nod and move on to closing the sale, you may frighten them off with what appears to them as over-zealousness.

Culture is as much an influence on people as their personal experiences, so knowing about your clients' customs and traditions only makes sense. That way, neither you nor your client will be made to feel uncomfortable and selling can be done.

If you need or want to find out about another culture, some wonderful resources are available to steer you in the right direction and tell you everything you need to know. Spend some time browsing through your local library or bookstore for a resource that works for you. Or go online and look under the topics of “protocol,” “diversity,” or “cultural awareness.”

Depending on your product and how much business you might be doing with clients from cultures unfamiliar to you, a good source we found is: http://www.usaprotocol.com/ . This is where you'll find the handbook for U.S. Diplomats on proper etiquette and protocol for engagements with people from diverse cultures around the world.

Remember: Knowledge is power.

Inspirational Quotes for the Sales Professionals

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*** Inspirational Quotes for the Sales Professionals ***
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Effort only fully releases its reward after a person refuses to quit.
- Napoleon Hill

Learning is about more than simply acquiring new knowledge and insights; it is also crucial to unlearn old knowledge that has outlive its relevance. Thus, forgetting is probably at least as important as learning.
- Gary Ryan Blair

When you are through changing, you are through.
- Bruce Barton

Obstacles are the Stepping Stones of Success by Harvey Mackay

Obstacles are the Stepping Stones of Success by Harvey Mackay

A man was walking in the park one day when he came upon a cocoon with a small opening. He sat and watched the butterfly for several hours as it struggled to force its body through the little hole. Then it seemed to stop making any progress. It looked like it had gotten as far as it could, so the man decided to help the butterfly. He used his pocketknife and snipped the remaining bit of the cocoon.

The butterfly then emerged easily, but something was strange. The butterfly had a swollen body and shriveled wings. The man continued to watch the butterfly because he expected at any moment the wings would enlarge and expand to be able to support the body, which would contract in time. Neither happened. In fact, the butterfly spent the rest of its life crawling around with a swollen body and deformed wings. It was never able to fly.

What the man in his kindness and haste did not understand was that the restricting cocoon and the struggle required for the butterfly to emerge was natural. It was nature's way of forcing fluid from its body into its wings so that it would be ready for flight once it achieved its freedom. Sometimes struggles are exactly what we need in our lives.

If we were allowed to go through life without any obstacles, we would be crippled. We would not be as strong as what we could have been. And we could never fly.

History has shown us that the most celebrated winners usually encountered heartbreaking obstacles before they triumphed. They won because they refused to become discouraged by their defeats.

My good friend, Lou Holtz, football coach of the University of South Carolina, once told me, "Show me someone who has done something worthwhile, and I'll show you someone who has overcome adversity."

Beethoven composed his greatest works after becoming deaf. George Washington was snowed in through a treacherous winter at Valley Forge. Abraham Lincoln was raised in poverty. Albert Einstein was called a slow learner, retarded and uneducable. If Christopher Columbus had turned back, no one could have blamed him, considering the constant adversity he endured.

As an elementary student, actor James Earl Jones (a.k.a. Darth Vader) stuttered so badly he communicated with friends and teachers using written notes.

Itzhak Perlman, the incomparable concert violinist, was born to parents who survived a Nazi concentration camp and has been paralyzed from the waist down since the age of four.

Chester Carlson, a young inventor, took his idea to 20 big corporations in the 1940s. After seven years of rejections, he was able to persuade Haloid, a small company in Rochester, N.Y., to purchase the rights to his electrostatic paper- copying process. Haloid has since become Xerox Corporation.

Thomas Edison tried over 2,000 experiments before he was able to get his light bulb to work. Upon being asked how he felt about failing so many times, he replied, "I never failed once. I invented the light bulb. It just happened to be a 2,000-step process."

Franklin Delano Roosevelt, elected President of the United States for four terms, had been stricken with polio at the age of 39.

Persistence paid off for General Douglas MacArthur. After applying for admission to West Point twice, he applied a third time and was accepted. The rest is history.

In 1927 the head instructor of the John Murray Anderson Drama School, instructed student Lucille Ball, to "Try any other profession. Any other."

Buddy Holly was fired from the Decca record label in 1956 by Paul Cohen, Nashville "Artists and Repertoire Man." Cohen called Holly "the biggest no-talent I ever worked with."

Academy Award-winning writer, producer and director Woody Allen failed motion picture production at New York University (NYU) and City College of New York. He also flunked English at NYU.

Helen Keller, the famous blind author and speaker, said: "Character cannot be developed in ease and quiet. Only through experience of trial and suffering can the soul be strengthened, vision cleared, ambition inspired and success achieved. Silver is purified in fire and so are we. It is in the most trying times that our real character is shaped and revealed."

Mackay's Moral: There is no education like the university of adversity.

Your Achievement Quotes

Your Achievement Quotes

BASICS/FUNDAMENTALS

"The most important thing I have learned over the years is the difference between taking one's work seriously and taking one's self seriously. The first is imperative, and the second disastrous." -- Margaret Fontey

"Rely on the ordinary virtues that intelligent, balanced human beings have relied on for centuries: common sense, thrift, realistic expectations, patience, and perseverance." -- John C. Bogle

"The three great essentials to achieving anything worthwhile are; first, hard work, second, stick-to-it-iveness, and third, common sense." -- Thomas A. Edison

"It takes less time to do things right than to explain why you did it wrong." -- Henry Wadsworth Longfellow

BEING THE BEST

"A champion is someone who gets up when he can't." -- Jack Dempsey

"A hero is a man who does what he can." -- Roman Rollard

"Offer the best you have and expect the best in return." -- Denis Waitley

"Benchmark your performance against your best competitors. Think how you can beat them next time." -- Brian Tracy

BELIEF

"One person with a belief is equal to a force of ninety-nine with only interests." -- John Stuart Mill

"Success is not what you think it is... it is what you believe it is... and most never believe..." -- Doug Firebaugh

"If you don't think you can do it, who will? You control the most important tool in success, your mind." -- Jeffrey Gitomer

"Your belief determines your action and your action determines your results, but first you have to believe." -- Mark Victor Hansen

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"I am a big believer in the 'mirror test'. All that matters is if you can look in the mirror and honestly tell the person you see there, that you've done your best." John McKay

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Dedicate Yourself to Educate Yourself by Tom Hopkins

Dedicate Yourself to Educate Yourself by Tom Hopkins

To become and remain a professional in this business of selling, you must recognize that you are in charge of your own training and act on that fact. Build on your strengths and correct your weaknesses. If you aren't sure of what to work on first, there is certainly someone in your life who will gladly assist you - your manager, your spouse, your children, a trusted friend. Here are six skill areas that I strongly recommend you consider developing or strengthening:

Negotiation
Do you consider yourself a trained negotiator? Trained negotiators can quickly and effectively analyze the details of situations and determine the best route to resolution. If that brief description doesn't fit you, make an effort to find a book, tape or seminar on the subject, then schedule the time to learn from it.

A Second Language
Consider the part of the country in which you live and those people you do business with. As our country continually redefines itself by its people, be aware of the advantages of being able to communicate with others in their native tongues. Today's projections show that both Hispanic and Asian portions of the population are on the increase. To be able to offer your fine services to more people, you must learn more about them, their language and their cultures.

Voice
Since your clients choose to 'own' your products or services based on what you say and how you represent it, doesn't it make sense that you train your voice to give the highest level of professional presentation? If you've never considered voice training before, tape yourself giving a portion of your presentation, then listen to it. Most of us hate the sound of our voices on tape. Just imagine how our clients must feel when listening to us. To project your message with clarity and power, consider at least one session with a voice coach. They can be found in your local yellow pages.

Public Speaking
Many sales professionals find that giving short speeches in their communities helps build their name recognition and their business. Public speaking is also a great way to build your confidence. Try your skills out by speaking to your child's class about what you do or a hobby you have. Teachers love it when the students can learn first-hand about careers. Join Toastmasters International. There are local chapters in just about every city. They provide excellent opportunities to hone your skills and meet other business professionals with whom you might do business or share referrals.

Memory
Having a good memory is critical to anyone in today's world, but especially so to those of us who meet many new people every week. I have learned to make a game of it in my career. I challenge myself to remember as many people and their stories as I can. There are some great courses and books written on this subject. Even if you learn and use only one small strategy, I guarantee you'll see the benefit of having done so.

Math
Don't cringe on me here. I know there is a large percentage of people who hate math. However, in business, you need to know some basic math skills really well. How does it look when you take a client to lunch and you have to think real hard to calculate the tip? Do you think that will raise any doubts about your competency in the client's mind? Of course it will. Also, when clients toss out figures in their projections, you have to be quick on the uptake in understanding what that means in your business - quantities of supplies they'll need, projecting delivery dates and times, etc. Practice your math skills. Every time you hear or see a number in a conversation or even in a bit of advertising, take a moment to work with the number and see what it means. Compute unit costs for grocery items - $1.29 for 12 ounces. How much is that per ounce? I know the favorite computation of every salesperson who works on a fee basis is to determine their percentage of every sale. Don't stop there. Play the numbers game often and you'll get better at winning.

Choose just one of these six areas and dedicate yourself to improving in it this month. Then, next month, choose another. Once you get started on this journey of self-education, you'll be amazed at what you learn and how simple things can have a powerful impact on your overall success in life.

如何打造一个成功的领导者

如何打造一个成功的领导者

就让我们从成功的领导者的特点、领导者的影响力，以及如何成为一个成功的领导者这三个方面来逐一入手吧： 一个成功的领导者具有的特点 首先，一个成功的领导者通常都会具有明确的始终如一的目标。这种“目的性”和“方向感”是领导者行为的基础，它决定了具体行动和政策的成败。 其次，领导者要不断进步，终身学习。成功的领导者从内心深处感到学习的重要性。他们永不满足，永不懈怠，终身学习，不断进取。在世界形势飞速变化的今天，只有不断学习才能适应环境的变化。 第三，领导者要为他人“增加价值”。事实上，一个好的领导者，一定会主动帮助下属，提升下属，全方位影响下属。他有一种让下属迅速成长进步的人情和渴望，并具备这样的能力和魄力。 一个成功领导者的影响力 首先，领导者的影响力来源于他对别人的尊重。而妄自尊大、固步自封、唯我独尊、武断专横的领导低估人、忽略人，视人为机器来操控和支配，这样的领导不会有什么影响力。 其次，领导者要善于倾听，要有换位思考的同理心。好的领导者总是好的倾听者，只有先听，充分理解对象的情况，才能正确决策，合理的使用激励手段，达到影响追随者的目的。 第三，领导要不断提升自己，不断提高自己的才能，不断学习，持续增加自己的“附加值”，否则他们没有能力领导新形势下的员工和下属。 成为成功领导者的秘诀 秘诀一：领导者必须有能力建立好的人际关系，这是领导者成功的重要条件，合理运用人际关系所带来的价值也是成功领导者的必备要素。领导者的影响力不是来源于职级、头衔和地位，而是出于一种无私服务和奉献精神。在领导职位上的人不一定能做好领导者；有效的领导者需要的不只是职务上的不断晋升，而要建立起与他人合作交流的纽带。 秘诀二：一个合格的领导者，应当是一个善于培养下属，建立团队的人。对下属进行培训、教育和开发，不断提高下属的素质、品质和能力，发展并培育一支战斗力很强的团队，共同实现组织所希望达到的目标。因为，只有伟大的团队才能造就伟大的事业。 海纳百川的宽广胸怀也是一个领导者不可缺少的。因为只有具备了宽阔胸怀，领导者才能建立起一个汇聚精兵强将的骨干队伍。 建立团队对企业来讲可以达到“双赢”的目标。一个企业要实现组织目标，单靠一个人的力量实在是太单薄了，成功的领军人物必须在自己的周围建立一个高效的团队，才能显示出企业的核心竞争力，在实现企业的长远目标的过程中更上一层楼。 秘诀三：面对困难、挑战和压力，领导者的态度决定一切。你感觉到你能战胜困难，你就获得了更多战胜它的胜算；你想你应该成为怎样的人，你就具备了更多的成为怎麽样人的可能性。 态度实际上是一种思维方式，一种信念，一种内在价值观。因为心怀坚定信念的人往往遇事不慌，态度积极，在奋斗的道路上勇往直前，毫不退缩，最后战胜自我，实现超越。 积极的、向上的态度是领导者成功的必要保障；而消息的态度，诸如缺乏宽容，对人忌妒，自我膨胀，情绪悲观，则是领导者失败的重要因素。有效领导力永远建立在一个积极的态度上面，而积极的实质是本人愿意改变自己现有的态度。态度决定生活方式，态度决定人际关系的好坏，态度使坏事变为好事，使挑战成为机遇。 秘诀四：如何提高领导能力？如何提升领导者的影响力？如果一个领导者仅仅是靠权力和职位去“领导”，那么影响力不可能有效，更不可能持久。如果下属是因为你的个人魅力、知识、品格而服从你，接受你，仅仅因为你的职位不得不听命于你，这种服从将随着你的离职而迅速消失。 领导者的影响力与他们的头衔没有直接的关系。要想挖掘一个人的领导力，最好去领导一群志愿者。谁能把志愿者领导好了，谁就是好的领导者。之所以这样讲，道理其实并不深奥，因为志愿者“没有必要”服从你的领导。所以，职务对领导力的提升不会给与附加值，真正的领导力不可能通过奖赏、制定和指派而获取。领导力只能来源于影响力，不可能由外人授予，领导力的核心是你能够影响多少人，而不是你的权力有多大。

怎样打造一个好的团队（唐僧式团队）

怎样打造一个好的团队（唐僧式团队）

《西游记》中的唐僧团队，虽然是虚拟的，但是师徒历经百险求取真经的故事，不仅家喻户晓，而且是中国文化的集中代表。 　　这个团队最大的好处就是互补性，领导有权威、有目标，但能力差点；员工有能力，但是自我约束力差，目标不够明确，有时还会开小差。但是总的来看，这个团队是个非常成功的团队，虽然历经九九八十一磨难，但最后修成了正果。 =600) window.open('http://blog.wise111.com/attachment/Mon_0709/46_3736_0734bc9443d1b2a.jpg');" onload="if(this.width>'600')this.width='600';if(this.height>'800')this.height='800';" border="0"> 　　阿里巴巴的总裁马云，就非常欣赏唐僧团队，认为一个理想的团队就应该有这四种角色。一个坚强的团队，基本上要有四种人：德者、能者、智者、劳者。德者领导团队，能者攻克难关，智者出谋划策，劳者执行有力。　　 　　德者居上。 　　唐僧是一个目标坚定、品德高尚的人，他受唐王之命，去西天求取真经，以普渡众生，广播善缘。 　　要说降妖伏魔的本领，他连最差的白龙马都赶不上，但为什么他能够担任西天取经如此大任的团队领导？关键在于唐僧有三大领导素质： 　　首先，目标明确、善定愿景。 =600) window.open('http://blog.wise111.com/attachment/Mon_0709/46_3736_3446948ded99d94.jpg');" onload="if(this.width>'600')this.width='600';if(this.height>'800')this.height='800';" border="0"> 　 　作为一个团队领导，能够为团队设定前进目标，描绘未来美好生活是必要素质。领导如果不会制定目标，肯定是个糟糕的领导。唐僧从一开始，就为这个团队设定 了西天取经的目标，而且历经磨难，从不动摇。一个企业，也应选择这样的人做领导，团队的领导本身就是企业文化的传承者和传播者，只有他自己坚定不移地信奉 公司的文化，以身作则，才能更好地实现团队的目标。 　　其次，手握紧箍，以权制人。 =600) window.open('http://blog.wise111.com/attachment/Mon_0709/46_3736_b64b33611c0c1ad.jpg');" onload="if(this.width>'600')this.width='600';if(this.height>'800')this.height='800';" border="0"> 　 　如果唐僧没有紧箍咒，估计早被孙悟空一棒打死，或者使唤不动他。这也是一个领导的必备技能，一定要树立自己的权威，没有权威，也就无法成为领导。但是唐 僧从来不滥用自己的权力，只有在大是大非的时候，才动用自己的惩罚权，这对企业领导也是有借鉴意义的，组织赋予的惩罚权千万不要滥用，奖励胜于惩罚，这是 领导艺术的基本原理。 　　第三，以情感人，以德化人。 　　最初的时候，孙悟空并不尊重唐僧，老觉得这个师傅 肉眼凡胎、不识好歹，但是在历经艰险后，唐僧的执着、善良和对自己的关心也感化了孙悟空，让他死心塌地保护唐僧。作为一个团队领导，情感管理也是非常重要 的，尤其在中国文化的大背景下。中国人往往是做生意先交朋友，先认可人，再认可事，对事情的判断主观性比较大。所以在塑造团队精神的时候，领导一定要学会 进行情感投资，要多与下属交流、沟通，关心团队成员的衣食住行，塑造一种家庭的氛围。 　　总的来说，作为企业领导，要用人为能，攻心为上。目光如炬，明察秋毫，洞若观火，高瞻远瞩，有眼光就不会犯方向性的错误。　　 　　能者居前。 　 　孙悟空可称得上是老板最喜欢的职业经理人，之所以说老板最喜欢，不是因为孙悟空没缺点，很优秀，而是因为他能力很强，但有缺点。这才是老板最应该用的人 才，为什么？假设一个人能力很强，人缘很好，理想又很远大，这样的人往往不甘人下，或者直逼领导位子，或者很容易另起炉灶。 　　孙 悟空有个性、有想法、执行力很强，也很敬业、重感情，懂得知恩图报，是个非常优秀的人才。但这样的人才如何才能留住他，如何提升他的忠诚度，这要靠领导艺 术，靠企业的文化。在《西游记》中，孙悟空被唐僧赶走过两次，第一次是刚刚认识不久，孙悟空打死了几个强盗，遭到唐僧斥责，结果孙悟空一生气，自己走了， 但后来在东海龙王那里，看了一幅画，说的是张良三次为黄石老人桥下拾鞋，谦恭有礼，后被黄石老人授于天书，成就了张良传世伟业的故事，老龙王说：“你若不 保唐僧，不尽勤劳，不受教诲，到底是个妖仙，休想得成正果”，孙悟空一盘算，觉得有道理，自己被唐僧搭救，而且还可以变妖为仙，自己怎么能这么轻率地就走 了呢？所以后来他又回到了唐僧身边。第二次被赶走是三打白骨精后，唐僧决意不能留他，悟空无奈，只好离去，但“止不住腮边泪坠，停云住步，良久方去”，但 已经心系唐僧，一听说师傅有难，马上不记前嫌，重新回到团队中去，还要在东海里沐浴一下，生怕师傅嫌他。 　　唐僧用什么方法让孙悟空这么死心塌地？ 　　首先得有规矩，得有紧箍咒。规矩是权威，唐僧如果没有了权威，估计孙悟空早不把他放到眼里了。同样的，企业的制度也要有权威，制度的执行一定要严格，不管刚开始推行的时候有多少阻力，但只要坚决执行下去，逐渐就会形成一种氛围与文化，让大家自觉地去遵守。 　　但制度的力量是有限的，制度只能让员工不犯错，但要让员工有凝聚力，与企业同心同德，还要靠情感，唐僧就是靠他的情感管理，用他的执着和人品感化了孙悟空。 　　没有修成正果的目标和愿景，孙悟空也许中途就回去了；没有师徒的情分，估计孙悟空也不会这么卖命；当然，如果没有偶尔的紧箍咒，也许悟空早酿成大错。 　 　但孙悟空这样的员工只能是一个好员工，不能成为一个好领导，什么意思呢？孙悟空最大的乐趣是降妖伏魔，常说“抓几个妖怪玩玩”，这是一种工作狂的表现， 他不近女色、不恋钱财、不惧劳苦，在降妖伏魔中找到了无限的乐趣。但是他天性顽皮、直言不讳，经常把玉皇大帝、各大神仙都不放到眼里，注定他无法成为一个 卓越的领导。 　　但作为一个团队的成员，有了唐僧，就不需要孙悟空有领导能力，否则唐僧的地位肯定要受到动摇。这也就是为什么团队成员的选择要非常慎重，要能够优势互补、能力互补、个性互补。 　　孙悟空的另外一个缺点就是爱卖弄，有了业绩也就在别人面前显示显示，而且得理不让人，这显然也影响了他继续发展的可能。作为一个领导，一定要非常清楚下属的优缺点，量才而用，人尽其才。 　　智者在侧。 =600) window.open('http://blog.wise111.com/attachment/Mon_0709/46_3736_f240f2015c8d09a.jpg');" onload="if(this.width>'600')this.width='600';if(this.height>'800')this.height='800';" border="0"> 　　猪八戒是个什么样的员工？ 　 　从好的方面看，他虽然总是开小差，吃的多、做的少，时时不忘香食美女，但是在大是大非上，立场还是比较坚定，从不与妖精退让妥协，打起妖怪来也不心慈手 软；生活上能够随遇而安，工资待遇要求少，有的吃就行，崩管什么东西，而且容易满足，最后被佛祖封了个净坛使者，是个受用贡品的闲职，但他非常高兴，说 “还是佛祖向着我”。更为重要的是，他成为西天枯燥旅途的开心果，孙悟空不开心了，就拿他耍耍，有些脏累差的活，都交给他，他虽有怨言，但也能完成。如果 没有猪八戒，这个旅途还真无聊。另外，猪八戒的另外一个优点就是对唐僧非常的尊敬，孙悟空有不对的地方，他都直言不讳，从某种程度上也增加了唐僧作为领导 的协调和管理作用。 　　从不好的方面看，他经常搬弄是非，背后打小报告。另外，在忠诚度方面也差，尤其是刚加入取经团队的时候，动不动就要散伙走人，回高老庄娶媳妇，一点佛心都没有，而且影响了团队的团结和睦。 　　之所以说猪八戒是个智者，完全是站在当今社会的角度。现代社会，员工的压力都很大，如何做一个快乐的人，就要用到猪八戒的人生哲学了。当然，八戒的人生哲学，只是我们在遇到挫折失败时候的一种自我解脱，不能成为自己的主流价值观。 　　首先，不要过于强求。 　 　佛曰：人有七苦：生、老、病、死、怨憎、别离、求不得。每一种苦都让我们伤心欲碎，但我们能否就此一蹶不振呢？当然不能，这就要学习猪八戒的处世哲学 了。八戒由仙贬妖，而且还成了猪妖，可谓人生不顺，但他过得很快乐。经理人有时在职位、薪酬等个人发展上不得志，是难免的，要学会解脱，不要过于强求，这 是人生一大智慧。 　　其次，不要过于压抑。 　　经理人压力大，上有领导，下有员工，外有工作，内有家庭。工 作、生活，有的还要边读书，供房、买车，中国人的压力本来就比较大，所以要学会自己找乐。八戒压抑不压抑？不但没了老婆，自从跟了师傅，就没吃饱过。但八 戒很厉害，人家见人参果就吃，见美女就泡，见妖怪就打，见地方就睡，这叫活得洒脱。不要过于压抑，是人生的一大智慧。 　　有人做过统计，现代女性最想找的老公是猪八戒型的，道理很简单，唐僧太古板，没情调，悟空太机灵，没安全感，只有八戒又幽默，又有情调，还比较实际，是个理想的老公。　　 　　劳者居其下。 　　如果唐僧这个团队只有他和悟空、八戒三个人，那还是有问题，唐僧只知发号施令，无法推行；悟空只知降妖伏魔、不做小事；八戒只知打打下手、粗心大意；那担子谁挑、马谁喂、后勤谁管？可见一个团队，各种人才都要有。 　　沙和尚是个很好的管家，任劳任怨，心细如丝。他经常站在悟空的一面说服唐僧，但当悟空有了不敬的言语，他又马上跳出来斥责悟空，护卫师傅，可谓是忠心耿耿，企业对于这样的人，一定要给予恰当的位置，如行政、人事、质量管理、客户服务等方面。 　 　沙和尚忠心耿耿，他是唐僧最信任的人，是老板的心腹，但属于那种有忠诚度但能力欠缺的人才，老板喜欢用，但如果重用、大用，就会出问题。许多企业和团队 之所以失败，往往坏在沙僧这类角色上，因为是老板的心腹，他们就会得到相当高的权力、地位，但由于能力有限，又无法担当重任，所以往往会造成企业的重大战 略决策失误。　　 　　总的来说，唐僧团队之所以能取得如此辉煌的成就，关键在于这个团队的成员能够优势互补、目标统一，每个人都能发挥自己的效用，所以形成了一个越来越坚强的团