或许，我们缺的不是人才！

快递啊来

　　虽然IT和互联网越来越被认为是两个行业，但身在IT公司的我，有很多朋友在互联网跌爬滚打，我也有时会帮做投资的朋友看一些互联网项目，给些意见。

对人才的“渴求”，可能是因为策略的缺失

　　我发现一件很有意思的事情，有些朋友会感叹：
　　“招人真难。我的项目马上就要上线了，现在最头疼的事情，就是找不到合适的人才，尤其是好的销售总监，能想到办法帮我把东西卖出去。”

　　我的第一反应是，不，你缺的可能不是人才，你缺的是策略。
　　情景通常是这样的。创业者A结合自己的线下资源，比如一个皮鞋品牌，觉得可以考虑在互联网上开一个专门卖鞋的B2C网站。于是他和那个品牌合股，雇人开发一个独立的B2C网站，开始网上卖鞋。生意开张了，A觉得是时候招聘一个销售总监，来完成大家的销售预期了。但是却发现，这样的人很难招到。于是A开始感慨：人才难找啊。

　　真的是这样吗？给大家讲两个我听来的故事。

　　周鸿祎早期是做3721，卖中文域名的。这玩意难卖，看不见、摸不着。开发出这玩意，招一个销售总监，给他定指标是最容易做的事情，这似乎就叫：管理。但是，有用吗？如果你自己都不知道这东西卖给谁、怎么卖，当初为什么要开发它呢？
　　周鸿祎制订了一个“农村包围城市”的策略。他找到一群销售人员，给他们几个简单的指引：1）到二线城市去
2）引：中文域名就是网上门牌号码
3）诱：你不买，别人可能就买了。
　　据说就靠这样简单的销售策略，3721中文域名销售战绩颇丰。这样的销售策略，你需要每一个销售人员都是销售大师吗？不需要。

　　另一个故事有关史玉柱的《征途》。这是一款新游戏，怎么卖？当时网络游戏是盛大《传奇》的天下。标准“管理”的做法是：找一群销售，给销售定指标，和奖金挂钩，然后让销售各显其能。有用吗？
　　传闻史玉柱制订了一项“策反”的销售策略。他找到一批人，每天去玩《传奇》。他们的任务很简单：
1）找到其他玩家
2）聊天
3）说：《征途》挺好玩的，去玩吧。
这样的销售策略，你需要每一个销售人员都是销售大师吗？不需要。

这两个故事都未经验证。但听闻后，深感这两个“策略”的简单、高明。
　　作为一个创业者，你自己是最重要的“人才”。你自己对“人才”的“渴求”，可能是因为策略的缺失。你渴求的人才，也是希望给你带来“策略”的人才。你需要的，首先是策略，然后才是人才。

对人才的“不满”，可能是因为管理的薄弱
　　有一位从事互联网的朋友说“工程师一个必须的突破就是，化繁为简的能力。”
　　这句话是很有道理的。但或许应该这么说：“工程师如果有了化繁为简的能力，那就太好了。”这是一种期望。之所以叫做期望，是因为永远都只有少部分人能做到。这不是“必须的突破”。可为什么管理者喜欢这么提呢？

我认为，是因为管理的薄弱。
　　化繁为简的能力，是组织的能力，是管理者的能力，不是工程师的能力。怎样才是好的管理？我们来看看盖房子。你找20个工人来，说，这是图纸，这是钱。你们必须有化繁为简的能力，把房子在20天内盖好。这是不现实的。作为管理者，我们懂得如何化繁为简。我们要先把工种先分为木工、水电工、瓦工等等。再把工序分为一二三四五。然后，重要的部分来了，你要给每个工人下达一个“简单”的指令，比如把砖头直直的砌起来，3米高、2米宽。就这样。

　　工程师只应接受简单的指令。我们“期望”大家足够聪明，但如果把质量“依赖于”大家的聪明，就会把公司置于巨大的风险之上了。
　　对人才期望过高，对现有能力和主动性不满，可能是因为管理的薄弱。

不要期望雇人来做你做的事

　　最后，反过来说，找到有主观能动性、有策略、能够化繁为简的人才，当然是公司的重要资产。这些关乎文化。强调创始人的策略和管理能力时，不应忽略员工文化的建设。

　　但是，特别是在创业初期，不要期望雇人来做你做的事，不要把策略、管理的缺失，转嫁为对“人才”的依赖。这样，会过早地在公司建立复杂的架构，在革命尚未成功之时，已经患上大公司病。

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