マネジメントで悩む必要なんてない

考えたこと

こんにちは
今回もマネジメントについて考えてみたいと思います。

マネジメントをするにあたって「いろいろ考えてやったけど部下がついてこないんだよな…」とか
「モチベーションを上げたいんだけど、なかなかみんなのモチベーションがあがらない」とか
「すぐ否定的なことを後輩がいるから全然プロジェクトが進まないんだよな」とか
いろいろな悩みが出てくると思います。

今回はそんな人に向けて「マネジメントで悩む必要なんてない」という話をしたいと思います。

「マネジメントで悩む必要なんてない」というのは「とにかく手当たり次第に行動しろ」という話ではありません。
「成長することに対して悩むのはあり、マネジメントの仕方で悩むのは違う」という話です。

僕が思うマネジメントで行うことは「本質を捉えて具体的な行動をする」だけでいいからです。
そこでいろいろと迷うのではなく、これを行うことで様々な問題に対応できるようになります。

僕がマネジメントした店舗では万年欠員だらけでシフトの半分は他店舗からのヘルプ、売上はなかなか上がらないという問題がある店舗でした。

そこで上記のように考えていった結果、席数20席の店で120名の集客を集めどんなに頑張っても20万ちょっとしかいかなかった店が最大35万の売り上げを叩き出す店に、さらに月に20回以上ヘルプをもらっていたが逆に月に20回ヘルプを出す店に変わった。
という結果を出すことができました。

もちろん新しく入ってきたアルバイトの力も大きく、僕ひとりの力ではありません。
ですが、そのときの経験からこれから話す内容はとても意味のあるものだと考えています。

今回もお付き合いください。


本質を見極めて箇条書きをする

まずマネジメントとはなんでしょうか?
目次にもありますが“成果をあげるため”にあるのです。

一旦少しだけでよいので考えて見てほしいのですが、例えば中華料理店であなたがマネジメントをするとしましょう。

あなたはその店の売り上げをあげるという責任があります。
あなたはどんなマネジメントをしますか?

多くの人は「売上目標を作ってどんな形でもいいから売っていくぞ」
「お店をきれいにしてお客様にとって過ごしやすい店を作るぞ」
「お客様にとって話しかけやすい接客をするぞ」
という目標を立てるでしょう。

それは決して間違いではないと思います。
ですが、正直“足りない”のです。

例えば「売上目標を作ってどんな形でもいいから売っていくぞ」を例にとって考えてみましょう。
正直これは一番の思考停止です。

「売上をあげる」ということがそもそも責任としてあり、目標であるはずです。
そこに対して「売上目標」を作ったとして「どんな形でもいいから」売るというのは具体性がなにひとつありません。

これでは部下はなにをしたいいかわからず、売上は上がりません。
「どんな形でもいいから」というところに対して、例えば「新商品を考案してそれをとにかく売っていくぞ」という施作を考えたとします。

新しいメニューを出すことはもちろん良いことです。
ですが売れていない店で新メニューを出すことで食べてくれる人はどれだけいるのでしょうか。

そこまで多くないでしょう。
なんせ売れていないんですから。

ではなにが足りないのでしょうか。
それは「本質を見極める」ということです。

飲食店において「売上が上がっている店」というのはどのような店なのか、そこを考えることができていない場合がとても多いということをいままで何度も見てきました。

飲食店において「売上が上がっている店」は「QSCが高い店」につきると僕は考えています。
簡単に言ってしまえば「料理や飲み物が安定したクオリティで提供され、安定したサービスをされ、きれいに掃除されている店」ということです。

もちろんこれにはWeb販促などの外向けの販促も絡んできますが、どんなに外向けの行動を行ったとしても、顧客満足度が上がらない限り繁盛店を作ることなどできません。
ここをいかに深掘りして考えることができるかで売り上げは変わってきます。

その「深掘りして考える」ときに「箇条書き」で考えてみてください。

人はあれこれと考えると堂々巡りのように複雑に考えてしまうクセがあると僕は思います。

一度思考が迷子になってしまうと、スピードが落ち、適切なタイミングで適切な行動を取れなくなってしまいます。
なので紙にでもなんでもよいので箇条書きにしてシンプルに本質を見極めて問題解決にあたってください。

そしてそこでできた「本質」対してひとつひとつ打ち手を打っていくのです。


ひとつひとつにちゃんと向き合う

先ほどの「売上目標を作ってどんな形でもいいから売っていくぞ」で考えてみましょう。
分解し本質を捉えるように箇条書きにして考えてみましょう

  • 売上が上がらないその原因
  • 原因の起点となるものはなにか?

という2点を本質を捉えることを意識して考えていくことが、僕の思うちゃんと向き合うということです。

たまにあるのが「モチベーションの低さが問題だ!!モチベーションをあげるためにみんな笑顔でポジティブにいこう!!」
と言う人がいます。

もちろんこれは正しいことだとは思います。
笑顔の効果というのは計り知れません。

ですが、「ポジティブ」というのは成功体験からくるものだと僕は思っています。
そこで「ポジティブになれ!!」と言われたところで、売れていなかった店では成功体験もなく、具体的な指示は「笑顔になれ」だけ。

これで一体なにが変わるのでしょうか?
それはマネジメントをする人の言うことではありません。
正直誰にでもできます。
本質を捉えた具体的な行動をし、指示しなくてはなりません。
マネジメントを行う人間は必ず本質を捉え、具体的な行動を示してください。

それをすることで部下や後輩の不安を取り除くことができ、いままでとは違う店を作ることができるのです。


3つの視点を持つ

上で本質を見極めることの重要性をお話ししましたが、僕が働いていた飲食業界でよく見た例としては
「売上目標を作ってどんな形でもいいから売っていくぞ」という、あいまいな目標でした。

では、本質を捉えて具体的な行動をするためにはどのようなことが必要なのでしょう。

  • 現実を見定める視点(現実的な課題を知る)
  • 夢を見る視点(希望、うまくいった姿を見る)
  • 打ち出されたものを否定的に見る視点(うまくいかなかった姿を考える)

この3つの視点が必ず必要だと考えます。

ひとつひとつみてみましょう

現実を見定める視点

これは「いまあるものの長所、短所、問題点などを見ることができる」という能力です。
自分の武器を知ることはとても重要です。

いまチームが持っているも、持っていないものを知れば問題点をたやすく見つけることができるでしょう。

逆にこの視点を持っていないと課題を見つけることもできず、部下や後輩の良いところも見つけることはできません。

それではいつまでたっても成果はあがらないでしょう。

夢を見る視点

「現実を見定める視点」で見つけた長所、短所、問題点に対してプラスのことを考える視点です。
〇〇はこんな長所を持っている、素晴らしいことだ。
という「褒める」という行為にもつながります。

また「いまこの店は〇〇という問題があるから売上が伸びないんだ。でもこれを改善できれば売上アップにつながる」という「原動力」つながります。

「マネジメント=管理」と思っていたら通用しなかった話でも話しましたが、人はメリットを感じるから動くのです。

「ここで成果をあげることができれば〇〇というメリットがある」などのプラスの提示をする、具体的に感じさせるということはとても重要です。
「これを頑張ってもなにになるのかわからない」という状態で人は頑張れるのでしょうか。

僕は正直頑張れません。

打ち出されたものを否定的に見る視点

多くの人が1つ目と2つ目の視点を持っています。
ですが最近はこの視点を持つ人を否定する考えを多く聞きます。

「ネガティブだ」「もっとプラスに考えられないのか?」と
ですが、この視点を持っているのといないのとでは情報の信頼度がまるで違うと僕は思います。

これは全ての考えを否定しろということではなく、リスクを含んだ”結果”を考えろということです。
なにか行動をする際に、「どんな要因があると失敗してしまうのか」を考えずに行動すると、失敗の確率は上がると考えています。

「〇〇なんてどうせ失敗する」ということではなく、「△△がもしも発生してしまったら〇〇は失敗してしまう可能性がある。
では△△が起きないようにしなければならない」というようなリスクマネジメントを行う必要がある、ということです。

もしくは「〇〇は本当にいま必要なことなのか?」という視点です。
よく見る事例だと街の中華料理屋が苦し紛れに、中華料理でもなんでもないメニューを打ち出す。
などです。

確かに幅広い顧客を掴むためには有効かもしれません。
ですが、それは中華料理屋に求められていることなのでしょうか。

その後に「中華風カフェ」などに方針を変更するのならまだわかりますが、いままで中華料理を提供してきた店からしたら違和感でしかないでしょう。

自分が定めた本質から大きく外れることをしていった場合、それは違和感となり、人に受け入れられない可能性すらあります。

そうならないために思いつきの行動をするのではなく、一度否定的な視点を持つことで客観的に見ることが必要になります。


人事評価は狭い視点しか見てない

この3つの視点を持つことがマネジメントで「本質を捉えて具体的な行動をする」上で必要なことです。

たまに「部下や後輩に対して尽くせば、部下は必ず答えてくれる。成果主義では失敗する」という考えを聞くことがあります。
ですが僕は「ビジネスの本質は売上をあげること」と考えていて、「人が安心して過ごしたり、モチベーションを持って働くには一定の成果が必要だ」と考えています。

そもそも「部下や後輩に尽くす」とはなんの為に行われるのでしょうか
それは「部下や後輩のモチベーションが上がる、成績が上がる」という成果を求めているはずです。

人事評価などの狭い範囲での「成果主義」ではなく「ありとあらゆる成果」を求めるべきだと考えます。

そのためには「本質」を「3つの視点」を持って捉え、具体的に行動するべきだと考えます。


まとめ

いかがでしょうか

「マネジメントで悩む必要なんてない」→「本質を捉えて具体的な行動をする」だけを考えればいい

ということは理解してもらえたでしょうか?

そしてそれは

  1. 本質を見極めて箇条書きをする
  2. ひとつひとつにちゃんと向き合う
  3. 3つの視点を持つ

ということが必要です。

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