2021年に新卒採用を行う岡山・広島の企業さんを招いて開催した「学生と企業の緩やか座談会」。今回は、岡山トヨタ自動車株式会社さんの座談会二回目の様子をお伝えします！
岡山トヨタ自動車さんは、岡山県内に5つあるトヨタ車の専売会社の中でも、最も歴史の古い販売チャネルです。詳しい会社の紹介はこちらもご参考ください。
2020年5月より各ディーラーでの専売車種の区切りがなくなり、どの販売店でも全てのトヨタ車の購入が可能になりました。そのことについて、今回お話を聞かせていただいた岡山トヨタ自動車の西脇専務と、採用担当の太田さんは、口をそろえてこうおっしゃいました。
「全車種が併売可能になっても、地域のお客さんとこれまで培ってきた絆をつないでいけば大丈夫」「店舗全体で目の前のお客さんを喜ばせる、チームで目標を達成する仕組みを続けていく」と。
その言葉通り、お客様への想いがにじむ回答が多い座談会となりました。
学生に自社をPRするなら何を言う？
就活生の皆さんにとっては、自己PRは馴染みがありつつも悩ましいものの1つかと思いますが、今回は岡山トヨタさんから学生の皆さんにPRするならどうする？という質問。なかなか面白い視点だなと思いました。そして、その質問を受けた太田さんと西脇専務からはスルスルと良い所が出てきていました。
福利厚生は大企業の制度を先取り
販売会社であることから、お休みの日はやはり平日が中心になることが主ですが、プライベートでの大切な用事や出来事やある場合には、気兼ねなく休みを取られるそうです。それ以外でも、中途採用で岡山トヨタに入社された社員さんからは、福利厚生については大変な高評価なんだそう。「私たちの商品は車ではなく人なので、何より社員を大切にしているんです」という言葉が印象に残りました。
有名になる前の団体のサポートに積極的
岡山トヨタでは、代表取締役である梶谷社長の方針で、スポーツ団体への支援や地域のボランティア活動など、地域貢献活動が盛んに行われています。地域と一緒に成長することや社員さん1人1人が地域に関心を持ち関わっていくこと、頑張る人を応援することを会社全体で大切にされているのです。
ただ車をお客様に販売するだけでなく、岡山という地域全体に向けて、貢献しようという姿勢を感じました。
お客さんのことをちゃんと考えている
ちゃんと考えているってどういうこと？と思われるかもしれませんね。西脇専務と太田さんが言われていたのは、「お客さんと長く関係性を築ける会社でありたいから、しっかりと丁寧に説明もするし、お客さんのことを本当に想った対応をする」ということです。
車は売ってハイ終わりではなく、むしろそこからが本当の関係づくりの始まりです。3年5年10年と、折に触れ長くお客様と付き合い、一緒にお客さんと育っていきたいという信念があるからこそ、より誠実で丁寧な対応を重視されているそうです。
また、担当制ではなくチームで1人のお客様に対応していく仕組みも、そうした関係づくりのために作られたものだそうですよ。
思ったように車が売れなかった時のモチベーション維持の方法は？
仕事をしていると、良いときばかりではなく思うように結果がでないときもありますよね。
そうした時にどうやってやる気を維持しますか？という質問でしたが、こちらについては太田さんと西脇専務のそれぞれの方法についてお話していただきました。
太田さんからは、まず岡山トヨタの販売形式は1人ずつのノルマがあるわけではなく、店舗ごとに月ごとの販売目標額があるんだという説明がありました。個人目標に届かなくても、店舗のスタッフ全員で協力して全体の目標が達成できればOKということですね。
その上で、個人でなかなかうまく成果が上がらない時には、太田さんは仲が良いお客さんに雑談を交える中で話を聞いてもらっていたそうです。そうした中から新しいお客さんにつながる情報をもらえたりすることもあったそうで、関係性ができているからこそ、頼れるお客様がいるというのはとても素敵だなと感じました。
他にも、同じ社内の仲間である、店舗のリーダーやマネージャーに相談するということも。マイナスになっていた気持ちや考え方を切り替えるきっかけを与えてもらえる、心強い存在ですね。
また、西脇専務は「悪い時は切り替えて次に向けて早く動く」「落ち込んでいることを自覚する」と2つの方法を挙げられていました。
まず、次に向けて早く動くことについては、専務は3か月のスパンで動くと説明されていました。営業において行動に移すとき、1月ごとの結果で一喜一憂するのではなく、3か月という大きなくくりで見たときに結果がどうか、という視点で物事を考えられているそうです。
その月に結果が振るわなくても、次で挽回すればいいと思えば、気が楽になりそうですね。
そして2つ目の、「落ち込んでいることを自覚する」については、落ち込んでいることを早く自覚できればできるほど、自己コントロールもしやすいということです。専務は、上手くいっている時ほど難しい顔をし、苦しい時にニコニコするようにされているそうです。そうすると、苦しい時に周囲の人は気兼ねなく近寄ってきてくれて、それが次の行動のための種になることがあるそう。
このお話を専務がされているとき、横で聞かれていた太田さんが思わず「とても難しいことですねぇ」とこぼされているのにつられて頷いてしまいました。
口にするだけなら簡単なことかもしれませんが、実際にそれができている人は、どれだけいるのでしょうか。改めて凄いなぁと感じた言葉でした。
どちらも経験が踏まえられた内容で、皆さんにとっても参考になる方法ではないかと思います。
その他にも、「トヨタ車でお勧めの車は？」という質問に対して、「その人が車に乗る頻度や良く行くところ、かけられる予算などの条件の合う、その人にとって最適な車がお勧めの車です」と答えられるなど、どこまでもお客様に合わせて考える姿勢がうかがえた回となりました。
参加者の方からの感想
- どんな仕事でも、お客様を大切にし、お客様に対して教えてもらおうとする姿勢をもつことが大事だと感じました。
- 浅いところから深いところまで、どんな質問にもお答えいただいて、難しい質問もあったかと思いますが、自分のためになりました。
- 合同説明会とは違って、深く濃い話ができました。
- モチベーションを維持するためには、苦しい時こそ楽しそうに、上手く行っている時こそ苦い顔をするというお言葉が印象に残りました。
岡山トヨタ自動車株式会社 関連リンク
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