Summary of Work in Trial Week 1 I. Main Work Completed this Week
1. Assist colleagues in departments to collect employee training records, urge departments to update employee competency matrix, and print the employee competency matrix of 1 1;
2. Assist department colleagues to fill in the relevant information of the enterprise in the employee labor contract;
3. Screen job resumes of websites.
Second, the study situation this week
1. Under the leadership of department colleagues, I visited and studied the workshop departments of the old factory and the new factory, and got to know the overall situation of the company.
2. Learn the new employee induction training courseware, and conduct in-depth study on the company's rules and regulations.
3, actively communicate with colleagues, and constantly learn and summarize the experience in the work.
Third, the understanding and ideas of the work.
When I come to a new working environment, I feel uneasy in the face of the tense work rhythm. It was the cordial conversation of the leaders and the enthusiastic help of my colleagues that calmed my anxiety. I would like to express my heartfelt thanks for this, and will devote myself to my work with a more positive attitude, so as to be familiar with the organization of the company, the work of this department and the work assigned by the leaders in a short time.
Summary of probation period in the second week Dear leaders:
Since joining SGS-ENV in early August of 20xx, I have defined my professional role and improved my working ability in practical work under the guidance of the company's SHINE entry project and the words and deeds of my colleagues. The following is my experience in the past six months, please correct me.
First, learning and thinking
Although I had 8 months' sales experience in the testing industry before joining the company, the KA sales and customer service concept put forward by SGS-ENV based on its own positioning gave me a new understanding of the scientific and artistic nature of sales.
1. 1 About sales
ENV has developed a wide range of high-quality testing projects, adhering to the cultural heritage of SGS, providing enterprises with professional services in the field of environmental pollutant monitoring and analysis and overall environmental solutions, helping enterprises to create stable and sustainable development momentum and realize the coordinated development of economic growth and environmental protection.
According to the transaction amount and frequency of the order, it can be roughly divided into large single sales and small single sales. Based on SGS-ENV's own positioning and previous analysis of customers, I think we should always pay attention to the psychological changes of customers in the sales of big customers and big orders. Therefore, the sales concepts that need to be grasped in practical work are: 1. From the customer's point of view, from trying to persuade to actively listening to the buyer's conversation, treat every conversation as an opportunity to understand, not persuasion; The role of salespeople is the bridge between their own services and customers. An efficient salesperson must understand the customer's needs and his own service ability. So as to ensure that the focus on service ability shifts to the focus on buyers' needs. 2. Committed to planning, successful implementation depends on successful planning, and conference planning is the cornerstone of establishing sales strategy. Please refer to Hank's visiting consultation evaluation form when taking action; 3. Visit customers more often and check regularly, so as to avoid behind closed doors, go deep into the front line of customers and understand their real needs.
1.2 About customer service
Firmly establishing high-quality customer service consciousness is of great benefit to the later work. In the process of learning telephone communication skills, outspoken, behavioral magic and other courses on my Learn platform, I gradually realized that as a front line to contact customers, my words and deeds represent the image of the company. To provide professional services to customers, we need to work hard on every detail. When dealing with incoming customer consultation and outgoing development target customers, we often use non-face-to-face methods such as telephone and email. Therefore, in order to reflect the differentiated value orientation of SGS, I think we should grasp several principles in the process of devoting ourselves to communication skills: 1. Practice one ability at a time, break down my desired goal into various behavioral components, and then improve only one behavior at a time; 2. Try a new behavior at least three times, and don't judge whether it is effective too early; 3. Quantity comes before quality, such as making a strange phone call, analyzing the relevant reasons in constant frustration and making corrections, thus changing from quantitative to qualitative.
Second, action and thinking.
"What I learned from the paper is superficial and I know nothing about it." In order to better put what I have learned into action, my main work keywords in the past six months include:
2. 1 integration (week 1)
After joining Shenzhen Branch, I got to know Hank, Clover and other colleagues under the introduction of Bill, and made clear my roles, responsibilities and performance goals in the communication with my colleagues. Be familiar with the corresponding working environment and obtain all necessary equipment and tools to carry out the work effectively and safely. Learn more about SGS and its business activities, company vision and values on my learning platform. In the training of new employees, fully understand the key policies and processes related to my work,
Including financial processes and technical resources, I got a preliminary understanding of all aspects of the company's rules and regulations in a week or so, thus initially establishing my own sense of belonging.
2.2 Exploration (first month)
During my training in Guangzhou, my main energy was to be familiar with business processes and efficiently handle customer inquiries, to understand the corresponding testing ability and learn common standards, to know colleagues in key positions in the laboratory, and to sharpen sales skills.
From my own experience in dealing with customer consultation, enthusiasm is more than carefulness. In the face of customer's consultation, I will try my best to meet the customer's requirements, but later I found that this is not the best, but I have to manage the customer's expectations. Although the accumulation of experience is a process, I can think more carefully. For example, the cc target of the email, how to write the subject of the email so that customers can understand the purpose of sending the email simply and clearly, and so on. Strategically, we should grasp the psychological needs of customers, and tactically, we should do everything that can meet the psychological needs of customers. In addition, since sales and experiments are separated in two places, effective and smooth communication is essential. For my own orders, I adopt the PM consciousness suggested by Rainn, that is to say, I am the project manager who completes the customer test, and I am fully responsible for integrating the platform resources provided by SGS-ENV.
"Kung Fu is beyond poetry" is another important experience of my training. Because my department has complete testing capabilities and many projects, it is not easy to provide customers with appropriate and accurate testing programs. However, the in-depth study of relevant standards provides relevant basis for the solutions provided to customers. In addition, under the thinking of the business line, it is also a good choice to specialize in a certain aspect and become an expert in this field. As Rainn said, only by asking customers more can we accurately grasp their needs. With regard to sales skills, Hank briefly introduced PR0- return skills. By splitting the sales process, I grasped the importance of each process, which was very helpful for my next visit. According to my own reality, I sorted out the customer funnel and managed it at different levels according to the importance of customers.
2.3 Discovery (first three months)
If a worker wants to do a good job, he must sharpen his tools first. During the training in Shanghai, under the introduction of TS team, I got a systematic understanding of the division of various business lines, so that I could specialize in the technical field and not "bite off more than I can chew". Combined with the strategy and planning of ENV business line, on the basis of comprehensive consideration of market capacity, customer types, regional distribution and other factors, I chose three wastes and occupational health as my later business direction. In order to effectively achieve the sales target, the work to be completed includes:
2.3. 1 customer analysis
In my opinion, sales work first needs to analyze potential customers and their needs, and find out groups with similar needs, so as to make sales work more targeted. So you need to ask yourself the following important questions first:
(1) What is the customer demand category?
(2) What is the purchase procedure?
As an independent third party, SGS-ENV provides solutions based on environmental inspection services to convey professionalism and trust. Just like SGS's core value "when you need to confirm", it diverges along this sales logic. Take occupational health as an example, you can ask yourself the specific 5 W1h.
Customer screening is an ongoing process. Considering SGS's brand, values and related pricing strategies, potential key customers must have the following characteristics:
1. Recognize the corporate culture and values of SGS;
2. Strong capital, good reputation and low price sensitivity;
3. Stable performance, great contribution or large space for future cooperation;
4. The industry or region has great influence. In addition, it is also important to know the customer's purchase procedure, because it can let me know the channels of direct contact with customers.
To make a comprehensive analysis of customers' incoming calls, the procurement procedure may include one or all of the following steps: problems-information search-supplier evaluation-procurement-feedback. To provide quality services to customers, it is necessary to grasp the psychological changes of customers at various stages, and the analysis can rely on the customer's behavior matrix.
From the above analysis, it can be seen that the strategic choice of SGS-ENV is to enhance the value by differentiation. Related to complexity is the level of procurement planning.
2.3.2 Market analysis
The Guiding Opinions of the Ministry of Environmental Protection on the Environmental Protection System to Further Promote the Development of Environmental Protection Industry mentions that the socialization of environmental monitoring services should be gradually promoted, the key areas and monitoring scope of socialized environmental monitoring should be defined, and social monitoring institutions should be encouraged to provide environmental monitoring and testing services for the government, enterprises and individuals. Encourage the development of integrated environmental services that provide system solutions. Vigorously improve the ability of environmental protection enterprises to provide comprehensive environmental services such as environmental consultation, engineering, investment and equipment integration, and encourage environmental protection enterprises to provide systematic environmental solutions and comprehensive services. Encourage governments and enterprises to outsource comprehensive environmental services. Formulate service standards and technical standards for comprehensive environmental services, and carry out pilot projects for comprehensive environmental services in industrial parks, cities and key industries. Actively explore new environmental service modes such as contract environmental service.
rival
Know yourself and know yourself, and you will win every battle. The testing institutions in South China (including Shenzhen) are mixed. Here are the following influential tests.
2.4 Participation (first six months)
"Only participation can be recognized". At the beginning of employment, I mainly assisted Clover and Selena in handling customer testing consultation. In the relatively trivial process, how to tap the obvious and potential needs of customers to the greatest extent and how to optimize the process, so as to effectively incorporate the customer's test plan into our department's business process. In the actual communication process, I gradually realize that it is very important to manage customer expectations and enhance the value of differentiated services. During my training in Guangzhou and Shanghai, I realized1+1> The effect of 2.
After Hank trained the pro-return absorption skills, I began to visit customers myself, from the early preparation to the on-site exercise, as well as the late data sorting and customer care, so that my sales gradually got on the right track. But in this process, I also have mixed feelings. The good news is that I can visit customers independently and tap their needs. I am worried about accurately locating the potential customer base, and I feel that it is useless to do more. For the mastery of sales skills, also
Attending the national sales conference in Shanghai benefited a lot, mainly reflecting the overall situation. In other words, in the long run, our department should provide environmental protection solutions instead of simple testing services. With the lowering of testing service threshold, testing institutions with different quality have mushroomed everywhere. Most small and medium-sized testing institutions disrupt the market through price wars while improving the level of the entire testing industry. "While the iron is hot, we still need to be hard", so we need to constantly improve ourselves on the front line.
After half a year's full preparation, I intend to work from the following angles:
First, screening potential customers
B, performance classification and decomposition
Estimated performance (80W)=KA performance (64W)+ General customer performance (16W) (according to the 28 principle)
= number of Ka customers (> 20) * test amount (> 5W)* test frequency (not less than 3 times a year)+number of ordinary customers (> 50) * test amount (
= number of Ka customers (> 60) * test amount * test period+number of ordinary customers (> 250) * test amount * test period (334 closing principle for potential customers)
C. potential target groups
Large transnational and trans-regional enterprises: Top 500 in the world, Top 500 in the United States and Top 500 in China.
100 top industries (petrochemical industry, automobiles and parts) and national key pollution monitoring enterprises.
Channel customers (engineering consulting companies, environmental protection companies and companies providing environmental services), environmental protection bureau and monitoring stations.
Third, summary.
I cherish and enjoy working in SGS. I am like a sponge, trying to absorb the nutrients that this fertile soil has given me. Thank you, ENV colleagues, and thank you, SGS, for this platform. I believe I will do better in the next time.