Guide language: ** “God policy is a game of chess, after joining god policy is the national pass. “We encourage people to transfer, and there are no limits to everyone’s development.” ** The protagonist of this article is Ikyu, who has been working for nearly 5 years. He will tell you how he transferred from operation and maintenance engineer to pre-sales engineer. He will truly restore his heart process and thinking during the transfer, and let us feel his growth journey together.
I first joined Shence five years ago. I am an operation and maintenance engineer, mainly responsible for the deployment, operation and maintenance and monitoring of customer systems, troubleshooting of customer systems, system expansion and migration, eliminating environmental anomalies for customers and maintaining normal operation. In 2018, I was faced with an important choice in my career, whether to continue working as an operation and maintenance engineer or transfer to a pre-sales engineer to directly deliver value to customers and output technical strategies.
Obviously, the emphases of these two positions are different: operation and maintenance is more of a behind-the-scenes role, mainly solving customer system anomalies and helping customers upgrade and iterate smoothly; Pre-sales is directly to customers, need to really understand what customers need, and based on this for customers to answer questions, explain the transfer of god’s products and technical solutions.
One, before the transfer of a rainy day! Opportunity always comes to those who are prepared
In May 2018, I began to have the idea of transferring my post, for two main reasons. First, I often felt confused in the operation and maintenance post, and WANTED to change my post to challenge myself. Secondly, there is always a question in my mind: the company’s product sales are good, and the customer renewal rate is high. What attracts customers? Always wanted to find the answer to that question. With these two tasks in mind, and in order to better expand my ability, I gradually decided to transfer my position. In addition, the company supported the internal job transfer of employees, so I started the job transfer action. But in the choice of post transfer opportunity, I still carried out serious consideration.
First of all, make sure that the transfer will not affect the normal development of the current work, and submit a perfect report for your work journey in the operation and maintenance post.
Second, confirm with the pre-sales Leader whether there is a shortage of pre-sales positions, and know what abilities are needed before sales.
Third, from operation to pre-sales, what abilities do I not have and how can I improve them quickly? What advantages do I have over other pre-sales students?
In order to go through the transition period smoothly, I also made a lot of preparations in private, including fully understanding the daily work content of the pre-sales post, taking time to study and improve my ability before the transfer, such as further learning product functions, getting familiar with the pre-sales plan, POC process, bidding document writing and customer communication skills, etc.
** Make all preparations to transfer position in place. ** When everything was ready, I formally requested a transfer, and everything followed and I was successfully transferred.
Second, after the successful transfer, continue to grow in the face of challenges!
Smooth job transfer, does not mean that they have been a qualified pre-sales engineer. The journey has only just begun: changing roles means new challenges. As the battlefield changes, working methods and communication methods change accordingly.
Frankly speaking, the new position requires new breakthroughs, because on the one hand, I have to go to the site to directly deliver the value of the company to customers, explain the functions and capabilities of the products, and answer questions. On the other hand, the company’s product functions are constantly updated and iterated. When new product functions are launched, we need to learn and digest them in the first time so as to timely and accurately convey them to customers, thus providing customers with more effective and targeted solutions.
At the beginning, I was not used to seeing customers. I was worried that I could not give full play to my best level and could not pass on product advantages and values to customers, thus missing a business opportunity and having an impact on sales colleagues to place orders later. I had a heavy psychological burden and was easily nervous.
To break through, I practice on my own, read books on communication skills, and ask my sales colleagues for advice after meeting with clients. In addition, I often learn methods from the department Leader and colleagues. With the gradual accumulation, I gradually put down the psychological burden, nervous emotions almost rarely appear.
In addition to overcoming the psychological pressure of meeting clients, there are also some communication skills challenges. At the beginning, it is often the case that the communication content is not on the same channel as the customer, and when a certain question is asked to the customer, the answer is not what the customer asked or cannot completely cover the fundamental pain point of the customer. Therefore, I summarized a set of my own methodology. After the communication, I recalled the whole communication process with the customer, and reflected on which problems were not dealt with properly through the review, and how to explain them so that the customer could accept them more easily, and how to get the customer’s recognition better. Slowly, FROM the beginning of the point-to-point response, to the back of spontaneous, in-depth thinking of customers behind each question of doubt, from point to surface to make some changes, and strive to output content from the fundamental up to cover customers’ problems, to dispel customers’ doubts.
Looking back at the initial experience of the post transfer, it is these difficulties and challenges that gradually trained their abilities and broadened their boundaries.
Three, two tips on job transfer
When it comes to tips for changing jobs, I’d like to share two of my own experiences.
First, to transfer positions and existing positions, it is best not to have a particularly big Gap. If the gap between the two is too large, it will be difficult to get familiar with and adapt to the new position, and finally may not stick to it.
Second, before transferring, it is best to understand the relevant post research, such as what ability do you need to have? Do you really like it? If you just want to escape from your current job because you don’t like it, or if you are too tired, you want to move to another job that you think is easier.
Taking myself as an example, I have grown a lot since I transferred my post to pre-sales. Although this job is not easy and often requires multi-tasking, I may have to prepare materials for another customer while meeting customers. But I see the pressure again and again as a growth. At present, IT has been more than a year since I transferred to pre-sales, and there has been no obvious maladjustment of transfer. On the contrary, I feel that my ability to resist pressure has become significantly stronger and my cognitive boundaries have been broadened. All the hard work has brought me the pleasure of growing up.
Say at the end.
As a pre-sales person, I have contacted a lot of customers. Some of them are recommended by others, and some of them have used Shenze policy before. They feel that shenze policy’s services and products are excellent and need to be promoted in the new company. Some are not satisfied with the service and products of friends, and should be replaced by divine policy; Also have a plenty because god policy in the outside world reputation is better, so want to know about god policy. In fact, hearing more voices is the customer’s recognition of our services and products.
As a mastermind, we need to have a better sense of service, maybe the customers we face are relatively small, but we also need to keep enough patience, better service each customer. Every new employee needs to spend a certain amount of time to be familiar with the company’s products and technology, let alone customers who have never been in contact with them.
The company culture of Shence is to bring value to customers. It is this kind of service consciousness and ability of Shence that has won the favor of many customers. Therefore, we need to keep this kind of service awareness and ability, with better service, there will be more customers to spontaneously help us promote; With better market reputation, there will be more customer opportunities; The more customers there are, the more customers there will be, and so it becomes a positive cycle. I believe that the company will be better and better, and I am proud of myself as a member of the mastermind army.