Sales Director Year-end Work Summary

At the beginning of 2019, the company decided to re-adjust the market layout and put the original South China and Southeast regions together to form the second part of the market. I will be the second manager. The decision of the company is very happy. worry. At the beginning of 2019, the company decided that I would leave South China and transfer to the Southeast. I was not satisfied at the time. In Guangdong, I stayed there for five years, starting from scratch. At that time, I was desperately relying on Guangdong for my family, for my life, and for raising a family. In the eyes, there are only markets, customers, sales , and payment. Doing a good job of doing a good job with my family, how dare to hang lightly. So hard and tired, it’s all commonplace, it’s not worth mentioning! Can have orders, can grab customers, tired and feel happy. The biggest pressure is the process of encountering a big order and the opponent's anxiety. The saddest thing is that customers are snatched by competitors. Fortunately, the brothers of the company gave me great encouragement, and then the pain, the pressure is great, and it has come over. In that hard time, I walked all the way to the present. God has not lost us, we have also got the return that should be, that is, the company's performance is growing step by step, the company is growing step by step. Ryan, the company that was once predicted by others to not last for three years, has gradually become one of the best-known optoelectronic companies in China! Although Guangdong has been suffering for five years, it will have feelings when it is long. Now I am once again transferred to South China, and I feel a bit of joy in my heart! However, calm down and think about it, now South China has changed, customers have increased or decreased, things are people, people go tea, the change in two years is very big. I think that I used to charge myself many times. Now I am more commanding people. I can build a good team. Can you command well? Can you do anything? It’s not optimistic, so after the joy, stay More worry in my heart!

South China has always been a relatively calm place. The market is fiercely competitive. There are markets for any level of products. In the Pearl River Delta region, there are more than 10 local optoelectronic brands. The quality is not good, the price is very low, and the photoelectricity is seriously disturbed. The market, it is difficult to account for the majority of the market share! Sometimes for dealers, poor quality products just make more money. This phenomenon also brings us more difficulty. We only need to invest more manpower and material resources and run faster to get more market share. There are basically no other ways to do more with less! When it comes to personnel, at the beginning of the year, there were a few people in South China. From the last seven people, there were only three people. What is this? This shows that we have not paid attention to the market. If we don’t take it seriously, the market will not care for us. ! At this point, I was in a hurry, the company trusted me, everyone seems to be relieved. However, I know in my heart that the situation at the beginning of the year, slow to say to seize the market, is to keep the current customers do not lose, has been thankful! According to the situation at the beginning of the year, we can only hold back the positions and hold the positions to ensure that the old customers are not lost. Otherwise, it is not only an economic loss, but also a blow to the brethren’s taxis. Therefore, I concentrate most of my energy on this work. I emphasize that the soldiers will be the first to keep them, and consider the offense. I believe everyone thinks that I am doing the right thing! Half a year later, the old customer is not turbulent, basically stable, and the mentality that has been hanging is put down more than half.

In 2019, the company's personnel were very nervous, and the application for additional people was delayed. Many times, the office in Foshan, Shenzhen is a person on duty, and one person can't even deal with after-sales service, let alone open up new markets. This is a big disadvantage for the company. Due to the incomplete staff, we were forced to stop the pace of advancement and wait for the order to be lost in the sky. This situation makes me 12 points of uneasiness, can this be called the market? This is called death, too passive! I may not be immersed in the situation. I don’t know the seriousness of the shortage of Guangdong personnel. Whenever this time, my heart keeps complaining about how the company’s logistics support is done, how the leadership is adjusted, where is the situation more urgent, where priority is added. ,Do not know at all! The child who is willing to cry is hungry. I am not willing to cry. Who is the one who screams, and who does it add to people? It should not be like this! The company's overall interests are above everything else! Why are we sometimes forced to ignore the overall interests and pay more attention to local interests? Why? The reason is the interest itself, because the individual's interests come from the region of oneself, not from the company as a whole. Therefore, there is not much cooperation between the regions. The regional transfer of goods still exists. There are still many unpleasant things. The overall rational resource allocation has been replaced by a noisy way! Our wisdom in this area seems too little! At the last office meeting in 2019, this year’s marketing department had a new approach. The overall growth of the company was used as the basis for the distribution of bonuses. This is really good. The direct benefit of this is that it can reduce a lot of blushing. The thick neck of the meeting process, vying for contention, not arguing that the heart is uncomfortable, the competition can not fight, and they give themselves sin, fortunately, this situation is about to end, in theory, we can increase the life expectancy of 2 years, the wisdom of Bodhisattva what! Writing here doesn't feel like a debriefing report. It mentions that the company has more things to do. Another thought is that I am also a member of the company. The views on the company are closely related to my personal practice. It is also a side report. !

2019 is an extraordinary year. This is not because sales have increased by 60%. It is understood that the overall growth of the forging machine industry is over 70%. The extraordinary in 2019 is because many of our company's work is done very well. Meetings, no longer nonsense, no longer complaining, no more accusations, open real, happy process, satisfactory results, problems are solved, and we will not change from talking to meeting in the future! In the meeting, when we talked about the market, we analyzed the host supporting status of each district, how much potential and potential customers, how to quickly add. In the technical part, we have clarified the importance of new products and the urgency of developing new products. We all work together to make plans and we will allow all departments and personnel to be mobilized for the release of new products. Production, intense and orderly, there is no demand for delays in the market. In the construction process of the new factory, we also overcome all kinds of difficulties, strive to invest in construction one day, how to increase new people, how to manage vehicles, training, from the top to the bottom, we have a feasible plan! Think about this year, we really didn't talk nonsense!

In 2019, the sales area I led was the same. Sales meetings, work processes, and the leadership of new employees can be done without being imaginary.

The sales meeting is very important. Every time I meet, I will solve the problems I encountered last month. Which person is doing something wrong? I usually see or discover it. In addition to the criticism at the time, I also recorded him in the computer. On the meeting, I will talk about it in front of everyone, so that it is such a wrong thing, so that others can pay attention. Most of the contents of the first half of the meeting emphasized the visits of old customers and stabilized old customers. The content of the second half of the meeting mostly emphasizes how to do things according to the plan, how to make a reasonable sales plan, the plan is the first step necessary to do anything, not only to make plans, but also to plan properly, how can it not be completed? The plan, don't make it, if every month, the project is less than 50%, indicating that there is no careful planning, and it is not easy to give up the work items of each project. If you can't complete your plan for a long time, you will Bringing a blow to your own confidence, and easily giving up your own plans, will make your work's tenacity exhausted! I ask my staff to respect their plans!

With the plan in place, the process is also very important. I have developed a “work record sheet”, which involves the record of the work process. The contents include: 1. Sales plan and action 2. Call information tracking 3. Clearance Planning and promotion 4, after-sales service running account 5, sales return payment account. Everyone has to send me a work record every month. I think there are three purposes for this form: First supervision, if there is no work, this table will be blank. From the table I can see what you are doing someday. The second is guidance. The customer's tracking is a process. When I look at their process, I will guide them according to the situation, which stage, what to do, who to look for, what advice to give, etc. After all, after all, My experience over the past few years is still worth learning. The third purpose is, for the safety of the company's customers, in other words, no matter who's customer, after the substitution, I can pick it up immediately, because the whole process is in my record, the company is big, the salesman's risk will be It is something that must be considered! The "Work Record Sheet" is simple in record and easy to use. For the salesperson, the meaning of help is greater. They can consistently follow the tracking work of different customers, avoid forgetting, miss opportunities, etc., avoiding clutter and no work. Planning, no clue, waiting for all kinds of status!

The plan and process determine the whole work, do a good job, and the good and bad execution of this process is closely related! However, there is one aspect of the matter that is not inferior to it. That is morale. If you bring troops to fight, you must have morale. If you win, you won't be arrogant. The list has been squandered, don't be discouraged, the market is very big, don't care about the city, I am coming over, knowing this kind of taste, our employees will also encounter such things, encourage them, give them confidence, how big The list won, happy, can't take it, summed up the lesson, come back next time! This is often encouraged during meetings, and often, like this, employees have a bottom in mind, so this is also an important part of the sales meeting!

The process is actually management, and a good process can improve work efficiency. I actually advocate a highly efficient and simple workflow. People are not computers. I think the logic of the process is not more important than the fuzzy feasibility of the process. Some management methods sometimes block us, because these management methods are a mathematical formula. The various factors of abcd in the formula are involved. When it comes, it seems reasonable, but the conclusion is wrong, and the last sentence is wrong! I hope that doing things can get twice the result with half the effort. At the very least, I don't want to get half the effort. This may be caused by my laziness, but I am lazy in the face, not in the job, not deceptive to everyone. The considerations that have been made, and even the results, I have not been less! It’s not a matter of doing what Laien’s employees should do. The better process is to do this. I am exploring, and I am also looking for opportunities to learn from others. Whoever is good will use it for me. Train yourself and train your staff!

In the face of correct criticism, we must be able to accept it honestly. It is better to respect others and respect ourselves. I am willing to continue to accept the supervision and criticism of all. For those who are clear-eyed, criticism is more precious than praise. I try to be as good as a mirror. When encountering an expert, you must be able to learn with humility, and the merits of others are worth learning. In 2019, I also secretly learned a lot from the teachers around me. I also praised others, I like to be friendly, like to deal with people of high quality, like the people who are vain, who are close to the black, I have been thinking about improving in recent years, this is with our 8 brothers for many years. Doing things together is inseparable! If I have a good side, I will use it to influence people in my department, do good things, be good people!

Written here, look back at the unintelligible, do not know the format of the combination of writing, and finally I quoted a summary of the ideological work of the general of my hand to end this debriefing report:

In 2019, the work must be very reliable and put an end to impetuousness.

In 2019, the work must be very focused, and never give up.

In 2019, we must give absolute strength to ensure that work and life are striding forward.