Skills

In total, there are eleven skills a student in Commercial Economics can develop himself in.

Out of those eleven skills, seven had to be selected for this internship by every student, so students have a process of skillset development to reflect on.

To reflect on all situations, the STARR-method is used. Every skill is seen in five stages: Situation, Task, Action, Result, and Reflection.

Press one of the buttons to learn more about those particular skills.

Situation

Around the beginning of May, the CRM at New Heroes needed an overhaul. With different people having different views on how to fill in the CRM, no clear overview of past performance could be measured anymore.

Task

Over eight hundred records in the CRM needed updating. So the other intern and I divided the work into two chunks of four hundred accounts, and started updating them to one standard.

Action

A week of work ensued. I had to painstakingly go over four hundred records in the CRM. Chances of sale had to be redefined into percentages and the pipeline stages needed an update.

Result

After about a week of hard work in changing numbers and refiling the administration, the CRM was cleaned up. The finance team could analyse current results and compare them to previous ones, in an objective manner. Now, the software is future-proof. Everything is adapted into one format, so changing it in the future will only require one automated change.

Reflection

What I learnt from this, is nothing related to the work itself. The task was simple to accomplish, but it needed to be done. But someone had to do it, so why not me? Simply showing that I am willing to adapt and do the dirty work as well, creates a lot of goodwill within the team.

A citation from a colleague about this situation (in Dutch):

“Teun is een heel fijn en gemakkelijk persoon en past zich erg goed aan. Hij kan veel werk aan en doet dit allemaal met gemak. Hij wist zich erg goed aan te passen op de werkzaamheden met tussendoor aan zijn opdracht te werken voor school. Als er onverwachts een taak tussen kwam, pakte hij dit direct goed op. Erg fijn!”

Situation

After cold calling a potential customer, her reaction was that their organisation is not interested in online learning modules.

Task

In my internship, the task was almost always the same; make sure that potential customers know as much as possible, so they can weigh if New Heroes is something that could fit in their organisation.

Action

After the potential customer signalled her interest in more classical trainings, I told her about the possibilities of blended learning and in-company workshops that New Heroes offers.

Result

The potential customer was very interested, as she had never thought about the combination of classical and digital trainings. After the conversation ended, she turned into a true lead, who first had to wait for budget approvals. But in the future, she wants to know more about New Heroes.

Reflection

What I learnt from this, is that listening to other parties gives insights in their wishes and demands. A good listener knows when and how to shift from one product to another.

A citation from a colleague about this situation (in Dutch):

“Teun is tijdens zijn stage erg gegroeid met betrekking tot zijn commercieel inzicht. Teun pakt signalen van klanten goed op en zet hierbij de juiste acties uit. Toen een prospect bijvoorbeeld zei dat zij geen interesse hebben in online trainingen en dat klassikale trainingen beter bij de organisatie past. Toen schoof Teun gelijk de blended, klassikale en openlijn trainingen van New Heroes naar voren. De klant vond dit aanbod erg interessant en zij wilde alsnog een afspraak met ons maken, terwijl zij eerst hier nog eerst van af zag.”

Situation

Every week, the sales team has two meetings. At the ends of Wednesdays and Fridays. My company supervisor noticed that I was relatively silent during the first few meetings.

Task

The tip I received on my first feedback form, was to speak up more during these meetings. To create more of a bond between myself and colleagues, my supervisor wanted me to share more openly with what I was working on.

Action

The task speaks for itself. I simply started sharing my work and efforts more openly. One thing to note, though: the first weeks of my internship consisted mostly of discovering the organisation. After the feedback, I simultaneously started generating leads and sales presentations, so there also was more to share.

Result

With me sharing more of my own work, colleagues started involving me more with New Heroes. More involvement allround started blossoming.

Reflection

What I learnt from this, is that communication is key within organisations. It is easy to see the whole company from the perspective of the sales team, but other teams do the same. There is a team for content, that produce the actual product New Heroes sells. Also, the IT team is crucial to make sure the platform works. These meetings are important to keep in touch with what other teams are working on, and where their priorities are. Sharing your own work is consequently very important.

A citation from a colleague about this situation (in Dutch):

“Teun is communicatief heel sterk, zowel mondeling als schriftelijk. In het begin was Teun wat rustiger en keek de kat uit de boom, maar al gauw merkte ik daar een omslag. Hij is goed aanwezig tijdens sales meetings, waarin hij ook wekelijks zijn sales updates vertelt en waar hij wekelijks mee bezig is. Dit doet hij op een hele rustige en duidelijke manier. Schriftelijk is Teun ook erg sterk. Hij weet de juiste mails naar klanten te sturen, inhoudelijk én op een erg leuke manier.

Situation

During one of the first weeks of the internship, the other intern at sales and myself were asked to write a piece that could be sent to existing customers.

Task

The piece to write was an activating mail to the employees of a customer, about the fact that New Heroes would soon be available to them.

Action

I spoke to the other intern about how to tackle this piece that needed to be writen. After making a fair distribution of work, we both did our parts. When we were done, we had another call and combined both parts into one document.

Result

In the end, especially for one of the first bigger tasks, the document was almost perfect. Some factual flaws had to be edited, but there was no way of knowing these as interns who just started.

Reflection

What I learnt from this, is that working together, can not only save time. When two people look at something, they know more than just one person. Working together with someone can more than double the efficiency and quality of a piece, even if the force of people working on it is not doubled.

A citation from a colleague about this situation (in Dutch):

“Teun is een echte flexibele teamplayer. Hij helpt collega’s wanneer zij overlopen in werk en hulp kunnen gebruiken. Ook kan je met Teun goed afspraken maken op het gebied van werkverdeling. Als je met Teun afspreekt om bepaald werk te verdelen dan kan je er van uit gaan dan Teun het voor de afgesproken deadline af heeft.”

Situation

My company supervisor quickly noted how well my writing style fit the style that New Heroes want to communicate to their audience.

Task

After explicitly being tasked with rewriting a standard message from another colleague in the sales team, I took matters into my own hands. The colleague shared another message he wanted to send out to his accounts, but I deemed it not to be within the New Heroes style.

Action

Without any hesitation, I decided to rewrite the whole document sent. Getting rid of any formal language and distance from the audience, a down-to-earth version was quickly made.

Result

A somewhat surprised, but happy colleague. He did not expect me rewriting his piece, but he chose my version over his one instantly. The new version burst with creativity and unique monologues.

Reflection

What I learnt from this, is that creativity is not something for which sales people are hired. At least, creativity in writing that is. By showing my skills there, I can directly contribute to a better flow of information.

A citation from a colleague about this situation (in Dutch):

“Wat betreft Creativiteit heeft Teun mooie en goede stappen gezet. In het begin keek Teun de kat uit de boom maar dat veranderde al snel door de sfeer die er heerst bij New Heroes. Wat me het meeste bij zal blijven is hoe Teun het initiatief nam om de New Heroes sfeer en tone of voice nog meer zichtbaar te maken voor ons als Salesafdeling.

Ik herinner me bijvoorbeeld nog de mails die ik stuurde aan klanten en prospects en dat Teun hier naar keek en de mail zonder blikken of blozen is gaan herschrijven. Resultaat; een minder zakelijke en generieke mail maar een mail met persoonlijke touch waar de New Heroes stijl perfect voor geleend is. In eerste instantie een brutale zet van Teun want mijn mails zorgde voor veel respons en dat was goed toch?

Idem is de Salespresentatie die ik gaf. Met kleine en grotere aanpassingen komt deze nog beter uit de verf. Mede door het initiatief en de creativiteit van Teun. Het kan dus ook anders en ik moet zeggen ‘Teun, je hebt je gelijk bewezen. Dank daarvoor!’ Nieuwe inzichten zijn goed echter moet je hier ook voor openstaan en dat heb je mij laten inzien.”

Situation

Meetings have always been a part of the internship. And of course, participation is expected. I cannot go into details about what was discussed for obvious reasons, but the sales process was spoken about.

Task

To truly be able to call this an act of initiative, there was no task given to me at all.

Action

After thinking people needed a visualisation of the sales process, I decided to make one and share it with the team.

Result

The result was surprises all around. Coincidentally, my SWOT analysis for the report was also finished around the same time. So I gave many insights into the sales team they could apparently use.

Reflection

What I learnt from this, is that showing initiative can help fulfill demand people did not know they had. Especially the SWOT analysis was unexpected and certainly not asked for, but is was a very welcome addition.

A citation from a colleague about this situation (in Dutch):

“Teun heeft veel initiatief getoond in zijn tijd bij New Heroes. Bij gesprekken met de afdeling Sales keek en luisterde hij rustig mee om vervolgens met goede ideeën te komen en nam hierin ook het initiatief om daar vervolgens wat mee te doen. Een mooi voorbeeld hierin is het in kaart brengen van het salesproces en het maken van een SWOT analyse. Erg waardevol!

Situation

In one of the last weeks of the internship, my supervisor and I had planned an appointment with a prospect. But because my supervisor was also renovating her house, some appointments could not go as planned.

Task

Instead of canceling or rescheduling the appointment, I proposed to do one myself. The supervisor agreed, so I had the opportunity to prove myself without direct supervision on my performance.

Action

I welcomed the potential customer, asked her questions about the current situation in term of Learning and Development in their company. With this information, and the reason behind why she wanted to know more about New Heroes, I could make small adaptations in my sales presentation. Using my self-made presentation, I did everything I could in convincing her that New Heroers is the perfect fit for their organisation.

Result

As is always the case, the prospects wants to think about it, and discuss the case with the management team. Sadly, this means that I cannot see how it ends myself. The prospect said that her calendar is quite busy, so she can come back on New Heroes after the internship is finished. However, she was very enthusiastic about New Heroes and my presentation.

Reflection

What I learnt from this, is by showing responsibility, a mutual bond of trust can develop. While I tried my best to show that colleagues can depend on me making my promises true, they will trust me with more responsibilities. In the end, I can count my blessings on the responsibilities New Heroes was willing to give an intern after a matter months.

A citation from a colleague about this situation (in Dutch):

“Teun is al heel volwassen in zijn werk en daarmee ook in zijn verantwoordelijkheidsbesef. Dit doet hij van nature erg goed!

Ik heb me vrijwel niet hoeven te bekommeren om Teun, omdat hij weet wat hij doet en ik volledig het vertrouwen had dat hij dat goed deed. Teun is al zo volwassen dat ik hem ook afspraken alleen durfde te laten doen, erg knap!”

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