Sales development program i gip

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Sales development program i gip

  1. 1. AIESEC Indonesia SDP VP iGIP Guide
  2. 2. Step One: REVIEW RECRUITMENT
  3. 3. Check the goals 1 2 RE Goal Write down my specific iGIP goals: they should be defined per sub-product and have specific targets (Industry, SME etc.) Undergo backward planning using your conversion rate to further define your goals and your sales team structure. MA Goal For suggested iGIP Structures please see: http://www.myaiesec.net/content/viewfile.do? contentid=10288560 RA Goal Negotiation Meeting Goal Sales Meeting Goal Number of Sales Members/ Structure Average productivity per sales member Team/Individual Cold Calling Goal
  4. 4. Step Two: REVIEW CURRENT TMPs
  5. 5. Review Current Members 3 Do your members fit with the iGIP Seller profile below? Global Competency Model
  6. 6. Review Talent Gaps 4 What are the Gaps? Ensure that through individual coaching and Talent Review, that sales members can get the Learning and Development they need.
  7. 7. Align with SDP 5 Align the gaps in member knowledge/skills/attitude with individual course content and objective of the Sales Development Program
  8. 8. Review Sales Bottlenecks 6 Now look at the sales context of your reality. What are the bottlenecks you are facing? Is it a problem in (for example): 1. Not enough people 2. Individual Capacity is low 3. Low understanding of the market 4. Can’t negotiate 5. No education
  9. 9. Align with SDP 7 Again align the gaps in member knowledge/skills/attitude with individual course content and objective of the Sales Development Program
  10. 10. Step Three: TRACK
  11. 11. Track. Track. Track. 8 Track your members and focus in on these highlighted topics. Track member growth in those sales processes Growth in number of cold calls per week in target members Growth in number of cold calls per week in target members. Growth in conversion rate from cold call to meeting Growth in number of cold visits per week in target members Growth in conversion rate from cold visit to meeting Growth in number of meetings per week in target members. Growth in conversion rate from First Meeting to Negotiation Meeting Growth in number of negotiation meetings per week. Growth in conversion rate from negotiation meetings to raises. Growth in number of TN Raises RA-MA Time Period MA-RE Time Period NPS Score Growth in # of re-raises
  12. 12. Track. Track. Track. 9 Assign additional KPIs to VPTMs and VP iGIPs for tracking VP TM: VP iGIP: # of TMPs in iGIP Sales # of iGIP TMP Sales participating in SDP Retention Rate of iGIP Sales Members Conversion Rate per Member dependent on member/team focus (See previous slide) # of applicants for higher positions
  13. 13. If you have any questions please email: MCVP TM: christina.kelman@aiesec.net MCVP iGIP: panji.agustian@aiesec.net

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