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Sdp gcdp

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Sdp gcdp Sdp gcdp Presentation Transcript

  • AIESEC Indonesia SDP VP iGCDP Guide
  • Step One: REVIEW RECRUITMENT
  • 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 RA Goal For suggested iGCDP Structures please see: http://www.myaiesec.net/content/viewfile.do? contentid=10287618 Sales Meeting Goal Team/Individual Cold Calling Goal Number of Sales Members/ Structure Average productivity per sales member
  • Step Two: REVIEW CURRENT TMPs
  • Review Current Members 3 Do your members fit with the iGCDP Seller profile below?
  • 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.
  • Align with SDP 5 Align the gaps in member knowledge/skills/attitude with individual course content and objective of the Sales Development Program
  • 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
  • Align with SDP 7 Again align the gaps in member knowledge/skills/attitude with individual course content and objective of the Sales Development Program
  • Step Three: TRACK
  • 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
  • Track. Track. Track. 9 Assign additional KPIs to VPTMs and VP iGIPs for tracking VP TM: VP iGCDP: # of TMPs in iGCDP Sales # of iGCDP TMP Sales participating in SDP Retention Rate of iGCDP Sales Members Conversion Rate per Member dependent on member/team focus (See previous slide) # of applicants for higher positions
  • If you have any questions please email: MCVP TM: christina.kelman@aiesec.net MCVP iGCDP: anastasiia.isakii@aiesec.net