SALES Program focused on activating the sales potential to introduce and develop the capacity of sales in members who live or will live these experiences in organizational sales teams Sales Activity V.S. Sales Strategy Sales strategy cannot replace sales activities. Without sales activities, any great strategy is not effective. Good strategy is a direction, to align activities to be more effective. With certain direction, intensive activities will really bring you to where you want to go.
CLARIFICATION ON INDUSTRY V.S. SUB PRODUCT There are two main segmentations in iGIP now: Segmentation based on industry V.S. segmentation based on sub product. Segmentation based on industry is very effective to drive sales and marketing activities. It allows you to build resources and accumulate market share in your focus industry. Segmentation based on sub product is very effective to align supply and demand in AIESEC network..It is also effective to communicate the supply to your customers. How they should work together? You are selling sub products in segmented industry. 1) Limit your industry choice (focus) 2) Be expert in providing certain sub products in selected industry
FACTS AND FIGURES • Do you know the converging rate from company meeting to a close deal in your entity? (in a lot of entities I know, the average is at least 1:7) • Do you know the converging rate from sales call to a company meeting in your entity? (in a lot of entities I know, the average is at least 1:12) • How many sales members do you have? How many active sales members do you have? • Is your daily/weekly/yearly activity enough to achieve the goal? I encourage you to break down your raise goal, track sales activity not only goal achievement, get your sales people have sales pipeline set for themselves.
LEVELS OF SELLERS Seller Seller Senior Seller Plano Junior
SELLER JUNIOR Sales education I Junior Seller 20 Sales Minimum 2 Meeting per raises Month
SELLER JUNIOR LEVEL First level Sales Program is the basic level. It’s recommended for beginners members with initial training that will give direction to the sales of simple products. It will be presented which is a seller and what their impact on the organization, and routine behaviors, such as effective communication and resilience. Members will learn how to focusing on customers and their needs, as well as basic tips to improve performance.
EDUCATION SALES 1Minimum required: What is AIESEC value proposition for organizational market? Program Approach channelsDuring the experience: Sales Technique: Elevator Speech and Appointment Training Sales Process Flow: TN Taker Flow , Sub Products , Segmentation Art of Question: frequent customer questions Types of sellers you should recruit: farmer and hunter Stakeholder focus and client orientation Negotiation power Seller behaviors General Tips Being resilient and dealing with frustration
THE HUNTER AND THE FARMER The Hunter is the person who gets their sales energy off of the “hunt” for the new opportunity. They are often consultative sales people who innately find and assess an opportunity (even when there doesn’t appear to be one) within a prospect, and find a solution within your offering that meets the specific need. They are networkers. They are independent. They generate buzz and excitement. And, they are not always good at follow-through and focus. Typical sales roles: Account Executive, Field Sales Rep, Business Development Rep/Mgr The Farmer is the sales person who builds and cultivates relationships and opportunities, typically within existing accounts. Farmers are the sales people who turn a customer from good to great by the nature of their relationship and the loyalty they gain from their efforts. They nurture. They collaborate. They are team players. And, they are not always good at prospecting.
SECOND CATEGORY : PLANO SELLER Sales education II 3 re-raises or 20 sales account expansion Pleno meeting Seller Minimum 6 Track raises during Account seller manager experience
PLANO SELLER Second level of the education program sales, the intermediate level. It is recommended for those who have had practical experience and already know the routine and challenges points in order to improve sales performance. For this reason, focus on customer relationships and learning how to work with deadlines. It starts the education and practice of Up-Selling strategy to direct the relationship with the customer through a larger sale of the same product or service, or more advanced versions of the same.
SALES EDUCATION 2Minimum required: Account management Upselling: account expansion Selling model II Approach channelsDuring the experience: Sales management Value proposition adapted to customer needs Art of question: customer burning questions II Seller as a consultant I: opportunity identifier Customer relationship Market trends (national training) Emotional process
MINIMUM CRITERIA– STAGE 3 Sales education III Participatio 25 sales n in meeting per corporative month events Senior Seller Minimun 12 Achieve 6 raises/partn raises ers during through seller sales team experience Sell more than one product to same customer
SENIOR SELLER The last level of education program sales, the advanced level. Its is recommended for those who have had a long time of experience and high number of meetings and raises on sales program. It will prepare the member to perform with cross selling strategy in order to sell others programs for the same company or client. In addition, will be discussed sales behavior techniques sales behavior and neurolinguistics. It´s ideal to know and to be in this level for complex sales.
EDUCATION SALES 3Minimum: Cross selling Being farmer: PR corner and personal marketingDuring the experience Win loss Selling model III Behavior seller technique Governance in sales and sales management Art of question: customer burning questions II Hard and Soft selling - Simple and Complex Sales Seller as a consultant II Neurolinguistic programming tips Intermediary sales channels and Networking Maslow pyramid Market analysis and trends Being farmer: PR corner. Competitor analyses: expatriation and others