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Leading & managing a sales team

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Leading & managing a sales team

  1. 1. Leading & Managing a Sales Team VPs & TLs Wednesday, 6 November 13
  2. 2. Key Focusses 1. •I know how to track and hold my team accountable to our goals •I understand how to maximise talent 2. capacity in my LC •I know how to keep my members 3. motivated and increase member activity Wednesday, 6 November 13
  3. 3. Who’s heard of backwards planning before? Ask who know’s how has done backwards planning before Backwards Planning Wednesday, 6 November 13
  4. 4. Explain the concept of backwards planning Backwards Planning Companies prospected contacted Wednesday, 6 November 13 Meetings Raise Match Realise
  5. 5. Conversion Rates up to raise National 2012/13 Raise Match Realise 78 40 44 Conversion Rates Wednesday, 6 November 13 51% 110%
  6. 6. LC ICX Goals for this year Raise Match Realise 53 36 36 Conversion Rates Wednesday, 6 November 13 70% 100%
  7. 7. Your LC goals How many TNs would do you plan to realise this year? Start backwards planning of how many matches & raises you will need. Wednesday, 6 November 13
  8. 8. LC ICX Goals for this year Raise Match Realise 53 36 36 Conversion Rates Wednesday, 6 November 13 70% 100%
  9. 9. How to work it out? matches x 100 conversion rate Wednesday, 6 November 13
  10. 10. How to get there with activity! sales strategy Wednesday, 6 November 13 Prospected Companies contacted Meetings Raise
  11. 11. Members are the main drivers of activity Fill in the rest of the handout with the number of meetings etc. per member Wednesday, 6 November 13
  12. 12. Members are the main drivers of activity Fill in the rest of the handout with the number of meetings etc. per member Members Wednesday, 6 November 13
  13. 13. Members are the main drivers of activity Fill in the rest of the handout with the number of meetings etc. per member Members Our members drive activity Wednesday, 6 November 13
  14. 14. How to lead and manage your members? Wednesday, 6 November 13
  15. 15. Wednesday, 6 November 13
  16. 16. What’s the value? Wednesday, 6 November 13
  17. 17. Explain the key apps that you need to use. Main page! Wednesday, 6 November 13
  18. 18. Prospect Central Wednesday, 6 November 13
  19. 19. Tracking member activity on Podio Wednesday, 6 November 13
  20. 20. Corporate relations app Wednesday, 6 November 13
  21. 21. Marketing Channels Wednesday, 6 November 13 You can track which marketing & sales channels have been effective for your team
  22. 22. Show ideas for flexible team structures Flexible Team Structures Wednesday, 6 November 13
  23. 23. How to hold everyone accountable Wednesday, 6 November 13
  24. 24. Weekly team meetings Weekly Focuses Group and individual goals for each week Rewarding Successes!! Wednesday, 6 November 13 Conversion rates
  25. 25. Individual Tracking Highlighting where support is needed Wednesday, 6 November 13 understanding what motivates your members Recognising success
  26. 26. Emphasise our importance in providing sales leadership Leading Sales Wednesday, 6 November 13
  27. 27. How can we create a fun and encouraging sales environment? Groups of 4. How can we create a fun & encouraging environment for sales? Wednesday, 6 November 13
  28. 28. BEhaviours How can we create a fun and encouraging sales environment? Groups of 4. How can we create a fun & encouraging environment for sales? Wednesday, 6 November 13
  29. 29. BEhaviours Reward and recognition How can we create a fun and encouraging sales environment? Groups of 4. How can we create a fun & encouraging environment for sales? Wednesday, 6 November 13
  30. 30. BEhaviours Reward and recognition Competition How can we create a fun and encouraging sales environment? Groups of 4. How can we create a fun & encouraging environment for sales? Wednesday, 6 November 13
  31. 31. Ideas from what they have put down How can we reward our top sellers as AIESEC UK? Wednesday, 6 November 13
  32. 32. what is the value of running a sales intensity campaign Sales Intensity Campaign Wednesday, 6 November 13
  33. 33. Individual reflection on what motivates them & put on a post-it What would motivate you to raise TNs? Wednesday, 6 November 13
  34. 34. Individual reflection on what motivates them & post it What Do you think would motivate your members? Wednesday, 6 November 13
  35. 35. Group ideas and share. At the end every group shares and we bounce ideas off each other what do you think would be an effective way to run a sales intensity campaign? Wednesday, 6 November 13
  36. 36. WRAP UP 1. •I know how to track and hold my team accountable to our goals •I understand how to maximise talent 2. capacity in my LC •I know how to keep my members 3. motivated and increase member activity Wednesday, 6 November 13

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