The document discusses strategies to drive sales growth through improving sales intensity, converting more sales trials to offers, and converting more offers to closed deals. It recommends investing in sales staff, tracking sales effectively, running short-term sales campaigns, using appropriate incentives, and building a culture of sales. Case studies from various AIESEC entities that successfully grew sales through these strategies are also presented.
Management Consulting Toolkit - Framework, Best Practices and TemplatesAurelien Domont, MBA
This Toolkit was created by ex-McKinsey, Deloitte & BCG Consultants, after 2,000+ hours of work. It is considered the world's best & most comprehensive Management Consulting Toolkit. It includes all the Frameworks, Tools & Document Templates required to improve the Management Consulting Capability of your organization & excel as a Management Consultant. This Slideshare Powerpoint presentation is only a small preview of our Toolkit. You can download the entire Toolkit at www.slidebooks.com
Strategic Planning Toolkit - Framework, Best Practices and TemplatesAurelien Domont, MBA
This Strategic Planning Toolkit was created by ex-McKinsey, Deloitte and BCG Strategy Consultants, after more than 2,000 hours of work. It is considered the world's best & most comprehensive Strategic Planning Toolkit. It includes all the Frameworks, Analysis Tools & Document Templates required to improve your Strategic Planning capability, and become the subject matter expert of your organization. This Slideshare Powerpoint presentation is only a small preview of our Toolkit. You can download the entire Toolkit in Powerpoint and Excel at www.slidebooks.com
Stratechi HR & Org Strategy Presentation Template by McKinsey Alum.pdfStratechi.com
Visit https://www.stratechi.com/hr-strategy-template/ to download the 186-page HR & Org Strategy PowerPoint template created by an Ex-McKinsey consultant. The deck has HR & organizational strategy storylines, ideas for initiatives, ready-to-go slides, professional graphics, charts, and icons. Includes important HR & org slides such as org design, org charts, employee journey, headcount charts and maps, SHCM initiatives, culture, job career ladders, headcount reduction, org consolidation, total compensation, medical & fringe benefits, HR budget, goals, KPIs, talent acquisition funnel, HCM platform, HRIS, stock options, team initiatives, values, mission, scorecards, employee engagement, core competencies, change management, and many charts, worksheets, and other templates.
This complete deck covers various topics and highlights important concepts. It has PPT slides which cater to your business needs. This complete deck presentation emphasizes Procurement Risk Management PowerPoint Presentation Slides and has templates with professional background images and relevant content. This deck consists of total of thirty seven slides. Our designers have created customizable templates, keeping your convenience in mind. You can edit the colour, text and font size with ease. Not just this, you can also add or delete the content if needed. Get access to this fully editable complete presentation by clicking the download button below. http://bit.ly/2uCY6i5
Supply Chain Management Training in Powerpoint | By ex-McKinsey ConsultantsAurelien Domont, MBA
Supply Chain Management Training created in Powerpoint by ex-McKinsey Consultants.
Training including the 5 phases of Supply Chain Management: 1.Supply Chain Strategy, 2.Demand & Supply Chain Planning, 3.Sourcing & Procurement, 4.Manufacturing, 5.Logistics & Distribution.
Save hundreds of hours of work by downloading the full Powerpoint presentation available on this link: https://www.slidebooks.com/products/supply-chain-management-toolkit
Go to www.slidebooks.com to access the World's Best Business & Consulting Toolkits.
Join today the 100,000+ CEOs, Executives & Consultants using our Business & Consulting Toolkits to improve the revenue & efficiency of their Organization.
The Toolkits include Business Frameworks, Analysis Tools & Document Templates in Powerpoint & Excel created by Ex-McKinsey & Deloitte Management Consultants.
The Toolkits cover many Business areas such as: Strategy, Finance, Operations, Change Management, Project Management & Leadership.
Management Consulting Toolkit - Framework, Best Practices and TemplatesAurelien Domont, MBA
This Toolkit was created by ex-McKinsey, Deloitte & BCG Consultants, after 2,000+ hours of work. It is considered the world's best & most comprehensive Management Consulting Toolkit. It includes all the Frameworks, Tools & Document Templates required to improve the Management Consulting Capability of your organization & excel as a Management Consultant. This Slideshare Powerpoint presentation is only a small preview of our Toolkit. You can download the entire Toolkit at www.slidebooks.com
Strategic Planning Toolkit - Framework, Best Practices and TemplatesAurelien Domont, MBA
This Strategic Planning Toolkit was created by ex-McKinsey, Deloitte and BCG Strategy Consultants, after more than 2,000 hours of work. It is considered the world's best & most comprehensive Strategic Planning Toolkit. It includes all the Frameworks, Analysis Tools & Document Templates required to improve your Strategic Planning capability, and become the subject matter expert of your organization. This Slideshare Powerpoint presentation is only a small preview of our Toolkit. You can download the entire Toolkit in Powerpoint and Excel at www.slidebooks.com
Stratechi HR & Org Strategy Presentation Template by McKinsey Alum.pdfStratechi.com
Visit https://www.stratechi.com/hr-strategy-template/ to download the 186-page HR & Org Strategy PowerPoint template created by an Ex-McKinsey consultant. The deck has HR & organizational strategy storylines, ideas for initiatives, ready-to-go slides, professional graphics, charts, and icons. Includes important HR & org slides such as org design, org charts, employee journey, headcount charts and maps, SHCM initiatives, culture, job career ladders, headcount reduction, org consolidation, total compensation, medical & fringe benefits, HR budget, goals, KPIs, talent acquisition funnel, HCM platform, HRIS, stock options, team initiatives, values, mission, scorecards, employee engagement, core competencies, change management, and many charts, worksheets, and other templates.
This complete deck covers various topics and highlights important concepts. It has PPT slides which cater to your business needs. This complete deck presentation emphasizes Procurement Risk Management PowerPoint Presentation Slides and has templates with professional background images and relevant content. This deck consists of total of thirty seven slides. Our designers have created customizable templates, keeping your convenience in mind. You can edit the colour, text and font size with ease. Not just this, you can also add or delete the content if needed. Get access to this fully editable complete presentation by clicking the download button below. http://bit.ly/2uCY6i5
Supply Chain Management Training in Powerpoint | By ex-McKinsey ConsultantsAurelien Domont, MBA
Supply Chain Management Training created in Powerpoint by ex-McKinsey Consultants.
Training including the 5 phases of Supply Chain Management: 1.Supply Chain Strategy, 2.Demand & Supply Chain Planning, 3.Sourcing & Procurement, 4.Manufacturing, 5.Logistics & Distribution.
Save hundreds of hours of work by downloading the full Powerpoint presentation available on this link: https://www.slidebooks.com/products/supply-chain-management-toolkit
Go to www.slidebooks.com to access the World's Best Business & Consulting Toolkits.
Join today the 100,000+ CEOs, Executives & Consultants using our Business & Consulting Toolkits to improve the revenue & efficiency of their Organization.
The Toolkits include Business Frameworks, Analysis Tools & Document Templates in Powerpoint & Excel created by Ex-McKinsey & Deloitte Management Consultants.
The Toolkits cover many Business areas such as: Strategy, Finance, Operations, Change Management, Project Management & Leadership.
Our Customer Engagement Plan Playbook is a planning methodology that highlights our premium tool-kit of tools & templates to help improve how customers engage with your company and to enable your organization with a customer-centric approach to drive revenue.
CIOs, VP of IT, and Directors of IT need a solid and methodical plan for kick starting success based upon real world experience. This is an example of one such plan.
I have used this successfully as head of IT to drive award winning IT transformation and growth in numerous organizations.
Target audience: CEO, CFO, COO, CIO, VP, Director, and CHRO.
#brucemccullough
Our Sales Enablement Plan Playbook is a planning methodology that highlights our premium tool-kit of tools & templates to help you develop a sales enablement plan that increases your win-rate, deal-size and % reps attaining quota.
Sales Excellence does not describe a state, but rather a continuous process. The Kienbaum Sales Excellence Model provides guidance in this process. It serves on a theoretical, as well as practical level, as it guides through the ten fundamental components of sales. It has proven itself in practice as an analytical and optimization tool used in various industries and sales segments.
Learn how McKinsey & Company works with different organizations to help them develop a customer experience vision. This presentation outlines how to define your CX aspiration, align leadership, and how to cascade the vision to the front line.
Aviva Walsh's demonstration revolved around Inbound Sales and how to implement it in your business. Watch her presentation to learn more about Inbound Sales and the alignment of Sales and Marketing.
Our Customer Engagement Plan Playbook is a planning methodology that highlights our premium tool-kit of tools & templates to help improve how customers engage with your company and to enable your organization with a customer-centric approach to drive revenue.
CIOs, VP of IT, and Directors of IT need a solid and methodical plan for kick starting success based upon real world experience. This is an example of one such plan.
I have used this successfully as head of IT to drive award winning IT transformation and growth in numerous organizations.
Target audience: CEO, CFO, COO, CIO, VP, Director, and CHRO.
#brucemccullough
Our Sales Enablement Plan Playbook is a planning methodology that highlights our premium tool-kit of tools & templates to help you develop a sales enablement plan that increases your win-rate, deal-size and % reps attaining quota.
Sales Excellence does not describe a state, but rather a continuous process. The Kienbaum Sales Excellence Model provides guidance in this process. It serves on a theoretical, as well as practical level, as it guides through the ten fundamental components of sales. It has proven itself in practice as an analytical and optimization tool used in various industries and sales segments.
Learn how McKinsey & Company works with different organizations to help them develop a customer experience vision. This presentation outlines how to define your CX aspiration, align leadership, and how to cascade the vision to the front line.
Aviva Walsh's demonstration revolved around Inbound Sales and how to implement it in your business. Watch her presentation to learn more about Inbound Sales and the alignment of Sales and Marketing.
Sales is all about listening to people and prescribing a solution. In every job you'll come across sales moments, whether you're selling yourself in a job interview or selling products to customers - it's an essential skill in all career paths. This course is available now so you can start your sales career and your sales potential in just a few minutes - if you're already working in sales, or looking for a lucrative and enjoyable future career, this class is a valuable skill that you definitely need to master.
Juan Sebastian Garcia is been teaching Sales skills to different companies and sales teams for over 20 years. He's taught all over the world, as well as online, and has an entertaining and practical teaching style. This course covers everything you need to know about Sales Fundamentals: from preparing and planning, relationship building, objection handling techniques, and closing the deal at a brilliant price. This training is the first step to start developing your sales skills as a sales professional.
Sales Fundamentals overview includes:
What is Sales?
What is Marketing?
Planning your sales skills
Building a rapport and relationship
Handling objections
Understand how to organizing your sales
Simple tricks to start calling customers
Time Management in Sales
Also if you want to learn advanced selling techniques. Check out our Target Account Selling Class : https://www.udemy.com/course/target-account-selling/
Following is part of my new book. The section is titles “Sales Process”, and it addresses:
• The importance and proof of value to companies who have a formal sales process in place
• The evolution of sales processes since the 50’s till today
This presentation outlines the growing differences between sales and marketing strategies that most B2B organizations are missing out. Poorly defined strategies, agreements and marketing-to-sales efforts are creating a deep impact on communication and collaboration to generate successful sales. As a result purchasing cycles of customers are taking time. Sales and marketing teams should come together to produce strategically combined efforts to generate effective networking among themselves. Here are the three effective strategies to align sales and marketing process to enable harmonious sales and marketing alignment. Read on.
Sales performance in a changing world. A presentation to give you a sense of what Saleslevers does, how we do it and the all-important "why" behind it all.
The power of smarketing 2014 - Class #9 HubSpot Inbound Academy CertificationSorin Magureanu
The tension between Sales and Marketing teams is a long-standing challenge for organizations of all sizes.
These teams argue over lead quality, follow-up procedures, or simply who's delivering value to the business. Sales and Marketing teams that are able to overcome these arguments and align with one another grow faster, generate more revenue, and are more likely to achieve their goals. Learn the steps you need to take to get your marketers and sales people on the same team.
This class fits into the "Close" stage of the Inbound Methodology - by aligning your Marketing and Sales teams, you can close more marketing leads into sales deals and hit your business goals.
http://academy.hubspot.com/inbound-marketing-certification/close/smarketing
87% of the terms sales and marketing teams use to describe each other are negative. Not only does that make for a negative work experience, it means you miss out on significant revenue growth. Learn how to align your marketing and sales departments by goal and by persona - get on the same team!
This presentation is part of HubSpot's complimentary Inbound Certification. Get started at: http://academy.hubspot.com/certification
Achieve Account-Based Selling Goals Solving the Alignment DilemmaBarbara Giamanco
Presentation delivered on Day 1 of the 3 Day Sales Summit hosted by BrightTalk. The 9 presentations delivered over the 3 days is being delivered by me and my colleagues from The Sales Expert Channel.
Meaning & Objective of sales management; Meaning & Personal selling objectives; theories of selling; personal selling process; sales force; compensation and motivation of sales force
Sales performance in a changing world.. This short document will help you see why we work the way we do in sales performance and give you an quick insight into our services
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
As a business owner in Delaware, staying on top of your tax obligations is paramount, especially with the annual deadline for Delaware Franchise Tax looming on March 1. One such obligation is the annual Delaware Franchise Tax, which serves as a crucial requirement for maintaining your company’s legal standing within the state. While the prospect of handling tax matters may seem daunting, rest assured that the process can be straightforward with the right guidance. In this comprehensive guide, we’ll walk you through the steps of filing your Delaware Franchise Tax and provide insights to help you navigate the process effectively.
Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
What are the main advantages of using HR recruiter services.pdfHumanResourceDimensi1
HR recruiter services offer top talents to companies according to their specific needs. They handle all recruitment tasks from job posting to onboarding and help companies concentrate on their business growth. With their expertise and years of experience, they streamline the hiring process and save time and resources for the company.
"𝑩𝑬𝑮𝑼𝑵 𝑾𝑰𝑻𝑯 𝑻𝑱 𝑰𝑺 𝑯𝑨𝑳𝑭 𝑫𝑶𝑵𝑬"
𝐓𝐉 𝐂𝐨𝐦𝐬 (𝐓𝐉 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧𝐬) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
𝐓𝐉 𝐂𝐨𝐦𝐬 provides unlimited package services including such as Event organizing, Event planning, Event production, Manpower, PR marketing, Design 2D/3D, VIP protocols, Interpreter agency, etc.
Sports events - Golf competitions/billiards competitions/company sports events: dynamic and challenging
⭐ 𝐅𝐞𝐚𝐭𝐮𝐫𝐞𝐝 𝐩𝐫𝐨𝐣𝐞𝐜𝐭𝐬:
➢ 2024 BAEKHYUN [Lonsdaleite] IN HO CHI MINH
➢ SUPER JUNIOR-L.S.S. THE SHOW : Th3ee Guys in HO CHI MINH
➢FreenBecky 1st Fan Meeting in Vietnam
➢CHILDREN ART EXHIBITION 2024: BEYOND BARRIERS
➢ WOW K-Music Festival 2023
➢ Winner [CROSS] Tour in HCM
➢ Super Show 9 in HCM with Super Junior
➢ HCMC - Gyeongsangbuk-do Culture and Tourism Festival
➢ Korean Vietnam Partnership - Fair with LG
➢ Korean President visits Samsung Electronics R&D Center
➢ Vietnam Food Expo with Lotte Wellfood
"𝐄𝐯𝐞𝐫𝐲 𝐞𝐯𝐞𝐧𝐭 𝐢𝐬 𝐚 𝐬𝐭𝐨𝐫𝐲, 𝐚 𝐬𝐩𝐞𝐜𝐢𝐚𝐥 𝐣𝐨𝐮𝐫𝐧𝐞𝐲. 𝐖𝐞 𝐚𝐥𝐰𝐚𝐲𝐬 𝐛𝐞𝐥𝐢𝐞𝐯𝐞 𝐭𝐡𝐚𝐭 𝐬𝐡𝐨𝐫𝐭𝐥𝐲 𝐲𝐨𝐮 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐚 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐨𝐮𝐫 𝐬𝐭𝐨𝐫𝐢𝐞𝐬."
Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
• Four (4) workplace discipline methods you should consider
• The best and most practical approach to implementing workplace discipline.
• Three (3) key tips to maintain a disciplined workplace.
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
Accpac to QuickBooks Conversion Navigating the Transition with Online Account...PaulBryant58
This article provides a comprehensive guide on how to
effectively manage the convert Accpac to QuickBooks , with a particular focus on utilizing online accounting services to streamline the process.
Affordable Stationery Printing Services in Jaipur | Navpack n PrintNavpack & Print
Looking for professional printing services in Jaipur? Navpack n Print offers high-quality and affordable stationery printing for all your business needs. Stand out with custom stationery designs and fast turnaround times. Contact us today for a quote!
Memorandum Of Association Constitution of Company.pptseri bangash
www.seribangash.com
A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
https://seribangash.com/article-of-association-is-legal-doc-of-company/
Registered Office Clause: It specifies the location where the company's registered office is situated. This office is where all official communications and notices are sent.
Objective Clause: This clause delineates the main objectives for which the company is formed. It's important to define these objectives clearly, as the company cannot undertake activities beyond those mentioned in this clause.
www.seribangash.com
Liability Clause: It outlines the extent of liability of the company's members. In the case of companies limited by shares, the liability of members is limited to the amount unpaid on their shares. For companies limited by guarantee, members' liability is limited to the amount they undertake to contribute if the company is wound up.
https://seribangash.com/promotors-is-person-conceived-formation-company/
Capital Clause: This clause specifies the authorized capital of the company, i.e., the maximum amount of share capital the company is authorized to issue. It also mentions the division of this capital into shares and their respective nominal value.
Association Clause: It simply states that the subscribers wish to form a company and agree to become members of it, in accordance with the terms of the MOA.
Importance of Memorandum of Association:
Legal Requirement: The MOA is a legal requirement for the formation of a company. It must be filed with the Registrar of Companies during the incorporation process.
Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
https://seribangash.com/difference-public-and-private-company-law/
Binding Authority: The company and its members are bound by the provisions of the MOA. Any action taken beyond its scope may be considered ultra vires (beyond the powers) of the company and therefore void.
Amendment of MOA:
While the MOA lays down the company's fundamental principles, it is not entirely immutable. It can be amended, but only under specific circumstances and in compliance with legal procedures. Amendments typically require shareholder
2. SALES TRIAL is the
process of approaching
potential customers to sell
the product.
SALES OFFER is when
customers are interested
and committed to follow up.
SALES HITS is when the
sales is closed and
contract is signed.
Sales Stage
3. • Improve sales trial(sales intensity)
• Improve converging rate from sales trial to sales offer
• Improve converging rate from sales offer to close deal
How to Drive Sales Growth
4. Improve Sales Intensity
• HR investment in sales
• Effective Sales tracking
• Strategy focus on improving sales intensity in a
shorter period of time
• Effective sales Incentive
• Sales culture
The question is:
What will get your people go out to sell?
5. Invest HR in sales activities
How many sellers do you have?
How many performing sellers do you have?
Is it supporting you to achieve your goal?
In order to build core-performer capacity, we need to recruit
and allocate proper HR in sales activities.
Improve Sales Intensity
6. Invest HR in sales activities
Validate your talent plan with back-ward planning
If we need to have 1785 sales
call to raise 60 TNs(based on our
converging rate) , if the level of
intensity you want is 1 member
10 calls a week:
--1 member in 6 weeks=60 sales
calls.
--1785 sales calls=30 sales
members
If we plan to have 1785 sales call
in order to have 60 TN raise, and
you have 10 members:
--1785 sales calls for 10 sales
members = 179 calls/member
-- 179 call/member in 6 weeks =
30 calls/week/member
Improve Sales Intensity
7. Effective Sales Tracking
Do you know how many sales meeting happening in your LC/country?
Do you know how many sales calls/meetings you need to raise a TN?
Are you tracking activities or only goal achievement?
Your sales goal is closely linked with sales intensity
Improve Sales Intensity
8. Case Study: AIESEC Hong Kong Sales Growth
Starting to break down and track sales goal with LCVP is a big
reason of their growth in Spring 2013. It pushes sales
activities and allows MCVP to provide consultancy and
feedbacks in time.
Improve Sales Intensity
9. Effective Sales Tracking
Break down your sales goal:
1/14 is the average rate from sales call to a company
meeting
1/6 is the rate from company meeting to a close deal.
Meaning:
In order to have 10 RA you need to do ___ meetings and
___ calls
60
840
Improve Sales Intensity
10. • The sales pipeline is a micro-management
toolkit for internal usage among all LCs.
• All members are evaluated on their performance
through the record of sales pipeline
measurement on starting from coldcalls to deals
• Effective Sales GCPs are captured and shared
through the national plenary
Improve Sales Intensity
Case Study: AIESEC Hong Kong Sales Growth
11. Weekly Phone call and email checking on
important aspects, including:
• Sales Pipeline and volume of sales within LCs
• High potential partners and coaching on key
account management
• Assistance on current matching forms and keep
track on visa application situation
Improve Sales Intensity
Case Study: AIESEC Hong Kong Sales Growth
12. Strategy to drives sales intensity in shorter
period of time
GIP has very long timeline and each stage takes time.
Membership needs milestone where they can see a finishing
line. Short term sales challenge or campaign is a common
solution in the network to drive sales intensity in 6—8 weeks.
Usually if managed well, it boosts excitement among
membership and lead to higher commitment and sales growth
in 6-8 weeks.
Improve Sales Intensity
13. Case study: AIESEC Russia Sales Growth
Improve Sales Intensity
AIESEC Russia is very clear where is
their battle(Education sector) all the time.
They designed raising campaign in sales
peak to motivate membership and to
improve sales result. Focus and intense
sales efforts lead to 100% sales growth of
AIESEC Russia.
Key of implementation: Sales update with
point system every 2 days
14. Case study: AIESEC Canada Sales Growth
Improve Sales Intensity
Starting from 2011, AIESEC Canada was able to double their
sales activities. The key of success is to break one year
calendar into periodic sales campaign, create sales
excitement and recognize sellers in time.
Key of implementation:
• Sales force to track sales activities on time
• Effective incentive system associated with campaigns
• Sales education supports the campaign
15. Effective Sales Incentive System
Right incentive can drive right behavior and boost sales
activities. However, it is important to be aware that incentive
should be customized to best fit the target audience. In general,
the sales incentive should be different for starters, core formers
and star sellers.
Improve Sales Intensity
16. Case study:
AIESEC Czech Republic Sales Incentive
Sales Killer in Czech Republic is a clear example of
incentive for core-performers. Everyone can be a sales
killer! And it is so cool to be a sales killer. They get
recognition at national level (MC wall of fame, newsletter,
Coca-Cola jersey, books, company shadowing etc)
Result: 129% growth in raise, 311 meetings(60% growth)
Improve Sales Intensity
17. AIESEC Brazil divide sellers into Junior seller, pleno seller, senior
sellers. Sellers can overcome challenge and be upgraded to next
level sellers if they fulfill certain criteria. MC Brazil connects the
criteria with sales intensity, re-raising strategies, product and
market strategy. Moreover, they provide different training and
empowerment for different level sellers!
The concept is simple, fun and strategic at same time. In last
months, AIESEC Brazil successfully created tons of sales
excitement and they achieved more than 100% growth.
Case study:
AIESEC Brazil Sales Incentive
18. Junior
Seller
Sales
education I
12 sales
meeting
per month
Minimum
2 raises
Pleno
Seller
Sales
education II
20 sales
meeting
Minimum 6
raises during
seller
experience
Track Account
manager
3 re-raises or
account
expansion
19. Senior
Seller
Sales
education III
25 sales
meeting per
month
Minimun 12
raises/partn
ers during
seller
experience
Sell more
than one
product to
same
customer
Achieve 6
raises
through
sales team
Participation
in
corporative
events
20. Sales Culture
Culture is the story that people tell in the organization. To drive
sales, people should talk about sales, get excited for
achievement and progress of sales, have role-models in sales.
Every strategy we implement and every conversation we
facilitate shape the culture of the organization.
Improve Sales Intensity
21. Case study: AIESEC Germany Sales Growth
From Mar to Jun, AIESEC Germany witnessed outstanding
growth in sales. The main reasons are:
• Recruitment for Sellers
• Project to increase sales intensity
• Sales education
• Sales incentive
Improve Sales Intensity
22. Selection Incentives
Education Intensity
CAPACITY ACTIVITY
Youth Talent Social Sales
A TXP PACKAGE SPECIFICALLY
CREATED TO RECRUIT SELLERS
TO CREATE PIPELINE FOR
FUTURE SALES TALENT
TO CREATE A CULTURE OF
SALES IN THE ORGANIZATION
23. Selection Incentives
Education Intensity
CAPACITY ACTIVITY
Global Talent Spring Sales
A CAMPAIGN BASED ON BOTTOM UP
COMMITMENTS, FOCUSING ON
DIRECTLY VISIBLE BEHAVIOR
(CALLS, MEETINGS)
TO GROW GIP SALES IN THE
WIDE MAJORITY OF OUR LCS
TO LAY THE FOUNDATION FOR
THE FUTURE OF WAVE-BASED
SALES≈≈
24. Selection Incentives
Education Intensity
CAPACITY ACTIVITY
Sales Trainer Education
TRAININGS TO SPECIFICALLY
PREPARE GOOD SELLERS TO
EDUCATE OTHERS
TO INCREASE THE QUALITY AND
QUANTITY OF OUR SALES
EDUCATION
TO ESTABLISH A CULTURE OF
SALES IN EVERY LC OF GERMANY
25. Selection Incentives
Education Intensity
CAPACITY ACTIVITY
Sales Conference „Sellebrations“
A CONFERENCE ONLY FOR OUR
TOP SELLERS (1 PER LC)
TO MOTIVATE, EDUCATE AND
COMMIT OUR TOP SELLERS
TO DRIVE COMPETITION TO
BECOME TOP SELLER
26. Spring Sales Award for Winning
• 6 members invited to the special
Deutsche Post DHL Event
• 8th of August 2013
• Deep inside about DP DHL‘s Strategy
2015
• Travel costs covered by MC (80€/person)
• Meet current AIESEC interns @ DP
DHL
• Presentations from Top-Level Speakers
• DP DHL‘s elite event for future leaders
27. Improve Converging Rate
• Clear marketing positioning
• Product and market knowledge of sellers
• Effective sales education
• Proactively use resources to sell
----From Sales Trial to Sales Offer----
28. Clear Market Positioning
The aim of marketing is to know and understand the customer
so well the product or service fits him and sell itself. Choosing
the right battle increases the success rate of sales significantly.
3 ways to find right market:
-Evaluate previous successful cases and conduct partner
interview
-Competitor research and analysis
-Study other AIESEC entities’ cases(especially those who share
similar external reality.
Improve Converging Rate
----From Sales Trial to Sales Offer----
29. Product and Market Knowledge
The chances of getting customers interested increase with the
better understanding of product among membership. If our
sellers understand the real benefits of our product and how that
fits for the customers, if they are able to speak in customers’
language of those benefits, it should not be difficult to converge
sales trial to sales offer.
Improve Converging Rate
----From Sales Trial to Sales Offer----
30. Product and market knowledge
-Provide sales tool for each sub product
-Conduct education for product and market
Our members should know for targeting market and sub
product,
-Our product benefits
-Our sample JD
-Our supply capacity
-Our timeline of delivery
-Successful case of the product in the market
Improve Converging Rate
----From Sales Trial to Sales Offer----
31. Product and Market Knowledge
The key questions to answer:
• Which kind of GIP talents we can provide?
• Why customer will buy AIESEC GIP interns?
Improve Converging Rate
----From Sales Trial to Sales Offer----
35. Go to GIP Wiki to learn more of each product:
http://www.myaiesec.net/content/viewwiki.do?contentid=1024008
5
Improve Converging Rate
----From Sales Trial to Sales Offer----
36. Improve Converging Rate
----From Sales Trial to Sales Offer----
Use customer research output as basis of market
knowledge education
-Evaluate previous successful cases and conduct
partner interview
-Competitor research and analysis
-Study other AIESEC entities’ cases(especially those
who share similar external reality.
37. Effective sales education
Improve Converging Rate
----From Sales Trial to Sales Offer----
Principle 1:
70% Practice+20% Feedback+10% Training
Principle 2:
70% Product/Market knowledge+30% soft sales skills
We easily blame lack of sales education as reason
for low sales performance. However, the key is
usually how we educate our sellers.
38. Case study: AIESEC Taiwan Sales Growth
with quality sales
In order to improve quality of sales activities, AIESEC Taiwan
evolve their sales education to be more practical and effective.
They use company meeting report, TN case case report and
GIP book to improve the knowledge of their sellers. The quality
of basic sales activities are significantly improved.
Improve Converging Rate
----From Sales Trial to Sales Offer----
39. Company meeting report
Count meeting number as performance
Every meeting require a report
Every one is able check every meeting
record on-line
Include the asked question, problem,
how to get the meeting, and meeting result
40. TN case report
Every new raise require a report
Update the report when Realize
Include Raise success factor, learning point,
EP profile, cooperation update
Every one can check all the reports and
make it to GCP easily.
41. SOP Book
• Small GIP book for all ICX-GIP
• Set up a SOP for ICX-GIP process
• Include SOP, reference, and basic education in it
• Save time from repeating same thing and put focus
high value activity
42. Proactively use resources to sell
Improve Converging Rate
----From Sales Trial to Sales Offer----
LinkedIn
Partners
BoA
Other
Organizations
Alumni
46. To close a deal, it needs certain experiences, skills and
personality. There are people who have better sales
talent than others.
• Star Sellers Strategy
• Recruit and retain sales talents
• Re-raise and upscale existing partnership
Improve Converging Rate
----From sales offer to sales hits----
47. Star Sellers Strategy
There are people who are proved to be good in sales.
Tip 1: Let your star sellers always stay in sales frontline.
Tip 2: Bring your Star Sellers to your potential clients to support
closing deal.
Tip 3: Coach and train your Star Sellers to be even better.
Improve Converging Rate
----From sales offer to sales hits----
48. Case study: AIESEC MoC Sales Growth
In AIESEC Mainland of China, they design sales team
challenge for potential sales stars. In summer 2012, they bring
sellers to a brand new market-Qingdao. Sales stars live
together and work full time for 1 month. They work for same
team purpose and eventually this team of 6 people raised 60
TN forms.
Result 6 weeks:
1500 Calls; 50 Company meetings
20 Networking events participation
60 Forms oral raised with 20 TN takers
Improve Converging Rate
----From sales offer to sales hits----
49. Case study: NAFTA GIP Summit
In NAFTA region, they work together to build sales culture,
sales capacity and to utilize the economy connection in the
region. Their target audience is top sales in the region.
Criteria of participants:
Sellers who at least raised one TN.
Improve Converging Rate
----From sales offer to sales hits----
50. Case study: MC Coaching Star Sales in
Czech Republic
Improve Converging Rate
----From sales offer to sales hits----
In AIESEC Czech Republic, the brand for STAR sellers is
Sales Killers. MC VP personally coaches the Sales Killers
and support them in company meeting and other selling
activities.
The brand Minimum criteria
–2 meetings/week + 1 RA/sales wave
5 sales waves in half a year
51. Recruit and Retain Sales Talent
Improve Converging Rate
----From sales offer to sales hits----
1.. What makes a good sales?
-Competency building based on your reality: Interview 10-15 your
top sellers in the history. Recruit someone like them.
Key words:
• Goal orientation
• Big picture combined with ability to get things done/executer
• Emotional Intelligence and empathy (to be able to put
themselves in other shoes, to identify emotions in others and to
act regardless of emotions)
• Independent and self-driven
52. Recruit and Retain Sales Talent
Improve Converging Rate
----From sales offer to sales hits----
2. Design product and development path for sellers
What does sellers like?
Interview 10-15 your top sellers in the history.
Bigger
Purpose
Career
Path
Recogniti
on
Being
listened
Challeng
es
53. 3. Align talent process to attract, retain and develop sellers
Talent
Planning
Talent
Marketing
Talent
Recruitment
Talent
Selection
Talent
Allocation
Talent
Induction
Talent
Education &
Training
Coaching R&R
Talent Tracking &
pipeline mgmt.
Sellers profile based
Recruit and Retain Sales Talent
Improve Converging Rate
54. Global Recognition for Top Sales
Two awards: Global Top 30 Sales; National Top 3 Sales
Duration of result: Jan-Jun; Jul-Dec
When to recognize: Jul, Jan
http://www.myaiesec.net/content/viewwiki.do?contentid=1025469
7
Recruit and Retain Sales Talent
55.
56. Re-raising and Upscaling Strategy
Improve Converging Rate
----From sales offer to sales hits----
70-30 Rule
70 percent of revenue is generated
by 30 percent of your clients.
The other 70 percent of customers
that generate the other 30 percent
of revenue are simply less
engaged.
Lesson If you are able to manage
and retain your partners they will
invest more inAIESEC and they will
recommend you to other
organisations.
58. • Demand analysis: Identity with your partners where is
the organisation is going in the next year and what will their needs
be.Ask them how canAIESEC be part of their strategy.
• Quarterly report: Create a report every quarter, every
semester or on a yearly basis depending on the services/products
delivered.
• Quarterly meeting: Have a quarterly meeting with your
partners so you can discuss constantly how can we improve our
services.
Pre
selling
Selling Delivery
Retention
of Partners
59. • Partner involvement: Involve your partners in you
national and local initiatives.
• Create champions! Make sure that you engage more
people in the organisation.
• Recognition: Recognise their support toAIESEC.
Pre
selling
Selling Delivery
Retention
of Partners
60. Management implication:
-Identify key accounts and set target for re-raising and up-
scaling per account
-National/local HR for partner management and up-scaling
-Account management system
-Local office knowledge and practice in retaining and upscaling
partnership
Improve Converging Rate
----From sales offer to sales hits----
61. SALES TRIAL is the
process of approaching
potential customers to sell
the product.
SALES OFFER is when
customers are interested
and committed to follow up.
SALES HITS is when the
sales is closed and
contract is signed.
Sales Stage
62. • Improve sales trial(sales intensity)
• Improve converging rate from sales trial to sales offer
• Improve converging rate from sales offer to close deal
How to Drive Sales Growth