2. TN Taker Flow
Relationship Management
Sales Selling Delivery Re-Raising
preparation
Segmentation Execute Enter and Audit JQ
Positioning Form
Targeting
Sales meeting and Acceptance
follow up Procedures
Define positioning
strategy
JQ sign Matching
Intern Preparation
Organization
Internship
Prepartion
Intern Reception
Intern Induction into organization
Integration into LC
Evaluation of stakeholders’ satisfaction
3. The main work of ICX
If you are going to track an ICX Team, you first need to understand in what part of the
timeline they are now (mainly for GCDP).
A GCDP timeline looks like this:
Enero Febrero Marzo Abril Mayo Junio Julio Agosto Septiembre Octubre Noviembre Diciembre
Raise
Match
Realize
Raise
Match
Realize
4. How to track a sales team
If you need to track your VP ICX, what yo need to take into consideration is: how many
members selling they have.
With this information, you need to establish a minimum of meetings per week each
member selling need to have, for example, the member needs to have 3 meetings per
week minimum.
Another measurable of success of a sales team is the number of organization
approached, so, you need to establish a minimum of organization as well, for
example, until the end of the week, they need to have answer of 7 different organizations
(“yes I want to have a meeting” or “no, I do not want to have a meeting”, anyway, they
need those answer).
5. How to track a sales team
With this information, take into consideration how you are going to ask the information
for you VP ICX.
For example, if your VP ICX have 8 members selling, he needs to present you 24 meetings
realized this week. If the entire team did less meeting, they NEED to recover the GAP for
the next week, for example, if they did 20 meetings, next week they need to do 28
meetings.
And this GAP is going until the end of the month. When the month is over, you need to
see how many meetings they did (in this case, they needed to do 112 meetings), which
members did not accomplish the minimum (and now is the time to see if he stays in the
area or not) and if you accomplish the RA goal, if not, why.
If they realized all meetings and did not accomplish the RA goal, it is time to review the
products you are selling, the way you are approaching the organization or your arguments
in selling the product.
6. How to a matching team
A matching team needs to have a way to measure their success as well!
For example, if you have a team matching, you need to establish the minimum they need
to deliver weekly, because what usually happens is you do not have a way to measure a
team that is matching.
So, for it, I will present an example of a way to track your matching team.
8. How to a matching team
Some tips in matching.
In GCDP: NEVER is the organization that chose the trainee, is always the LC, so please, do
not negociate that.
In GIP: You will have the presence of the organization selecting the intern, but in the
moment you sold the product, you need to align with them a TIMELINE to match this TN.
For example, they will have 21 days to select a person, and you will send profiles every
week and, if they do not select, they you lose the right to do it. You really need to align
those kind of things because if you don’t, it can became a bottleneck.
9. General Inputs
• It will never be an excuse to do not accomplish the minimum of meetings! For
example, if you see they are having some difficulties in achieving it, try to schedule
calling mania with them or just go out on the street to sell door by door!
• It is REALLY important to work with team minimum, and if you are not doing it,
probably your team will fail. It is vital to have weekly priorities!
• Your ICX Team are members that NEED to be recognized, so try to recognize always
people that are selling a lot, maybe with internal campaigns, etc.
• Raising is just ONE PART of the flow, so do not let your team demotivate after raising
because what matters in our experiences are the realizations.
