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Icx tracking lc ps 2013
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- 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 workof 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 tracka 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 tracka 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 amatching 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.
- 7. How to amatching team
- 8. How to amatching 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 • Itwill 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.