1. AIESEC Indonesia
SDP
VP iGIP Guide

2. Step One:
REVIEW
RECRUITMENT

3. Check the goals
1
2
RE
Goal
Write down my specific iGIP goals: they should be defined per sub-product
and have specific targets (Industry, SME etc.)
Undergo backward planning using your conversion rate to further define
your goals and your sales team structure.
MA
Goal
For suggested iGIP Structures please see:
http://www.myaiesec.net/content/viewfile.do?
contentid=10288560
RA
Goal
Negotiation
Meeting
Goal
Sales Meeting
Goal
Number of
Sales
Members/
Structure
Average
productivity per
sales member
Team/Individual
Cold Calling
Goal

4. Step Two:
REVIEW
CURRENT TMPs

5. Review Current Members
3
Do your members fit with the iGIP Seller profile below?
Global Competency Model

6. Review Talent Gaps
4
What are the Gaps? Ensure that through individual coaching and Talent
Review, that sales members can get the Learning and Development they
need.

7. Align with SDP
5
Align the gaps in member knowledge/skills/attitude with individual
course content and objective of the Sales Development Program

8. Review Sales Bottlenecks
6
Now look at the sales context of your reality.
What are the bottlenecks you are facing?
Is it a problem in (for example):
1. Not enough people
2. Individual Capacity is low
3. Low understanding of the market
4. Can’t negotiate
5. No education

9. Align with SDP
7
Again align the gaps in member knowledge/skills/attitude with individual
course content and objective of the Sales Development Program

10. Step Three:
TRACK

11. Track. Track. Track.
8
Track your members and focus in on these highlighted topics.
Track member growth in those sales processes
Growth in number of cold calls per week in target members
Growth in number of cold calls per week in target members.
Growth in conversion rate from cold call to meeting
Growth in number of cold visits per week in target members
Growth in conversion rate from cold visit to meeting
Growth in number of meetings per week in target members.
Growth in conversion rate from First Meeting to Negotiation
Meeting
Growth in number of negotiation meetings per week.
Growth in conversion rate from negotiation meetings to raises.
Growth in number of TN Raises
RA-MA Time Period
MA-RE Time Period
NPS Score
Growth in # of re-raises

12. Track. Track. Track.
9
Assign additional KPIs to VPTMs and VP iGIPs for tracking
VP TM:
VP iGIP:
# of TMPs in iGIP Sales
# of iGIP TMP Sales participating
in SDP
Retention Rate of iGIP Sales
Members
Conversion Rate per Member
dependent on member/team
focus (See previous slide)
# of applicants for higher
positions

13. If you have any questions please email:
MCVP TM: christina.kelman@aiesec.net
MCVP iGIP: panji.agustian@aiesec.net