•Objectives:

•To understand how to make your sales force stronger, better, bigger!•To understand how Talent Management can grow iGIP!

Why Sales Development?

Increase results in GIP through understanding product and market - selling the right product to

the right market in the right way.

Predators and preys

• STEP 1: Males and females, divide! • STEP 2: Divide further into halves• STEP 3: Group of 5

Predator Prey

Prey Predators

Predators and preysGet as many names and phone numbers/emails as you can, from the ‘preys’ of the opposite gender!

Time’s up!

What can we learn from this?

How many of you think…

•The market is very difficult to tackle, business culture

•Lack of education and training•Lack of good sellers•Not enough sales activities•Lack of experience…

These are just (excuses), not the reasons behind our national decrease in

iGIP.

What is the Sales Development Program?

The Sales Development Program is a program designed to build national sales capacity

through a designed team experience flow that includes resources and activities for ICX and

TM teams to work together to build core capacity.

By following this program you will be able to deliver high quality ICX team experiences and achieve collaborative synergy on a local level.

What are the resources provided through this program?

• Strategy framework tool (iGIP Team Experience Flow)

• Talent Planning tool with an iGIP example

• National Recruitment Materials (Differentiate Yourself)

• High level sales induction agenda

• ICX Member Education Cycle

• Sample ICX Team Structures

• Mid term & post term team evaluations

• Sessions to run an LC sales blitz effectively

• Team Formation, Building, & Management Resources

• Specialized coaching by MC 212 upon team registration

What is the motivation for your members to sell?

(Relevance)

Group of 5-6 from different LCs

Strategy 1 – Create more and

better stars!

Typical Sales Force Composition20% Stars70% Core Performers10% Laggards

Bottleneck of Sales Force

•No stars or very few stars•Stars are not performing in their best way •Poor capacity of core performers•Too many laggards

Create More and Better Stars

• Do you know who are your Sales Stars?

• What do you do with them?

1. High standards for membership

2. Strict accountability

3. Performance-based coaching

4. Connect to the WHY

How to Create Stars in your LC

Strategy 2 – Build up core performers

capacity

Typical Sales Force Composition20% Stars70% Core Performers10% Laggards

Build Core-Performer Capacity

Culture of Sales*

Do you have sufficient sellers?Do you have enough sales activities?What do you do to improve the capacity of the sellers?

Strategy 3 – TM Support iGIP Capacity

How can TM support iGIP?

AIESEC US Sales Development Program

igip team experience flow (icx & tm)

iGIP Team Experience Flow!

Step 1: Have sufficient and qualified sellers

Build Core-Performer Capacity

Right ProfileWhat makes a good sales Person?

-Competency building based on your reality: Interview your top sellers in the history. Recruit Members 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•Proactive

Step 2: Increase sales activities

Build Core-Performer Capacity

Build Core-Performer CapacityBreak down your sales goals:

Backwards Planning-Exchange goals: 4 TNs raised, 3 matched, 3 realizedIT focused sub team with 4 members5.5 meetings in IT industry = 1 TN 10 cold calls= 1 meeting

Total: 220 cold calls 22 meetingsEach week: 36.7 calls3.7 meetingsPer member each week: 10 calls1 meeting

End goal should always be TNs

raised

Backwards Planning

• Link to backwards planning video:

• http://www.youtube.com/watch?v=HpyCp3alPpE

Increase Sales Activity •What are the expectations you have from your ICX team members? How many meetings a week? How many TNs raised?

• No sales activities mean no sales result, no member empowerment, no impact

• Do you know how many sales meeting happening in your LC?

• 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

Build Core-Performer Capacity

Step 4: Coach and train your sellers

Principle 1:70% Practice+20% Feedback+10% TrainingPrinciple 2: 70% Product/Market knowledge+30% soft sales skills

How can we measure our synergy?

Tips & Tricks

Talent Management:

•High level sales induction with external trainers•Career Plan for sales members•Assessment of skills and competency gained through specific tests to work on individual development •Leadership development for ICX Team Leader•Midterm and post team evaluations of the experience

Incoming Exchange:

•Customer loyalty (re-raising and up scaling)

Both:

•External professionals for training on key industries and market knowledge

•What were your key learning's from this track?

•What are the behavioral changes you need to make to make this strategy successful?

•What are your action steps when you get back to your LCs?

Debrief

Thank you