Creating Global Business Leaders
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Transcript of Creating Global Business Leaders
CREATING GLOBAL BUSINESS LEADERS
WINTER NATIONAL CONFERENCE 2013, CHICAGO
TALENT MANAGEMENT TRACK
WHAT IS A GLOBAL BUSINESS LEADER?
STORY TIME
VISIONINGDivide your paper into quadrants:
• Draw how your current ICX TMP looks like• Draw how you envision it to look like for 2014• Draw what your current sales culture is like• Draw what you want you want LC sales culture
looks like
HOW CAN TM SUPPORT IGIP?
Enhance Talent
Capacity
Ensure quality of experience
(learning)
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.
SALES CAPACITY
Sales Capacity July August September October November December
Total Number of Meetings 30 32 66 194 156 33
Total Number of People w/ 1+ Meetings 16 19 40 108 92 21
Total Number of People w/ 4+ Meetings 2 2 2 10 5 1
Total Number of LCs w/ 1+ Meetings 13 13 10 30 31 15
TYPICAL SALES FORCE COMPOSITION
20% Stars
70% Core Performers
10% Laggards
•No stars or very few stars
•Stars are not performing in their best way
•Poor capacity of core performers
•Too many laggards
CORE PERFORMER CAPACITY
80%
UNDERSTANDING WHAT A SALES PROFILE ISWHAT TO LOOK FOR AND WHAT TO AVOID?
Results oriented
Modest & Humble
Reliable
Problem Solvers
Good planners
Curious
Independent
Easily discouraged
People pleasers
Easily embarrassed
Uncommitted
HOW TO IDENTIFY THEM
Results oriented
Modest & Humble
Reliable
Problem Solvers
Good planners
Curious
Persuasive
Grades are a good proxy
Ask about strengths and weaknesses
Consistent extra-curricular - Assessment Center
Situational questions and activities in AC
Ask to improvise a budget - ask if they use agenda
Consistent extra-curricular - AC
Sense of humor and charisma. Fast sales pitch.
INCREASING SALES INTENSITYIN YOUR LC
________________
EARLY SUCCESS WINDOW FOR NEW MEMBERS
•Sales members need to feel successful, confident
•Have sales meetings ready for them to attend when they join
•Give them training fast so they can raise first sales meetings in first two weeks
•Should attend one meeting of their own with positive and constructive feedback after one month
“Own our promise” for iGIP
Every team and every member raises meetings for iGIP
iGIP sales trainings for members for all members of the LC
Competition against other LCs
CREATING LC OWNERSHIP OF IGIP
High standards and strict accountability
Transparency of performance for all team members
Coaching based on performance
SALES TEAM LEADERSHIP
HIGH STANDARDS AND STRICT ACCOUNTABILITY
Minimum KPI for membership in the sales team, based on the goal
If KPIs aren’t achieved continually, member given “two-weeks notice”
If performance doesn’t change, member should be dismissed or moved to another team
BUILD CORE-PERFORMER CAPACITY
HR
Intensity
Incentive
Coaching & Training
CULTURE OF
SALES*
• How many sellers do you
have?
• How many performing
sellers do you have?
• Is it supporting you to
achieve your goal?
BUILD CORE-PERFORMER CAPACITY
Step 4: Coach and train your sellers
Principle 1:
70% Practice+20% Feedback+10% Training
Principle 2:
70% Product/Market knowledge+30% soft sales
skills
CREATE MORE AND BETTER STARS
20%
• Do you know who are
your Sales Stars?
• What do you do with
them?
•Number of active sales
members
•% of active sales teams
•Retention rate in sales
members
•Conversion rate per member
•Applicants for higher leadership
sales positions
Track by TM Track by iGIP
MEASURE OF SUCCESS
Number of right Raises made through sales development program implementation
KPIs
PLANNING TIME!
WHAT’S NEXT FOR SALES DEVELOPMENT PROGRAM?
•Your LC can apply to be a pilot LC for Spring 2014
•Full myaiesec.net wiki page with every resource you need
•Virtual Education sessions
KEY FINDINGS
• 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?