iGIP Management Session

Session ObjectivesWhy iGIP?How iGIP works.Sub Products StrategyiGIP ProfilePlanning iGIP in my CommitteeGrowth Model for iGIPHow to make my committee reach the next level?

How iGIP works

Sales Activities - SDPPerformanceClustersMinimums

Education3 weeks to create a sellerStatic

R&R CEEDershipNewslettersShowcasing

Sales ActivitiesIntensityFrustrationFocusSpecialistsProfessionalismFollow Up: People forget about 45% of what they hear in 24 hours and 65 75% in 36 hours.REQUIRED!Expectations Alignment!

VISA ProceduresEU vs non EUTimelineEnte promotoreDifferent law interpretationLegality of interns in Italy

Delivery & SupportCLOEP LEAD

It is six times more expensive to get a new customer than to keep a current customer happy.

Sub Products Strategy

Sub Products Strategy

Sub ProductsEngineeringInformation TechnologyInternational BusinessCorporateLanguage Schools

Attention Points:Having sub products doesnt mean being focusedDifferent realities = Different customizationSub Products Market Sector

iGIP Profile

iGIP Profile

iGIP Profile

iGIP Profile

iGIP ProfileManaging my VP iGIP:iGIP profiles have always to be challengedBreakdown the goals to facilitate planning and actionsTrack step by stepClarify TimelineBe clear on DDLsRecognize advances

Planning iGIP in my Committee

iGIPFASTFOCUSSIMPLE

Planning iGIP in my CommitteeIf I know how many RE I want in my term, Im done!

Backward Planning:If you know how many REs you wanna have in your term, then:RA to MA: 80%MA to RE: 80%Meetings to RA: 1/6Calls to Meetings: 1/8SELLING NEVER STOPS!!!

Planning iGIP in my CommitteeIt means that, if you wanna have 5 RE in your term, you should ensure that:

Your iGIP area hasYour iGIP area hasYour iGIP area hasYour iGIP area has7 MAs9 RAs54 Meetings432 Calls

iGIP TimelineIf I wanna those 5 RE in iGIP, there are topics to be considered:Sales activities: on goingMA: 1 monthVISAEuropean: ...Non European: around 3 months

/Growth Model in iGIPGROPOTNF, ANTS, BA, VE, TN, CT, GE, MI, R3, TO, RS, PV, BO, NP, FE, PA, PD5-155RafaRafa and NSTsTOP15/25/

POTENTIAL LCs(TS, BA, VE, TN, CT, GE, MI, R3, TO, RS, PV, BO, NP, FE, PA, PD) CapacityL&DFocusGoals6 months, 5 exchanges1 VP + 1 team (3 5 sellers) Efficiency: 1/1 Members:Middle Managers:VPs:Selling like never before.

GROWTH LCs(NF, AN) CapacityL&DFocusGoals9 months, 5- 15 exchanges1 Sales team (1 TL, 3 members), Acc Management Team (1 TL,3 members) Efficiency: 1/2MembersMiddle ManagersVPsSelling, Account Management

TOP LC(waiting for...) CapacityL&DFocusGoals15/25 exchanges, 9 months2 Sub Product Teams (1TL + 3 sellers + 3 account managers / 1 TL+ 2 sellers + 2 account managers) Efficiency: 1/1MembersMiddle Managers:VP:Process Optimization, Efficiency, Customer Loyalty

Focus DiscussionWhich is the current situation of iGIP in your LC?What was the biggest challenge you faced this year in iGIP in your LC?What is missing in order to make this area happen?If you had 50 iGIP RE/year in your LC, what would be different?What is the current trend of your citys market?

Focus DiscussionCASE: You are LCP of a committee that has currently 0 sales activities.You have an iGIP area with 5 members (3 old and 2 new members) + TL.How will you ensure that the iGIP area will attend to 50 sales meetings in the next month???What will make your sellers go out and sell?IncentivesStructure

Domande?

MAKE iGIP HAPPEN!

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