Leading & managing a sales team
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22-Oct-2014 -
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Transcript of Leading & managing a sales team
Leading & Managing a Sales Team
VPs & TLs
Wednesday, 6 November 13
Key Focusses
•I know how to track and hold my team accountable to our goals
•I understand how to maximise talent capacity in my LC
•I know how to keep my members motivated and increase member activity
1.
2.
3.
Wednesday, 6 November 13
Backwards Planning
Who’s heard of backwards planning before?
Ask who know’s how has done backwards planning before
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RealiseMatchRaise Meetings Companies contacted
Backwards PlanningExplain the concept of backwards planning
prospected
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RealiseMatchRaise
Conversion Rates up to raise
National 2012/13
51% 110%
444078
Conversion Rates
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LC ICX Goals for this year
MatchRaise Realise
363653
100%70%Conversion Rates
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Your LC goals
How many TNs would do you plan to realise this year?
Start backwards planning of how many matches & raises you will need.
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LC ICX Goals for this year
MatchRaise Realise
363653
100%70%Conversion Rates
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How to work it out?
matches x 100
conversion rate
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How to get there with activity!
Raise MeetingsCompanies contacted
Prospectedsales strategy
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Members are the main drivers of activity
Fill in the rest of the handout with the number of meetings etc. per member
Wednesday, 6 November 13
Members
Members are the main drivers of activity
Fill in the rest of the handout with the number of meetings etc. per member
Wednesday, 6 November 13
Members
Members are the main drivers of activity
Fill in the rest of the handout with the number of meetings etc. per member
Our members drive activity
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How to lead and manage your
members?
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What’s the value?
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Explain the key apps that you need to use.
Main page!
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Prospect Central
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Tracking member activity on Podio
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Corporate relations app
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Marketing Channels You can track which marketing & sales channels have been effective for your team
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Flexible Team Structures
Show ideas for flexible team structures
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How to hold everyone
accountable
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Weekly team meetings
Weekly Focuses
Group and individual
goals for each week
Conversion rates
Rewarding Successes!!
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Individual Tracking
Highlighting where support
is needed
understanding what motivates your members
Recognising success
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Leading Sales
Emphasise our importance in providing sales leadership
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How can we create a fun and encouraging sales environment?
Groups of 4. How can we create a fun & encouraging environment for sales?
Wednesday, 6 November 13
How can we create a fun and encouraging sales environment?
Groups of 4. How can we create a fun & encouraging environment for sales?
BEhaviours
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How can we create a fun and encouraging sales environment?
Groups of 4. How can we create a fun & encouraging environment for sales?
BEhaviours
Reward and
recognition
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How can we create a fun and encouraging sales environment?
Groups of 4. How can we create a fun & encouraging environment for sales?
BEhaviours
Reward and
recognitionCompetition
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How can we reward our top sellers as
AIESEC UK?
Ideas from what they have put down
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Sales Intensity Campaign
what is the value of running a sales intensity campaign
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What would motivate you to raise TNs?
Individual reflection on what motivates them & put on a post-it
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What Do you think would motivate your
members?
Individual reflection on what motivates them & post it
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what do you think would be an effective way to run a sales intensity campaign?
Group ideas and share.
At the end every group shares and we bounce ideas off each other
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WRAP UP
•I know how to track and hold my team accountable to our goals
•I understand how to maximise talent capacity in my LC
•I know how to keep my members motivated and increase member activity
1.
2.
3.
Wednesday, 6 November 13