Virtual Education - Sales Development Program
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Transcript of Virtual Education - Sales Development Program
November 2013- Live Training Week
Delivered by- Tala Mansi, MC VP TM 2013-2014
INCREASING SALES
INTENSITYIN YOUR LC
Objectives:
1.To understand how to make your sales force stronger, better, bigger!
2.To understand how Talent Management can grow 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.
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.
Where does our performance come from?
20% Stars70% Core Performers
10% Laggards
Sales Capacity July Augus
t
Septe
mber
Octob
er
Nove
mber
Total Number of Meetings 30 32 66 194 47Total Number of People w/
1+ Meetings 16 19 40 108 38Total Number of People w/
4+ Meetings 2 2 2 10 0Total Number of LCs w/ 1+
Meetings 13 13 10 30 16
Sales Capacity
Despite the growth in sellers, there is till only 10 active sellers (active is defined as attending a minimum of 4 sales meetings
per month).
Core Performer Capacity
80%
Create more and better stars
20%
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
Strategy 1 – Create more and
better stars!
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
igip team experience flow (icx & tm)
iGIP Team Experience Flow!
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
Break 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
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
What makes a good sales Person?
-Competency building based on your reality: Interview your top sellers in the history. Recruit Members like them.
How to identify themResults 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.
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
Build Core-Performer Capacity
Coach and train your sellers
Principle 1:70% Practice+20% Feedback+10% TrainingPrinciple 2: 70% Product/Market knowledge+30% soft sales skills
Hard skills Soft skills
Educational cycle
LEAD
Learning & Development
• ICX Process, Objection Management, Lead Generation, Cold
Calling, etc. • Sub-product & Market
knowledge• J1 Visa Training
• Customer Loyalty
• How to lead and manage teams• Coaching
• Self awareness & awareness of others
• Communication styles• Personal development
planning
Learning & Development
Hard skills Soft skills
•“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
•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
Increase Sales Activity
•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
High Standards for Accountability
•Number of active sales members•% of active sales teams•Retention rate in sales members
•Applicants for higher leadership sales positions •Number of right Raises made through sales development program implementation
Track by TM Track by iGIP
KPIs
Measures of Success
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
Tips & Tricks
So what is the next step for your LC?
Your LC is already implementing the
SDP?
Are you considering implementing the
SDP?
Congratulations! Go through the SDP
Strategy Framwork and review your
processes to find the gaps and improve
your results!
Now is the time to start, tomorrow will be to late! Review
the steps and strategy frameowrk
and grow GIP through SDP!
Check out the strategy framework:bit.ly/salesdevelopmentprogram
QUESTIONS?
•What were your key learning's from this session?
•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