sales development program i gip
DESCRIPTION
TRANSCRIPT
AIESEC IndonesiaSDP
VP iGIP Guide
Step One:REVIEW
RECRUITMENT
Check the goals
1
2
Write down my specific iGIP goals: they should be defined per sub-product and have specific targets (Industry, SME etc.)
Undergo backward planning using your conversion rate to further define your goals and your sales team structure.
REGoal
MAGoal
RAGoal
Negotiation Meeting
GoalSales Meeting
Goal
Team/Individual Cold Calling
Goal
Average productivity per sales member
Number of Sales
Members/Structure
For suggested iGIP Structures please see:
http://www.myaiesec.net/content/viewfile.do?contentid=10288560
Step Two:REVIEW
CURRENT TMPs
Review Current Members
3 Do your members fit with the iGIP Seller profile below?
Global Competency Model
Review Talent Gaps4
What are the Gaps? Ensure that through individual coaching and Talent Review, that sales members can get the Learning and Development they
need.
Align with SDP
5 Align the gaps in member knowledge/skills/attitude with individual course content and objective of the Sales Development Program
Review Sales Bottlenecks
6 Now look at the sales context of your reality.
What are the bottlenecks you are facing?Is it a problem in (for example):1. Not enough people2. Individual Capacity is low3. Low understanding of the market4. Can’t negotiate5. No education
Align with SDP
7 Again align the gaps in member knowledge/skills/attitude with individual course content and objective of the Sales Development Program
Step Three:TRACK
Track. Track. Track.
8Track your members and focus in on these highlighted topics.
Track member growth in those sales processes
Growth in number of cold calls per week in target members. Growth in conversion rate from cold call to meeting
Growth in number of negotiation meetings per week.Growth in conversion rate from negotiation meetings to raises.
Growth in number of cold calls per week in target members
Growth in number of cold visits per week in target membersGrowth in conversion rate from cold visit to meeting
Growth in number of meetings per week in target members.Growth in conversion rate from First Meeting to Negotiation Meeting
Growth in number of TN Raises
RA-MA Time Period
MA-RE Time PeriodNPS Score
Growth in # of re-raises
Track. Track. Track.
9 Assign additional KPIs to VPTMs and VP iGIPs for tracking
VP TM:# of TMPs in iGIP Sales# of iGIP TMP Sales participating in SDPRetention Rate of iGIP Sales Members
VP iGIP:Conversion Rate per Member dependent on member/team focus (See previous slide)# of applicants for higher positions
