igip management

iGIP Management Session

Session Objectives

• Why iGIP?

• How iGIP works.

• Sub Products Strategy

• iGIP Profile

• Planning iGIP in my Committee

• Growth Model for iGIP

• How to make my committee reach the next level?

How iGIP works

Sales Activities - SDP

Performance Clusters Minimums

Education 3 weeks to create a seller Static

R&R CEEDership Newsletters Showcasing

Sales Activities

• Intensity

• Frustration

• Focus

• Specialists

• Professionalism

• Follow Up: “People forget about 45% of what they

hear in 24 hours and 65 –75% in 36 hours.”

REQUIRED!REQUIRED!

Expectations Alignment!

VISA Procedures

• EU vs non EU

• Timeline

• Ente promotore

• Different law interpretation

• Legality of interns in Italy

Delivery & Support

• CLO

• EP LEAD

“It is six times more expensive to get a new

customer than to keep a current customer

happy.”

Sub Products Strategy

Sub Products

EngineeringInformation TechnologyInternational BusinessCorporateLanguage Schools

Attention Points:•Having sub products doesn’t mean being focused•Different realities = Different customization•Sub Products ≠ Market Sector

iGIP Profile

iGIP Profile

Managing my VP iGIP:-iGIP profiles have always to be challenged

-Breakdown the goals to facilitate planning and actions

-Track step by step

-Clarify Timeline

-Be clear on DDLs

-Recognize advances

Planning iGIP in my Committee

iGIP

FAST FOCUS SIMPLE


If I know how many RE I want in my term, I’m 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: 1/8

SELLING NEVER

SELLING NEVER

STOPS!!!

STOPS!!!


It means that, if you wanna have 5 RE in your

term, you should ensure that:

–Your iGIP area has




7 MAs

9 RAs

54 Meetings

432 Calls

iGIP Timeline

If I wanna those 5 RE in iGIP, there are topics to be considered:– Sales activities: on going– MA: 1 month– VISA

• European: ...• Non European: around 3 months

/

Growth Model in iGIP

GRO

POT

NF, AN

TS, BA, VE, TN, CT, GE, MI, R3, TO, RS, PV, BO,

NP, FE, PA, PD

5-15

5

Cluster Local Committes Goals

Rafa

Coaching

Rafa and NSTs

TOP 15/25 /

POTENTIAL LCs(TS, BA, VE, TN, CT, GE, MI, R3, TO, RS, PV, BO, NP, FE, PA, PD)

Capacity

L&D

Focus

Goals 6 months, 5 exchanges

1 VP + 1 team (3 – 5 sellers) Efficiency: 1/1

Members: Middle Managers: VPs:

Selling like never before.

GROWTH LCs(NF, AN)

Capacity

L&D

Focus

Goals 9 months, 5- 15 exchanges

1 Sales team (1 TL, 3 members), 1Acc Management Team (1 TL,3 members)

Efficiency: 1/2

Members Middle Managers VPs

Selling, Account Management

TOP LC(waiting for...)

Capacity

L&D

Focus

Goals 15/25 exchanges, 9 months

2 Sub Product Teams (1TL + 3 sellers + 3 account managers / 1 TL+ 2 sellers + 2 account managers)

Efficiency: 1/1

Members Middle Managers: VP:

Process Optimization, Efficiency, Customer Loyalty

Focus Discussion

• Which 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 city’s market?

Focus Discussion

CASE: 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 How will you ensure that the iGIP area will attend to 50

sales meetings in the next month???sales meetings in the next month???

What will make your sellers go out and sell?What will make your sellers go out and sell?- Incentives- Structure

Domande?

MAKE iGIP HAPPEN!