virtual education - sales development program
DESCRIPTION
TRANSCRIPT
![Page 1: Virtual Education - Sales Development Program](https://reader035.vdocuments.us/reader035/viewer/2022070301/5457fd78af7959755d8b50b3/html5/thumbnails/1.jpg)
November 2013- Live Training Week
Delivered by- Tala Mansi, MC VP TM 2013-2014
![Page 2: Virtual Education - Sales Development Program](https://reader035.vdocuments.us/reader035/viewer/2022070301/5457fd78af7959755d8b50b3/html5/thumbnails/2.jpg)
INCREASING SALES
INTENSITYIN YOUR LC
![Page 3: Virtual Education - Sales Development Program](https://reader035.vdocuments.us/reader035/viewer/2022070301/5457fd78af7959755d8b50b3/html5/thumbnails/3.jpg)
Objectives:
1.To understand how to make your sales force stronger, better, bigger!
2.To understand how Talent Management can grow iGIP!
![Page 4: Virtual Education - Sales Development Program](https://reader035.vdocuments.us/reader035/viewer/2022070301/5457fd78af7959755d8b50b3/html5/thumbnails/4.jpg)
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.
![Page 5: Virtual Education - Sales Development Program](https://reader035.vdocuments.us/reader035/viewer/2022070301/5457fd78af7959755d8b50b3/html5/thumbnails/5.jpg)
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…
![Page 6: Virtual Education - Sales Development Program](https://reader035.vdocuments.us/reader035/viewer/2022070301/5457fd78af7959755d8b50b3/html5/thumbnails/6.jpg)
These are just (excuses), not the reasons behind our national decrease in
iGIP.
![Page 7: Virtual Education - Sales Development Program](https://reader035.vdocuments.us/reader035/viewer/2022070301/5457fd78af7959755d8b50b3/html5/thumbnails/7.jpg)
Where does our performance come from?
20% Stars70% Core Performers
10% Laggards
![Page 8: Virtual Education - Sales Development Program](https://reader035.vdocuments.us/reader035/viewer/2022070301/5457fd78af7959755d8b50b3/html5/thumbnails/8.jpg)
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).
![Page 9: Virtual Education - Sales Development Program](https://reader035.vdocuments.us/reader035/viewer/2022070301/5457fd78af7959755d8b50b3/html5/thumbnails/9.jpg)
Core Performer Capacity
80%
![Page 10: Virtual Education - Sales Development Program](https://reader035.vdocuments.us/reader035/viewer/2022070301/5457fd78af7959755d8b50b3/html5/thumbnails/10.jpg)
Create more and better stars
20%
![Page 11: Virtual Education - Sales Development Program](https://reader035.vdocuments.us/reader035/viewer/2022070301/5457fd78af7959755d8b50b3/html5/thumbnails/11.jpg)
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
![Page 12: Virtual Education - Sales Development Program](https://reader035.vdocuments.us/reader035/viewer/2022070301/5457fd78af7959755d8b50b3/html5/thumbnails/12.jpg)
Strategy 1 – Create more and
better stars!
![Page 13: Virtual Education - Sales Development Program](https://reader035.vdocuments.us/reader035/viewer/2022070301/5457fd78af7959755d8b50b3/html5/thumbnails/13.jpg)
Create More and Better Stars
• Do you know who are your Sales Stars?
• What do you do with them?
![Page 14: Virtual Education - Sales Development Program](https://reader035.vdocuments.us/reader035/viewer/2022070301/5457fd78af7959755d8b50b3/html5/thumbnails/14.jpg)
1. High standards for membership 2. Strict accountability 3. Performance-based coaching 4. Connect to the WHY
How to Create Stars in your LC
![Page 15: Virtual Education - Sales Development Program](https://reader035.vdocuments.us/reader035/viewer/2022070301/5457fd78af7959755d8b50b3/html5/thumbnails/15.jpg)
Strategy 2 – Build up core performers
capacity
![Page 16: Virtual Education - Sales Development Program](https://reader035.vdocuments.us/reader035/viewer/2022070301/5457fd78af7959755d8b50b3/html5/thumbnails/16.jpg)
igip team experience flow (icx & tm)
iGIP Team Experience Flow!
![Page 17: Virtual Education - Sales Development Program](https://reader035.vdocuments.us/reader035/viewer/2022070301/5457fd78af7959755d8b50b3/html5/thumbnails/17.jpg)
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?
![Page 18: Virtual Education - Sales Development Program](https://reader035.vdocuments.us/reader035/viewer/2022070301/5457fd78af7959755d8b50b3/html5/thumbnails/18.jpg)
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
![Page 19: Virtual Education - Sales Development Program](https://reader035.vdocuments.us/reader035/viewer/2022070301/5457fd78af7959755d8b50b3/html5/thumbnails/19.jpg)
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.
![Page 20: Virtual Education - Sales Development Program](https://reader035.vdocuments.us/reader035/viewer/2022070301/5457fd78af7959755d8b50b3/html5/thumbnails/20.jpg)
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.
![Page 21: Virtual Education - Sales Development Program](https://reader035.vdocuments.us/reader035/viewer/2022070301/5457fd78af7959755d8b50b3/html5/thumbnails/21.jpg)
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
![Page 22: Virtual Education - Sales Development Program](https://reader035.vdocuments.us/reader035/viewer/2022070301/5457fd78af7959755d8b50b3/html5/thumbnails/22.jpg)
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
![Page 23: Virtual Education - Sales Development Program](https://reader035.vdocuments.us/reader035/viewer/2022070301/5457fd78af7959755d8b50b3/html5/thumbnails/23.jpg)
Hard skills Soft skills
Educational cycle
LEAD
Learning & Development
![Page 24: Virtual Education - Sales Development Program](https://reader035.vdocuments.us/reader035/viewer/2022070301/5457fd78af7959755d8b50b3/html5/thumbnails/24.jpg)
• 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
![Page 25: Virtual Education - Sales Development Program](https://reader035.vdocuments.us/reader035/viewer/2022070301/5457fd78af7959755d8b50b3/html5/thumbnails/25.jpg)
•“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
![Page 26: Virtual Education - Sales Development Program](https://reader035.vdocuments.us/reader035/viewer/2022070301/5457fd78af7959755d8b50b3/html5/thumbnails/26.jpg)
• High standards and strict accountability
• Transparency of performance for all team members
• Coaching based on performance
Sales team leadership
![Page 27: Virtual Education - Sales Development Program](https://reader035.vdocuments.us/reader035/viewer/2022070301/5457fd78af7959755d8b50b3/html5/thumbnails/27.jpg)
•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
![Page 28: Virtual Education - Sales Development Program](https://reader035.vdocuments.us/reader035/viewer/2022070301/5457fd78af7959755d8b50b3/html5/thumbnails/28.jpg)
•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
![Page 29: Virtual Education - Sales Development Program](https://reader035.vdocuments.us/reader035/viewer/2022070301/5457fd78af7959755d8b50b3/html5/thumbnails/29.jpg)
•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
![Page 30: Virtual Education - Sales Development Program](https://reader035.vdocuments.us/reader035/viewer/2022070301/5457fd78af7959755d8b50b3/html5/thumbnails/30.jpg)
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
![Page 31: Virtual Education - Sales Development Program](https://reader035.vdocuments.us/reader035/viewer/2022070301/5457fd78af7959755d8b50b3/html5/thumbnails/31.jpg)
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!
![Page 32: Virtual Education - Sales Development Program](https://reader035.vdocuments.us/reader035/viewer/2022070301/5457fd78af7959755d8b50b3/html5/thumbnails/32.jpg)
Check out the strategy framework:bit.ly/salesdevelopmentprogram
![Page 33: Virtual Education - Sales Development Program](https://reader035.vdocuments.us/reader035/viewer/2022070301/5457fd78af7959755d8b50b3/html5/thumbnails/33.jpg)
QUESTIONS?
![Page 34: Virtual Education - Sales Development Program](https://reader035.vdocuments.us/reader035/viewer/2022070301/5457fd78af7959755d8b50b3/html5/thumbnails/34.jpg)
•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
![Page 35: Virtual Education - Sales Development Program](https://reader035.vdocuments.us/reader035/viewer/2022070301/5457fd78af7959755d8b50b3/html5/thumbnails/35.jpg)
Thank you