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?


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


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