oGIP sellers? Are you raising based on your subproducts? Do you have enough applicants to get the right customers? How do you assure that are you applicants are going to take an internship Sales Development Programm for OGIP (SDP) Make sales intensity happen in 3 weeks 5 steps For local committees Timeline and goals Prepara- tion Min. Induction Sales Intensity Contact applicant s Closing & Restart Attract (1st week) Perform (2nd week) Management (3rd week) Team Leaders & members are educated and know which tools to use # of members recruited # of Min. Induction Trainings held Goals KPI Sales Intensity as well as an effective Follow-Up (!) Key of SDP # of applications # of Interviews # of EP RA KPIs to provide data on how to improve team
% Conversion Rate % Member Retention
Week -1 Preparation Benefit
No excuse for VPs or members to wait
All material, education, Sub Product focus and talent planning done Week -1 Preparation What do you need?
Talent Capacity & Structure Tracking Tool implemented Sub Product Focus chosen Promotional Material ready
Example:
Internal Communication channels with team (PODIO, Facebook, etc) Week 1 Min. Induction Benefit
Clarity of Purpose for all members
Members start selling fast (Week 1)
Behaviours and Expectations set in Career Plan Week 1 Min. Induction What education do you need?
Emotional, Why? Purpose of oGIP in the country
Functional.How? Product and process
Training.What? Sales Simulations Example:
AIESEC US Manifesto Week 2- Sales intensity Benefit
Sellers dont loose focus of Follow-Up during their term
Loose Fear of Selling
Fast & intense learning
VPs/TLs there to monitor members states
Week 2- Sales intensity What do you need?
Have more channels to sell(can be done by them in Week 1) Templates/Materials for Calls and Follow-Up CRM Tool in PODIO or GIS Week 2 Follow-Up Benefit
No more leads lost, follow-up ensured
LCVP Tracking & Monitoring focus Week 2 Follow up What you you need?
Tracking Tool for EP status Performance and R&R Plan Learning & Feedback for constant improvement Week 3 - Closing & Restart Benefit
All leads exhausted
New Sales Cycle Start Week 3- Closing & Restart What do I need?
Evaluation of Team Effectivity (Conversion Rate) Implementation Plan for Improvements Clarity of Purpose
Simple
Learning by Doing
Sales Intensity
Principles What do we need to SDP in OGIP? Are you ready to develop GIP sellers? #RE OGIP = #change agents
List of Members of The Browning Institute, Inc. Source: Browning Institute Studies, Vol. 12 (1984), Pp. 207-214 Published By: Cambridge University Press Accessed: 14-06-2020 09:58 UTC