Pipeline 101 (1)
- 1. Pipeline 101 Caroline – MCVP ICX Malaysia Gonzo – MCVP BD Australia
- 2. The Tool Box Glue (Team building, sales culture) Hammer (training, coaching and mentoring) Saw (removing underperforming members) Screwdriver (specialized pocket recruitment to fill special gaps, working with TM) Vanish/Wood Wax (rewards and recognition of sells stars). Wrench (create a proper pipeline for future TLP, backwards planning).
- 3. Group Problems Your current sales force is underperforming and you have received some complains from your current partners about company servicing. Your star selling team is currently considering leaving AIESEC after their position is over. You have recruited 10 new sales members but after two months working, they are feeling demotivated and half of them leave the organization. Your current team has two people who are underperforming and they don’t have team spirit. This is affecting your top sellers and new members. Your team is demotivated because they feel that they are not going t be able to achieve the portfolio goals since they are so few.
- 4. The Wrench create a proper pipeline for future TLP Ensure the sustainability of your LC and Sales by developing and retaining your Sales Talent Backwards Planning Understand the necessary capacity to deliver your goals
- 5. Creating A Pipeline It is all about the mind set! GCP – Yes Understanding own Reality – even better!
- 6. Sales goal breakdown: --20TN takers --20/0.16=125 company meetings --125/0.07 =1785 sales calls Backwards Planning
- 7. Link sales goal with HR plan: -- If we plan to raise 20 TN takers in 6 weeks, if the level of intensity you want is 1 member 10 calls a week. --1 member in 6 weeks=60 sales calls. --1785 sales calls=30 sales members Backwards Planning
- 8. Backwards Planning Goal • How many TNs do you want to raise? # of Meeting • How many meetings do you usually have to schedule to raise one TN # of calls • How many calls do you usually have to make in order to schedule on meeting • How many other activities can lead to meetings? # of Members • How many members do you need to achieve your overall goal?
- 9. Backwards Planning Sales planning Discuss in your groups and come up with a small backwards planning proposal 7mins ! ! !
- 10. The Screwdriver Specialized pocket recruitment to fill special gaps iGIP members have specific skills that can help to boost Sales in iGIP e.g. IT and Engineering Recruitment of members with specific soft skills and competencies Interview and Group Discussion can filter out talents during the recruitment process
- 12. Recruitment Talent Selection by GIP and TM Meet of individual and organisational need
- 13. Recruitment What are we looking for? GIP ICX Member’s Profile: Resilient Modest and Humble Goal – Oriented Reliable and responsible Curious Risk – Taker
- 14. Specific Recruitment Target students with specific skills that can enhance Sales in GIP Sub Products For Example: Engineering and IT More confidence in Selling Better Understanding of JDs Higher efficiency in Matching
- 15. Glue Organisational Culture Members join an atmosphere that promotes activities and performance Ensure Sales Members will stay in the organisation due to it unique culture
- 16. Sales Culture
- 17. Sales Culture Sit in your groups and design a short time line to implement sales culture within your entity in the next month 7mins ! ! !
- 18. Hammer Training, Coaching and Mentoring Members should be trained and coached whilst their perform 70, 20, 10 Rule!
- 19. Training Focus on experiential learning Sales simulation/ Best learning is to observe sales call/meetings Focus on feedback practice Only train most needed and relevant topic that they can practice after
- 20. Training Business Academy – AIESEC Malaysia combine Theory and Practise within four weeks
- 21. Vanish/Wood Wax Rewards and recognition of Sales Stars
- 22. Reward & Recognition Really spend resources on this Make the incentives super COOL Free international XP Paid international sales CEED experience Conference subsidization Public Recognistion Individual Awards
- 23. National recognition and exposure (Sales summit attendance, Newsletter, Social media recognition…) Simple and Daily recognition (I raise a TN badge, Free Beer, Food first…) Simple but can really bring benefits (Free national conference attendance…) Your innovation! Reward & Recognition
- 24. Come up with a Reward and Recognition cycle for half a year, considering the development of new members Reward & Recognition
- 26. Dismissing Underperforming Members Can influence the team spirit Can waste resources (training, feedback) because they are not interested in development