Spring 2014 RoKS - Sales Development Program

Spring 2014 RoKSTalent Management |Incoming Exchange

We have the best people in the house!

Talent Management + iGIP

Let’s Recap Since WNC At WNC we discussed:

•Optimized sales recruitment•Early success window•Member accountability•Creating LC ownership for iGIP

How do you think synergy has been going so far?(Discuss for 5 minutes in LCs)

Early Success Window

Make your Team Ready

Make Them Perform

Make them Perform Better

Early Success WindowKey factors to make this happen:• Induction is delivered fast •Set weekly standard of performance and hold people accountable to it

•Be consistent and track these KPIs every week – don’t accept excuses.

•Personal goals are aligned with functional goals•Team experience minimums are delivered •Routine and good habits are established

IndividualNeeds

OrganizationalNeeds

TeamExperiences

Minimums

Purpose Performance People

High Quality Team Experience

Culture and Behaviors

Team MinimumsT

Team Plan JD Training

Tracking& Coaching

Evaluation Reflection

ABC

Tracking & CoachingKey Elements Based on the plan

(goals) Based on the JD

(MoS)

Key Activities Team meeting (weekly)• General points (need

of all the team) Individual meeting

(weekly)• DONE/NOT DONE• Clear priorities for

NOT DONE Virtual channels

(weekly) Adapt to the

person!! :D

Implement Improve

Plan Track Coach Goal

Tracking & Coaching

Tracking & CoachingKey Elements Based on the plan (goals) Based on the JD (MoS) Focus on performance Connect development with

performance TOPICS: professional, team,

personal

Key Activities Individual meeting

(monthly)• Clear next steps

Team meeting (quarterly)• Consider having

externals

Current

FutureGAP

High Quality Team Experience SummarySome questions to reflect on:•Does everyone believe in my team’s purpose?•Are we using the team minimums in our LC? (everyone has a JD, induction, functional training, weekly team meetings, team days, evaluation, coaching, tracking)

•Are our strategies and goals clear? I am empowering my members to achieve them?

•Am I role modeling behavior?•How does each of my team members roles help them become the person they want to be?

Let’s talk about Sales Blitz!•What are ways to engage your members?•What are ways to motivate them to participate?•What are ways to provide them with rewards and recognition?

•How do TM & iGIP work together to make this happen?

Sales Blitz GCPs (Good Case Practices)“Have older members lead them, attach attendance (and participation) with R&R, send follow up emails with progress and the sign up sheet nightly!” - AIESEC Arizona State

“Mandatory participation. We require at least 2 hours of calling from all LC Members. It helps make the Blitz successful AND instills in your members the importance of cross-functional synergy.” – AIESEC Chapel Hill

• Send out a picture to the groupme or panlist every time someone gets a meeting for motivation.

• Have clearly typed out instructions for newies/everyone else to follow. also have instructions for the facis (ICXers/EB)

• LCM prior to sales blitz, go over cold call training and objection management, get them practice, and have them write a script.

• Have a huge list of companies that ICX has researched to ensure we're targeting right companies.

• Have list of ICX meeting availabilities so members can easily pick times that work for meetings.

- AIESEC Yale

Sales Blitz GCPs (Good Case Practices)

• Reminding them of the professional development that they'll get from this experience - talking to high level executives (which is half the reason most people joined). Diversifying your motivation tactics - not everyone is driven by prizes/intrinsically/competition/etc.

Having logistics completely planned out so "nothing" can go wrong and there's no confusion about anything or where someone is supposed to be.

- AIESEC Austin

Sales Blitz GCPs (Good Case Practices)

“Provide leads. That requires additional prep work but then you are more likely to get more calls made by members and more meetings booked. We used a lead generation program like Hoover's or D&B. Those programs cost money to use but I found out that our public library provides free access to all cardholders so I just got a free library card and got us access!” – AIESEC Chapel Hill“Our EB is also holding their office hours at or near the location so they can be on site and a part of the Blitz as much as possible. We also do this right after our new members have started on their teams as a way to both harness their initial motivation as well as use it as a good hands on activity to show them what we are about.”-AIESEC Eau Claire

Sales Blitz GCPs (Good Case Practices)

Sales Blitz BCPs (Bad Case Practices)Good/Bad: Your EB needs to be involved and supportive and holding members accountable. During my first Sales Blitz I wanted there to always be an EB member in the cold calling room actively making calls to be a good example and holding members accountable who were slacking. However, I didn't set clear expectations with my co-VPs and they were not supportive and the Blitz caused more drama than bonding within our EB. However, that changed during the second Blitz and things were significantly smoother and more successful! – AIESEC Chapel Hill

Waiting until the day before to tell them at our LCM was a stupid idea (we have LCMs on Sunday nights). Give them lots of notice and make the few LCMs before that be a space for build-up for the event. Basically, make it a BFD with lots of build-up from the beginning of the semester. - AIESEC Arizona State

Planning Time! (20 minutes)Be sure to keep in mind:•Internal Communication•LC Training•Team Experience Standards•Role of TM / Role of iGIP

What did we learn? What are your action items?

What is your key learning?