Pipeline 101

Caroline – MCVP ICX Malaysia

Gonzo – MCVP BD Australia

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).

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.

The Wrenchcreate 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

Creating A Pipeline

It is all about the mind set!GCP – YesUnderstanding own Reality – even better!

Sales goal breakdown:

--20 TN takers

--20/0.16=125 company

meetings

--125/0.07 =1785 sales

calls

Backwards Planning

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

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 Me

mbers

•How many members do you need to achieve your overall goal?

Backwards Planning

Sales planning

Discuss in your groups and come up with a small backwards planning proposal

7mins ! ! !

The ScrewdriverSpecialized 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

Recruitment

Receive Application

Group Discussion

Personal Interview

Team Selection based on planned structure

Recruitment

ICX

TM

Talent Selection by GIP and TM Meet of individual and organisational need

Recruitment What are we looking for?

GIP ICX Member’s Profile:

ResilientModest and HumbleGoal – OrientedReliable and responsibleCuriousRisk – Taker

Specific Recruitment

Target students with specific skills that can enhance Sales in GIP Sub Products For Example: Engineering and ITMore confidence in SellingBetter Understanding of JDsHigher efficiency in Matching

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

Sales Culture

TM

Sales Culture

Sit in your groups and design a short time line to implement sales culture within your entity in the next month

7mins ! ! !

Hammer Training, Coaching and Mentoring

Members should be trained and coached whilst their perform

70, 20, 10 Rule!

Training

Focus on experiential learningSales 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

Training

Business Academy – AIESEC Malaysia combine Theory and Practise within four weeks

Vanish/Wood Wax Rewards and recognition of Sales

Stars

Reward & Recognition

Really spend resources on this Make the incentives super COOL

Free international XPPaid international sales CEED experienceConference subsidization Public RecognistionIndividual Awards

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

Come up with a Reward and Recognition cycle for half a year, considering the development of new members

Reward & Recognition

Saw

Removing underperforming members

Dismissing Underperforming Members

Can influence the team spiritCan waste resources (training, feedback) because they are not interested in development