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Sales University This wiki aims to be a guide for your entities to start implementing a new strategy for grow and develop your sales capacity, allowing MCs and LCs to improve their results in GIP and assure a better service This is a great way to start creating your Sales development program, nevertheless you have complete freedom to adjust it to your reality and send us any input if you want! The wiki is planned to be a continues resource of new knowledge and content and that’s why every 10 days we will be releasing new modules so you can deliver the content to your members and have a structure created the learning cycle is smoothly. The Global Support Team of SDP is the responsible for the content creation and facilitation, if you need any help don´t hesitate on contacting us!!


Planning for success! If you have alreagy gone trough the newletter, is a wrap up with some examples on how to start your own Sales University program !


Start ups (0-15 X) We advise 1 sub-product

Team Member VP

Suggested Job Description • • • • •

TMP JD: Raising (from Market Research, sales, raise) Matching (S&D analysis, matching process) Delivery (Legal and Reception) Delivery – EP Experience delivery & Company follow up

Team Member Team Member


Potential (16-40) We advise 2 sub-products

Suggested Job Description

RA & MA

Team Leader

RA & MA Delivery

VP

RA & MA Members – Raising (from Market Research, sales, RA) – Matching (Supply & Demand analysis, MA process) – Costumer Relationship Management Deliveries Quality members – Quality Management ( NPS firefighting & Follow ups) – Receptions (legality, VISA) – EP Experience Delivery

RA & MA

Team Leader

RA & MA Delivery


High Potential (40-100 X) We advise 3 sub-product VP S-P 1

TLP RA

TLP MA

VP

TLP Delivery

TLP Current account

Team Leader S-P 2

Team Leader S-P 3

TMP

TMP

TMP

TMP

RA & MA

RA & MA

TMP

TMP

TMP

TMP

RA & MA

RA & MA

TMP

TMP

TMP

TMP

Delivery

Delivery


Suggested Job Description Job Description (TL Current Account) • •

• • •

Costumer Relationship Management Coordinate the RAMARE for Current account Improve the quality of internship in current acount Coordinate the activities of the members Performance review and tracking

Job Description (TM Raising) • •

• •

Deep Market and segmentation analysis Product Packaging based on market and Sub Product Sales to Raised CRM

Job Description (TM Matching) •Supply and Demand Analysis •Matching Process

Job Description (TM Delivery) •Receptions •Quality enhancement •Minimum quality standard delivery to EP •Ensuring EP has a great experiences and enable delivery of inner journey to EP.

Job Description (TM Current Account) •CRM •Re-Raising •Matching •Deliveries and Qualities


High Volume (100 +X) VP

VP (SP1)

TL Ra

TL Ma

TL Delivery

TL Current Account

TL SP2

TL SP3

TL Current Account

TMP

TMP

TMP

TMP

Ra&Ma

Ra&Ma

TMP

TMP

TMP

TMP

TMP

Ra&Ma

Ra&Ma

TMP

TMP

TMP

TMP

TMP

Delivery

Delivery

TMP

The JDs in the case are the same than the one proposed for High Potential but with an increased number of members


What kind of profiles are we looking for in a sales team? Competencies: • Responsible Decision Making • Social Awareness • Self Management • Self Awareness • Social Personal Branding Skills •Goal Oriented •Risk Taking •Resilient •Reliable and Responsible •Communication skills •Negotiation ability


Creation of goals based on sub products After defining your goal, structure and talent need it is extremely important to identify the sub product that you want and should focus on. 1. External and internal research to identify product in key market • Market segmentation to drive penetration in the market 2. Sub product to align supply & demand • Past Performance analysis 4. Develop your sub-product • Market Validation 3. Identify the value of the sub product •Target industry/faculty •Sample Job Description & sample profile •Sub product target EP/TN supplier •Product value and benefits Organizational •Pricing •Sub product raising/selection standard •Timeline of the product •Successful cases Personal Market •Product sales tool 5. Implement your sub product


Some tips for Sales Leaders Lead By example: we hear this a lot, but how much do we usually apply it? In sales you basically learn by doing, theoretical information will help you while selling but wont teach you how to do it, so what better way to teach your members than showcasing your experience?

Avoid rulemaking: Usually great sales people aspire for freedom, but in AIESEC, freedom is a requirement!! We have great talent and smart members so the better you are able to remove obstacles from your member and to guide them to produce results the more successful they will be, therefore you will be. Never set the bar low, don’t tell them what they can´t do, you better show them how to do it


Let them do what they do best motivation is a key factor in sales areas, so it is important to learn what your members are passionate about and impulse them to do it! If you have members that are better at tracking than selling locate them in delivery tasks! If you have great members with proposals use them as your support. Create a strong team by mixing their strengths so they can learn on the way!

Become a coach Not a boss! Ask, ask, ask, always ask how they feel? How do they think we could do better? What does they need to have a great experience? Look for trainings? Before telling your high performance what to do sit with them and ask them what strategies do they thing you should follow, feedback them and create an stronger idea together while you show your members you trust them

Celebrate every achievement Take the time so celebrate every small thing! Their first call, meeting, close deal! Every step lead us closer to our goal! Create a document with their achievements and recognize them in front of other members, vps, in conferences! Sales can be a really hard area if you don´t see results quickly!


Sales University Planning  
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