3rd interview slide deck - national sales leader role @ corporate traveller south africa - lh - v1.0
TRANSCRIPT
![Page 1: 3rd Interview SLIDE DECK - National Sales Leader Role @ Corporate Traveller South Africa - LH - V1.0](https://reader031.vdocuments.site/reader031/viewer/2022022203/587623851a28ab8b7b8b5333/html5/thumbnails/1.jpg)
National Sales Leader Role @ Corporate Traveller South Africa
Proposed Strategies /Initiatives for achieving double-digit New Business Turnover in alignment with Total Turnover growth
1. RECRUITMENT
2. TRAINING
3. ESTABLISH A DIGITAL MARKETING AND DIGITAL SALES PLAN
4. NEW BUSINESS PIPELINE /VALIDATE EXISTING LEADS
5. THE DNA OF THE NATIONAL SALES LEAD
![Page 2: 3rd Interview SLIDE DECK - National Sales Leader Role @ Corporate Traveller South Africa - LH - V1.0](https://reader031.vdocuments.site/reader031/viewer/2022022203/587623851a28ab8b7b8b5333/html5/thumbnails/2.jpg)
1. RECRUITMENT
![Page 3: 3rd Interview SLIDE DECK - National Sales Leader Role @ Corporate Traveller South Africa - LH - V1.0](https://reader031.vdocuments.site/reader031/viewer/2022022203/587623851a28ab8b7b8b5333/html5/thumbnails/3.jpg)
ONBOARD THE RIGHT BDMs
• New National Sales Leader would need to fast-track getting to know the existing Team Leaders and the extended BDM Team
• To achieve this in the fastest possible time, existing Team Leaders and BDM Teams must do a ‘SELF-SWOT’ within 2 working days and a comprehensive Business Plan within 5 working days from on-boarding date. Speed-to-market is critical, as FY is already underway.
• The output is an enabler for management to determine the quality of the existing team, and an opportunity to identify RED-FLAGS within the team, and to fill gaps with relevant training.
• It’s a great opportunity for ‘someone fresh’ to ‘re-recruit internally’ and make decisions about the ideal fit of existing BDM members.
![Page 4: 3rd Interview SLIDE DECK - National Sales Leader Role @ Corporate Traveller South Africa - LH - V1.0](https://reader031.vdocuments.site/reader031/viewer/2022022203/587623851a28ab8b7b8b5333/html5/thumbnails/4.jpg)
![Page 5: 3rd Interview SLIDE DECK - National Sales Leader Role @ Corporate Traveller South Africa - LH - V1.0](https://reader031.vdocuments.site/reader031/viewer/2022022203/587623851a28ab8b7b8b5333/html5/thumbnails/5.jpg)
HOW DO WE RETAIN TOP BDM TALENT
• WORK ON A STRATEGIC INCENTIVE /REMUNERATION PACKAGE THAT MAKES IT EXTREMELY HARD TO LEAVE
• GET UNDER THEIR SKIN AND OFFER SOMETHING UNIQUE, OTHER THAN MONEY, COMMISSION (THE CARROT) ETC.
• REDEFINE ‘THE CARROT’ – DISCUSS CASE STUDY AT INTERVIEW
• WHY SHOULD WE LOSE A TOP PERFORMER BECAUSE THE NEXT EMPLOYER OFFERS R5,000 A MONTH MORE?
![Page 6: 3rd Interview SLIDE DECK - National Sales Leader Role @ Corporate Traveller South Africa - LH - V1.0](https://reader031.vdocuments.site/reader031/viewer/2022022203/587623851a28ab8b7b8b5333/html5/thumbnails/6.jpg)
2. TRAINING
![Page 7: 3rd Interview SLIDE DECK - National Sales Leader Role @ Corporate Traveller South Africa - LH - V1.0](https://reader031.vdocuments.site/reader031/viewer/2022022203/587623851a28ab8b7b8b5333/html5/thumbnails/7.jpg)
2. TRAINING• Get a solid understanding of your internal training and o-boarding
process and program for BDMs.
• What sales methodology is being used /promoted/trained at Corporate Traveller?
• How is annual Professional Development Training needs determined, and by whom?
• We CANNOT TRAIN PEOPLE HOW TO BE PRODUCTIVE, they need to on-board as having productivity as part of their core DNA /aptitude. Being productive is an attitude towards work.
• Work with Team Leaders and Corporate Traveller in-house Trainers to embed a training path that arms the BDMs for success.
![Page 8: 3rd Interview SLIDE DECK - National Sales Leader Role @ Corporate Traveller South Africa - LH - V1.0](https://reader031.vdocuments.site/reader031/viewer/2022022203/587623851a28ab8b7b8b5333/html5/thumbnails/8.jpg)
3. ESTABLISH A DIGITAL MARKETING AND DIGITAL SALES PLAN
![Page 9: 3rd Interview SLIDE DECK - National Sales Leader Role @ Corporate Traveller South Africa - LH - V1.0](https://reader031.vdocuments.site/reader031/viewer/2022022203/587623851a28ab8b7b8b5333/html5/thumbnails/9.jpg)
3. ESTABLISH A DIGITAL MARKETING AND DIGITAL SALES PLAN THAT DRIVES NEW BUSINESS
• CONDUCT A SEO REVIEW AND IMPLEMENT RECOMMENDATIONS
• INRODUCE A DIGITAL MARKETING PLAN
• INTRODUCE A DIGITAL SALES PLAN, THAT PROMOTES PRODUCTIVITY
• GET MANAGEMENT ON-BOARD WITH LINKEDIN PREMIUM MEMBERSHIP PROGRAM FOR ALL CORPORATE TRAVELLER TEAM LEADERS AND BDMs.
![Page 10: 3rd Interview SLIDE DECK - National Sales Leader Role @ Corporate Traveller South Africa - LH - V1.0](https://reader031.vdocuments.site/reader031/viewer/2022022203/587623851a28ab8b7b8b5333/html5/thumbnails/10.jpg)
SEO REVIEW AND RECOMMENDATIONS:
• GOOGLE SEARCH RESULTS ARE NOT WORKING IN FAVOR OF NEW BUSINESS DEVELOPMENT - IN FACT GOOGLE STEERS NEW PROSPECTS AWAY
• WHAT ‘PUSH AND PULL’ INITIATIVES ARE IN PLACE
•
• ONLINE MESSAGING AND BRANDING NEEDS TO BE CONSISTENT ACROSS ALL PLAFTFORMS TO ATTRACT /FEED NEW BUSINESS INTEREST
• CORPORATE TRAVELLER SHOULD LEAD AND EXCEL ON CONTENT IN THE PUBLIC DOMAIN IN ORDER TO ATTRACT NEW BUSINESS
![Page 11: 3rd Interview SLIDE DECK - National Sales Leader Role @ Corporate Traveller South Africa - LH - V1.0](https://reader031.vdocuments.site/reader031/viewer/2022022203/587623851a28ab8b7b8b5333/html5/thumbnails/11.jpg)
ONLINE MARKETING:• Meet with Corporate Traveller’s Head of Marketing to understand and buy-
into the current marketing plans. Alignment with Sales is critical for New Business Development. Review the use of CVPs online.
• Any marketing initiative only makes sense if the marketing activities are directly responsible for sales conversions /new business development and adds to the bottom line
• A model to identify evidence of the above should be in place.
• Review all public facing websites as well as any GUI accessible by New Prospects to develop New Business
• ‘Review’ of current Digital Marketing Strategy and recommendations of how to improve it
• Become the publishing leader on business travel by owning the internet space, e.g. Wikipedia, Association Memberships (ABTA, ACTE and Global Business Travel Association) to establish and validate credibility
![Page 12: 3rd Interview SLIDE DECK - National Sales Leader Role @ Corporate Traveller South Africa - LH - V1.0](https://reader031.vdocuments.site/reader031/viewer/2022022203/587623851a28ab8b7b8b5333/html5/thumbnails/12.jpg)
4. NEW BUSINESS PIPELINE /VALIDATE EXISTING LEADS
• VALIDATE EXISTING LEADS IN CRM (CRM ‘REFRESH’ INITIATIVE)
• REMOVE ‘CANDYFLOSS’ FROM NEW BUSINESS PIPELINE TO ENSURE HIGHER CONVERSION RATES / EXPECTATIONS
• ‘SHOW-ME-THE-MONEY’ INITIATIVE - EXPLAINED DURING INTWERVIEW
• INCREASE EFRECTIVENESS OF DAILY KPI REPORTING
• UNDERSTAND THE HISTORY OF THE NEW BUSINESS PIPELINE, AND
• GET COMMITMENT ON FUTURE CRITERIA FOR VALIDATING NEW BUSINESS REPORTING
![Page 13: 3rd Interview SLIDE DECK - National Sales Leader Role @ Corporate Traveller South Africa - LH - V1.0](https://reader031.vdocuments.site/reader031/viewer/2022022203/587623851a28ab8b7b8b5333/html5/thumbnails/13.jpg)
5. THE DNA OF YOUR NATIONAL SALES LEADER
![Page 14: 3rd Interview SLIDE DECK - National Sales Leader Role @ Corporate Traveller South Africa - LH - V1.0](https://reader031.vdocuments.site/reader031/viewer/2022022203/587623851a28ab8b7b8b5333/html5/thumbnails/14.jpg)
5. THE DNA OF THE NATIONAL SALES LEADER
• INTELLEGENT, ENERGETIC AND POSSESES INTEGRITY
• LEAD BY EXAMPLE WITH A HIGH SENSE OF URGENCY AND PASSION
• HAVE A 30-DAY, 60-DAY, 90-DAY ONBOARDING PLAN
• SHOW THE ABILITY TO UNCOVER THE PARTNERING SILVER BULLET (e.g. DISCOVERY /VIRGIN ACTIVE)
![Page 15: 3rd Interview SLIDE DECK - National Sales Leader Role @ Corporate Traveller South Africa - LH - V1.0](https://reader031.vdocuments.site/reader031/viewer/2022022203/587623851a28ab8b7b8b5333/html5/thumbnails/15.jpg)
![Page 16: 3rd Interview SLIDE DECK - National Sales Leader Role @ Corporate Traveller South Africa - LH - V1.0](https://reader031.vdocuments.site/reader031/viewer/2022022203/587623851a28ab8b7b8b5333/html5/thumbnails/16.jpg)
![Page 17: 3rd Interview SLIDE DECK - National Sales Leader Role @ Corporate Traveller South Africa - LH - V1.0](https://reader031.vdocuments.site/reader031/viewer/2022022203/587623851a28ab8b7b8b5333/html5/thumbnails/17.jpg)
![Page 18: 3rd Interview SLIDE DECK - National Sales Leader Role @ Corporate Traveller South Africa - LH - V1.0](https://reader031.vdocuments.site/reader031/viewer/2022022203/587623851a28ab8b7b8b5333/html5/thumbnails/18.jpg)
![Page 19: 3rd Interview SLIDE DECK - National Sales Leader Role @ Corporate Traveller South Africa - LH - V1.0](https://reader031.vdocuments.site/reader031/viewer/2022022203/587623851a28ab8b7b8b5333/html5/thumbnails/19.jpg)
![Page 20: 3rd Interview SLIDE DECK - National Sales Leader Role @ Corporate Traveller South Africa - LH - V1.0](https://reader031.vdocuments.site/reader031/viewer/2022022203/587623851a28ab8b7b8b5333/html5/thumbnails/20.jpg)
![Page 21: 3rd Interview SLIDE DECK - National Sales Leader Role @ Corporate Traveller South Africa - LH - V1.0](https://reader031.vdocuments.site/reader031/viewer/2022022203/587623851a28ab8b7b8b5333/html5/thumbnails/21.jpg)
![Page 22: 3rd Interview SLIDE DECK - National Sales Leader Role @ Corporate Traveller South Africa - LH - V1.0](https://reader031.vdocuments.site/reader031/viewer/2022022203/587623851a28ab8b7b8b5333/html5/thumbnails/22.jpg)
![Page 23: 3rd Interview SLIDE DECK - National Sales Leader Role @ Corporate Traveller South Africa - LH - V1.0](https://reader031.vdocuments.site/reader031/viewer/2022022203/587623851a28ab8b7b8b5333/html5/thumbnails/23.jpg)
![Page 24: 3rd Interview SLIDE DECK - National Sales Leader Role @ Corporate Traveller South Africa - LH - V1.0](https://reader031.vdocuments.site/reader031/viewer/2022022203/587623851a28ab8b7b8b5333/html5/thumbnails/24.jpg)
![Page 25: 3rd Interview SLIDE DECK - National Sales Leader Role @ Corporate Traveller South Africa - LH - V1.0](https://reader031.vdocuments.site/reader031/viewer/2022022203/587623851a28ab8b7b8b5333/html5/thumbnails/25.jpg)
![Page 26: 3rd Interview SLIDE DECK - National Sales Leader Role @ Corporate Traveller South Africa - LH - V1.0](https://reader031.vdocuments.site/reader031/viewer/2022022203/587623851a28ab8b7b8b5333/html5/thumbnails/26.jpg)
![Page 27: 3rd Interview SLIDE DECK - National Sales Leader Role @ Corporate Traveller South Africa - LH - V1.0](https://reader031.vdocuments.site/reader031/viewer/2022022203/587623851a28ab8b7b8b5333/html5/thumbnails/27.jpg)
![Page 28: 3rd Interview SLIDE DECK - National Sales Leader Role @ Corporate Traveller South Africa - LH - V1.0](https://reader031.vdocuments.site/reader031/viewer/2022022203/587623851a28ab8b7b8b5333/html5/thumbnails/28.jpg)
![Page 29: 3rd Interview SLIDE DECK - National Sales Leader Role @ Corporate Traveller South Africa - LH - V1.0](https://reader031.vdocuments.site/reader031/viewer/2022022203/587623851a28ab8b7b8b5333/html5/thumbnails/29.jpg)
![Page 30: 3rd Interview SLIDE DECK - National Sales Leader Role @ Corporate Traveller South Africa - LH - V1.0](https://reader031.vdocuments.site/reader031/viewer/2022022203/587623851a28ab8b7b8b5333/html5/thumbnails/30.jpg)
![Page 31: 3rd Interview SLIDE DECK - National Sales Leader Role @ Corporate Traveller South Africa - LH - V1.0](https://reader031.vdocuments.site/reader031/viewer/2022022203/587623851a28ab8b7b8b5333/html5/thumbnails/31.jpg)
![Page 32: 3rd Interview SLIDE DECK - National Sales Leader Role @ Corporate Traveller South Africa - LH - V1.0](https://reader031.vdocuments.site/reader031/viewer/2022022203/587623851a28ab8b7b8b5333/html5/thumbnails/32.jpg)
![Page 33: 3rd Interview SLIDE DECK - National Sales Leader Role @ Corporate Traveller South Africa - LH - V1.0](https://reader031.vdocuments.site/reader031/viewer/2022022203/587623851a28ab8b7b8b5333/html5/thumbnails/33.jpg)