leading & managing a sales team

Leading & Managing a Sales Team

VPs & TLs

Wednesday, 6 November 13

Key Focusses

•I know how to track and hold my team accountable to our goals

•I understand how to maximise talent capacity in my LC

•I know how to keep my members motivated and increase member activity

1.

2.

3.


Backwards Planning

Who’s heard of backwards planning before?

Ask who know’s how has done backwards planning before


RealiseMatchRaise Meetings Companies contacted

Backwards PlanningExplain the concept of backwards planning

prospected


RealiseMatchRaise

Conversion Rates up to raise

National 2012/13

51% 110%

444078

Conversion Rates


LC ICX Goals for this year

MatchRaise Realise

363653

100%70%Conversion Rates


Your LC goals

How many TNs would do you plan to realise this year?

Start backwards planning of how many matches & raises you will need.


LC ICX Goals for this year

MatchRaise Realise

363653

100%70%Conversion Rates


How to work it out?

matches x 100

conversion rate


How to get there with activity!

Raise MeetingsCompanies contacted

Prospectedsales strategy


Members are the main drivers of activity

Fill in the rest of the handout with the number of meetings etc. per member


Members




Members



Our members drive activity


How to lead and manage your

members?


What’s the value?


Explain the key apps that you need to use.

Main page!


Prospect Central


Tracking member activity on Podio


Corporate relations app


Marketing Channels You can track which marketing & sales channels have been effective for your team


Flexible Team Structures

Show ideas for flexible team structures


How to hold everyone

accountable


Weekly team meetings

Weekly Focuses

Group and individual

goals for each week

Conversion rates

Rewarding Successes!!


Individual Tracking

Highlighting where support

is needed

understanding what motivates your members

Recognising success


Leading Sales

Emphasise our importance in providing sales leadership


How can we create a fun and encouraging sales environment?

Groups of 4. How can we create a fun & encouraging environment for sales?




BEhaviours




BEhaviours

Reward and

recognition




BEhaviours

Reward and

recognitionCompetition


How can we reward our top sellers as

AIESEC UK?

Ideas from what they have put down


Sales Intensity Campaign

what is the value of running a sales intensity campaign


What would motivate you to raise TNs?

Individual reflection on what motivates them & put on a post-it


What Do you think would motivate your

members?

Individual reflection on what motivates them & post it


what do you think would be an effective way to run a sales intensity campaign?

Group ideas and share.

At the end every group shares and we bounce ideas off each other


WRAP UP

•I know how to track and hold my team accountable to our goals

•I understand how to maximise talent capacity in my LC

•I know how to keep my members motivated and increase member activity

1.

2.

3.


leading & managing a sales team

Business

maximise talent capacity

flexible team structures

sales intensity campaign

lc icx goals

encouraging sales environment

increase member activity

encouraging environment

backwards planning