Build Organization Sales Force Typical Sales Force Composition

Build Organization Sales Force

Typical Sales Force Composition 10% 20% 70%

Bottleneck of AIESEC Sales Force No stars or very few stars Stars are not performing in their best way Poor capacity of core performers

We will talk about… Create more and better stars Improve the capacity of core performers

Create More and Better Stars 1

Create More and Better Stars Provide the Environment that Stars will stand out and grow up Successful Practice: • MC Role-model and coach STARs in GIP sales (GIP BD responsible + NSTs) • Design special challenge for team of STARs (NCST, Elite Sales Team) • Focus on empowering STARs (NAFTA summit) • Incentives for STARs 1

Create More and Better Stars • a. Design special challenge for team of STARs 1 a

Create More and Better Stars Tips for Design: -High selection standard “Check key competencies and skills ( and make sure that everyone in the sales teams have the same basic set of skills and competencies). If you want to create a culture of excellence you cannot have someone that doesn’t possess the basic competencies and skill”-Andreas

Create More and Better Stars Tips for Design: -Sales Team Experience

Design special challenge to a team of STARS Create More and Better Stars National Elite Sales Team-Mainland of China • • Select most potential sales in the country Mission impossible Time frame challenge MC coach and manage Daily tracking, weekly reporting National exposure and huge recognition COOL and SPECIAL NCST 1. 0 Wiki: http: //www. myaiesec. net/content/viewwiki. do? contentid=10109578

Design special challenge to a team of STARS Create More and Better Stars National Elite Sales Team-Mainland of China NCST: -Duration: 8 weeks each -5 rounds of NCST -Number of TN raised - 32, 43, 76, 108 per round -Number of TN raised person is 4. 7, 5. 3, 6. 6, 5. 4(new member), 7. 8 -Number of NCST member (from 6 -14) 1 a

Design special challenge to a team of STARS 11 well trained & empowered people from different LCs doing intensive sales led by MC vs. 400 people doing sales nationally 1 a

Design special challenge to a team of STARS Create More and Better Stars National Elite Sales Team-Mainland of China National Sales Elite Sales Team in Qingdao -Summer holidays -Brand new market -Focus on one industry -Sales team experience Result: In 1 month, • 1500 Cold Calls • 50 Company Visits • 20 Networking events participation • 60 Forms oral raised • 20 TN takers • 10 contracts process finished 1 a

Create More and Better Stars National Elite Sales Team-Mainland of China

Create More and Better Stars National Elite Sales Team-Mainland of China

Create More and Better Stars b. MC Role-model and coach STARs in GIP sales 1 b

Create More and Better Stars MC Role-model and coach STARs in GIP sales ü BD manager to focus on GIP sales ü MCVP ICX’s involvement in marketing and sales ü National Exchange Partnership Model 1 b

Evolve NEP Model Goal: -Fully capitalize the potential of NEP market -Cultivate more STARs -Better support delivery of NEP TNs 1 b

NATIONAL SALES SUPPORTING TEAM If you only have one MC BD manager focusing on GIP, You may want to support him/her with more sales HR. Maybe what he/she needs is not only local account delivery managers. National Sales Supporting Team Benefits: • • Centralize best sales force More lead generated to support MC sales MC BD manager(full time) City/region based BD NST(part time)

Create More and Better Stars c. Incentives for STARs 1 c

Create More and Better Stars Incentive for STARs Incentive for Stars= Amazing reward for achieving mission impossible Typical example is 10 TN challenge

Create More and Better Stars Incentive for STARs Really spend resources on this Make the incentives super COOL -Victory week on New York City(AIESEC US) -AIESEC Bike -Free international XP -Paid international sales CEED experience

Typical Sales Force Composition 10% 20% 70%

Improve the capacity of core performers 2

HR 4 Intensity Critical Areas to improve capacity of core performers Incentive Coaching & Training =Culture 2

Improve the capacity of core performers HR No HR resource: How many sellers do you have in your country? How many performing sellers do you have? Is it supporting you to achieve your goal? 2 a 1) Involve and manage your Talent Planning Recruitment Promotion Talent Selection Get the people for GIP in your LC. Talent Induction

Improve the capacity of core performers HR 2) Leadership challenge: Get people really work with you! By aligning what they want with what you offer, By firmly believing, By thinking in their shoes. By making the experience meaningful for them. 2 a

Improve the capacity of core performers Sales Intensity Sales planning • Do you know the converging rate from sales to raise in your country? • How many company meetings you have in order to raise one TN? • How many sales calls you need in order to get one meeting? • Is your daily/weekly/yearly activity enough to achieve the goal? 2 b

Improve the capacity of core performers Sales Intensity Sales planning • Do you know the converging rate from sales to raise in your country? • How many company meetings you have in order to raise one TN? • How many sales calls you need in order to get one meeting? • Is your daily/weekly/yearly activity enough to achieve the goal? 2 b

Improve the capacity of core performers Sales Intensity National Sales Elite Sales Team in Qingdao Result: In 1 month, • 1500 Cold Calls • 50 Company Visits • 20 Networking events participation • 60 Forms oral raised • 20 TN takers • 10 contracts process finished 1/14 is the average rate from sales call to a company meeting 1/6 is the rate from company meeting to a close deal

Improve the capacity of core performers Sales Intensity Sales goal breakdown: -- 20 TN takers -- 20/0. 16=125 company meetings -- 125/0. 07 =1785 sales calls 2 b

Improve the capacity of core performers Sales Intensity 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. =60 sales calls. --1785 sales calls=30 sales members --1 member in 6 weeks 2 b

Improve the capacity of core performers Sales Intensity Exercise: Break down your raise goal (15 mins) 2 b

Improve the capacity of core performers Sales Intensity Practice is the best way to learn 2 b

Improve the capacity of core performers Incentive for sales Incentive for core performers= Reachable goal for majority if they really try hard. Typical example is 1 -5 TN challenge 2 c

Improve the capacity of core performers Incentive for sales 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! 2 c

Improve the capacity of core performers Coaching and Training Learning= 70% Practice +20% Feedback +10% Training 2 d

Improve the capacity of core performers Coaching and Training --Focus on experiential learning Sales 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 2 d

Typical Sales Force Composition 10% 20% 70%

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