2. Key Focusses
1.
•I know how to track and hold my team
accountable to our goals
•I understand how to maximise talent
2.
capacity in my LC
•I know how to keep my members
3.
motivated and increase member activity
Wednesday, 6 November 13
3. Who’s heard of
backwards planning
before?
Ask who know’s how has
done backwards planning
before
Backwards Planning
Wednesday, 6 November 13
4. Explain the concept of
backwards planning
Backwards Planning
Companies
prospected contacted
Wednesday, 6 November 13
Meetings
Raise
Match
Realise
5. Conversion Rates up to raise
National 2012/13
Raise
Match
Realise
78
40
44
Conversion Rates
Wednesday, 6 November 13
51%
110%
6. LC ICX Goals for this year
Raise
Match
Realise
53
36
36
Conversion Rates
Wednesday, 6 November 13
70%
100%
7. 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.
Wednesday, 6 November 13
8. LC ICX Goals for this year
Raise
Match
Realise
53
36
36
Conversion Rates
Wednesday, 6 November 13
70%
100%
9. How to work it out?
matches
x 100
conversion rate
Wednesday, 6 November 13
10. How to get there with activity!
sales
strategy
Wednesday, 6 November 13
Prospected Companies
contacted
Meetings
Raise
11. Members are the main
drivers of activity
Fill in the rest of the
handout with the
number of meetings etc.
per member
Wednesday, 6 November 13
12. Members are the main
drivers of activity
Fill in the rest of the
handout with the
number of meetings etc.
per member
Members
Wednesday, 6 November 13
13. Members are the main
drivers of activity
Fill in the rest of the
handout with the
number of meetings etc.
per member
Members
Our members drive activity
Wednesday, 6 November 13
14. How to lead and manage your
members?
Wednesday, 6 November 13
27. How can we create a
fun and encouraging
sales environment?
Groups of 4. How can we
create a fun &
encouraging
environment for sales?
Wednesday, 6 November 13
28. BEhaviours
How can we create a
fun and encouraging
sales environment?
Groups of 4. How can we
create a fun &
encouraging
environment for sales?
Wednesday, 6 November 13
29. BEhaviours
Reward
and
recognition
How can we create a
fun and encouraging
sales environment?
Groups of 4. How can we
create a fun &
encouraging
environment for sales?
Wednesday, 6 November 13
31. Ideas from what they
have put down
How can we reward
our top sellers as
AIESEC UK?
Wednesday, 6 November 13
32. what is the value of
running a sales intensity
campaign
Sales Intensity Campaign
Wednesday, 6 November 13
33. Individual reflection on
what motivates them &
put on a post-it
What would motivate you
to raise TNs?
Wednesday, 6 November 13
34. Individual reflection on
what motivates them &
post it
What Do you think
would motivate your
members?
Wednesday, 6 November 13
35. Group ideas and share.
At the end every group
shares and we bounce
ideas off each other
what do you think
would be an effective
way to run a sales
intensity campaign?
Wednesday, 6 November 13
36. WRAP UP
1.
•I know how to track and hold my team
accountable to our goals
•I understand how to maximise talent
2.
capacity in my LC
•I know how to keep my members
3.
motivated and increase member activity
Wednesday, 6 November 13
