sales for gcdp
Post on 18-Oct-2014
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sales for
GCDP
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WTF is sales for gCDP?
iGCDP
oGCDP
Sales Development
Program
Integrated Experiences
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a lever to support our
ambitions for iGCDP
grow iGCDP Raises
we need to have a lever big and
strong enough to support our
iGCDP ambitions :)
sdp for igCDPwhy?
Right&People&
Right&Educa1on&&
Right&Structures&
Right&Strategies&
Right&Culture& Right&R&R&
using the Sales Development Program
a education and tracking tool to
increase the sales capacity and intensity
of iGCDP members
Sales&Development&Program&
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A tracker systemEducation Framework/
timeline
and depending on your sales reality:
what is sdp made of?
C ontent and Delivery
Sales C onference
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A tracker system
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Education framework and
timeline
ensure education is plotted on a timeline relevant for May
link all training to relevant team and individual activity happening at the time (link content to push for Peak)
each class must have clear KPIs and output that are tracked by the LCVP and MCVP responsibles
Ensure the local TM can leverage off SDP by time lining their activity too.
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Education framework and
timeline
Right Target/Profile
Right Content
Right Delivery/Channel
Right Timeline
Right KPI and Measurement
It’s important to
ensure that the right target/profile is used for SDP.
Ensure that SDP content is tailored for LC scale:
- 0-25 - 25-100 - 100-200 - 200+
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Education framework and
timelinehow can I make an SDP
framework?Needs Assessment Program Design Delivery Evaluation
Make a needs assessment! - self evaluation survey of iGCDP TMP/TLP - analysis of sales data per TMP/TLP
Needs Assessment Program Design
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C ontent and Delivery
how can I make an SDP framework?
Needs Assessment Program Design Delivery Evaluation
Content
make sure al l the content is accessible!
international faci team
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C ontent and Delivery
how can I make an SDP framework?
Needs Assessment Program Design Delivery Evaluation
Content
picture of sdp wiki
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C ontent and Delivery
how can I make an SDP framework?
Needs Assessment Program Design Delivery Evaluation
Evaluation
ensure you evaluate the success of each class and the
program through tracking of the
KP I
growth in iGCDP graph
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Sales C onference
WHat about a sales conference?
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WTF is sales for gCDP?
iGCDP
oGCDP
Sales Development
Program
Integrated Experiences
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to drive an exchange culture within entities
grow in oGCDP realises
IXPs for ogCDPwhy?
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Synergy on MCSynergy on LC Re-integration
MC drives IXPs
how to do ixps?
set goals LC drives IXPs
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how to do ixps?
set goals
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how to do ixps?MC drives IXPs
TG C M
customise for May timeline: make it fast!
200 IXPs across my AIESEC entity
LCs 0 - 25: # of TMP # of Managers # of VPs
LCs 25-100: # of TMP # of Managers # of VPs
Blog site etc.
Fortnightly ‘opportunities newsletter’
Exchange will add value to your AIESEC career, promotion of X+L
Close your AIESEC experience with an exchange of a lifetime
example:
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how to do ixps?LC drives
IXPs
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how to do ixps?
Re-integrationwhy?
Individuals who have gone on a GCDP or GIP have truly experienced the AIESEC
essence. They have experienced what we sell, strategise and
aim to achieve everyday. Thus they are already more
connected to the organisation.
To close and end the ELD experience for GCDP and GIP
participants (if they don’t want to take TMP/TLP)
To drive an exchange culture within Local Committees through more
people living the exchange experience.
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how to do ixps? Re-integrationWHO?
Individuals who have gone on a GCDP or GIP have truly experienced the
AIESEC essence. They have experienced what we sell, strategise and aim to achieve everyday. Thus they are already more connected to
the organisation.
To close and end the ELD experience for GCDP and GIP participants (if they
don’t want to take TMP/TLP)
To drive an exchange culture within Local Committees through more people
living the exchange experience.
This is about bring clarity of why to the organisation and
ensuring members are properly motivated.
!Talent Management is
Responsible.
This is about EP LEAD !
Talent Management and OGX is responsible.
This is about driving culture !
Talent Management is Responsible.
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how to do ixps? Re-integrationprocess
• Review PA and CAT • Review EP/intern
journal • Review original
personal goal setting and development priorities set at the start of the experience
• Ensure EP understands inner and outer journey of leadership.
EP needs to submit their ‘internship report’ in the form of poster/stories/pictures or videos. They should also report things to learn from the hosting entity, visa, customs etc.
Certificates for oGCDP EPs will be given after they submit the 3 NPS surveys.
The reintegration event should include: • Understanding of
essence and how it relates to their experience
• Review of personal goal setting
• EP sharing • Reverse Culture Shock • Understanding of
AIESEC opportunities available
If the recruitment/reintegration processes are aligned, EPs can follow the same selection process as candidates. However they cannot be rejected.
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how to do ixps? Synergy on MC
IXPsVP Talent Management VP oGCDP
Coordinate country partnerships for ICXPS: - TMP/TLP on exchange - expansion of partnership
on local level through sending more IXPs
- ensuring high NPS
Coordinate national schemes on how to communicate and motivate IXP opportunities to target TMP/TLP of AIESEC entity
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how to do ixps? Synergy on LC
IXPs
LCVP TM
VP oGCDP
Invest in sending more IXPs on oGCDP
- Coordinate national IXP strategies and implement
- Track IXPs and ensure they are pipelined/fast-tracked
LCVP Finance
Ensure you promote and send IXPs that are logical for your LC. - send IXPs to your
country partners - send IXPs to countries
you are considering partnering with in the future
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yay! sales for gcdp
iGCDP
oGCDP
Sales Development
Program
Integrated Experiences
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sales for
GCDP