Building sales driven_culture

1. Build a sales- driven culture

2. • Who likes to sell?
• Do you have enough
sellers?
• Do your sellers know
how to sell right?

3. Content
• Planning a culture
• Recruiting sellers
• Developing sellers
• Sales force management- psychology of sales
• Investments in ER/ICX
• Q&A

4. Content
• Planning a culture
• Recruiting sellers
• Developing sellers
• Sales force management- psychology of sales
• Investments in ER/ICX
• Q&A

5. What is culture?
• “Culture is the systems of knowledge shared
by a relatively large group of people”
• “Culture is communication, communication is
culture”
• “Culture are the common beliefs, values and
practices of a group of people.“

7. Corporate/selling culture- elements
• Role modeling
• Rules

8. • Job allocation
• Ceremonies/rituals
• Physical manifestations

9. • Communication
• Bonding- Friendship
• Rewards and recognitions
• LDS- behaviours

10. Corporate/selling
culture- elements
• Role modeling
• Vision
• Rules
• Job allocation
• Ceremonies/rituals
• Physical manifestations
• Communication
• Bonding- Friendship
• Rewards and recognitions
• LDS- behaviours

11. Plan your culture!
• Identify elements that you
need to develop
• Clear goal setting
• Clear job allocation
• Common identity and
practices
• Be professional!

12. Content
• Planning a culture
• Recruiting sellers
• Developing sellers
• Sales force management- psychology of sales
• Investments in ER/ICX
• Q&A

13. Recruitment
1. Messages
• Create a cool sales image- but tell that it is
tough
• Work with professional partners during
recruitment (alumni)

14. Recruitment
2. Targeting

15. Natural born
superseller?

16. Recruitment
2. Targeting
• how should our sales people be?
• which characteristics can we already expect
people to have when they join?
• what type of people do we want?-
personality to be successful in
sales

17. • why do we not have these people already?
• where can we find these people?
• how can we attract these people?
• how many members should we allocate to
sales (percentage)?

18. Content
• Planning a culture
• Recruiting sellers
• Developing sellers
• Sales force management- psychology of sales
• Investments in ER/ICX
• Q&A

19. From newie to superseller
(MCVP ER)
starting from the personal characteristics
described in the recruitment part:
• what skills does she/he need?
• how should this person get personal
assistance?
• how can this person get X+L?
• how can we retain this person in
AIESEC and motivate to take on LDS
responsibility?

20. Content
• Planning a culture
• Recruiting sellers
• Developing sellers
• Sales force management- psychology of sales
• Investments in ER/ICX
• Q&A

21. Sales Force management
Messages for your members:
• How long does a sales process usually take?
• Proper research
• Follow up!
• Sales is a process, not an incident!

22. Some facts
• 1 TN contract needs:
• 10 meetings
• 1 meeting needs:
• 20 cold calls
• -> 1 TN signed- 200 cold calls!!!
• -> selling needs effort!!!

24. Diversify your tasks
• Cold calling is the least effective way
BUT
you still have to do it!
• Go to networking events
• Join other organizations- JCI,…
-> get referrals
• Use alumni
• Use your network- friends,
teachers, parents, friend‘s
parents, mayor,
coffee house owner,…
• Give referrals to other LCs/MCs

25. If you call a CEO, HR or
marketing manager, what do
you usually get as an answer?

27. How to get more
meetings
• It is hard to meet HR managers and CEOs
-> So don‘t meet them!

28. Who to contact?
• Buyer: the one who gives the money e.g.
marketing head, HR head, CEO
• User: who benefits? Who works with our interns
e.g. sales department, marketing department
• Sponsor: who is interested in AIESEC and our
topics/projects
could be anybody
these people are NOT necessarily the same!!!

29. In the meeting:
•Who makes the decision?
•How is the marketing structure?
•When do they make their marketing
budget?
•What do they think about us?
•Does it make sense to cooperate?
•Why not? What should we do different to be interesting
for them?
Also a guideline for contacts at networking events

30. After the call/meeting:
Knowledge management!!!
CRM

31. Content
• Planning a culture
• Recruiting sellers
• Developing sellers
• Sales force management- psychology of sales
• Investments in ER/ICX
• Q&A

32. Invest in ER/ICX
• Money:
 RnR
• Time:
 Tracking, CRM, knowledge management
 Common call sessions to increase motivation
• Effort:
 Constant emphasizes of goals, constant evaluation
• Contacts:
 External trainings, external feedback, networking

33. What we discovered
• Culture
• Recruitment-
how to find the superseller
• Member development
• Sales force management- psychology of sales
• Investments in ER/ICX

34. Content
• Planning a culture
• Recruiting sellers
• Developing sellers
• Sales force management- psychology of sales
• Investments in ER/ICX
• Q&A

36. The importance of sales
• Impacting corporate partners with our values
• Impacting corporate partners through our
interns
• Financial sustainability -> more money for
other activities and initiatives

37. The importance of sales
• One of the best career opportunities after
AIESEC
• Sales employees are in demand
• Powerful skills
• Sales skills are universal skills