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iGIP Management Session
Session Objectives
• Why iGIP?
• How iGIP works.
• Sub Products Strategy
• iGIP Profile
• Planning iGIP in my Committee
• Growth Model for iGIP
• How to make my committee reach the next level?
How iGIP works
Sales Activities - SDP
Performance Clusters Minimums
Education 3 weeks to create a seller Static
R&R CEEDership Newsletters Showcasing
Sales Activities
• Intensity
• Frustration
• Focus
• Specialists
• Professionalism
• Follow Up: “People forget about 45% of what they
hear in 24 hours and 65 –75% in 36 hours.”
REQUIRED!REQUIRED!
Expectations Alignment!
VISA Procedures
• EU vs non EU
• Timeline
• Ente promotore
• Different law interpretation
• Legality of interns in Italy
Delivery & Support
• CLO
• EP LEAD
“It is six times more expensive to get a new
customer than to keep a current customer
happy.”
Sub Products Strategy
Sub Products Strategy
Sub Products
EngineeringInformation TechnologyInternational BusinessCorporateLanguage Schools
Attention Points:•Having sub products doesn’t mean being focused•Different realities = Different customization•Sub Products ≠ Market Sector
iGIP Profile
iGIP Profile
iGIP Profile
iGIP Profile
iGIP Profile
Managing my VP iGIP:-iGIP profiles have always to be challenged
-Breakdown the goals to facilitate planning and actions
-Track step by step
-Clarify Timeline
-Be clear on DDLs
-Recognize advances
Planning iGIP in my Committee
iGIP
FAST FOCUS SIMPLE
Planning iGIP in my Committee
If I know how many RE I want in my term, I’m done!
Backward Planning: If you know how many REs you wanna have in
your term, then:RA to MA: 80%MA to RE: 80%Meetings to RA: 1/6Calls to Meetings: 1/8
SELLING NEVER
SELLING NEVER
STOPS!!!
STOPS!!!
Planning iGIP in my Committee
It means that, if you wanna have 5 RE in your
term, you should ensure that:
–Your iGIP area has
–Your iGIP area has
–Your iGIP area has
–Your iGIP area has
7 MAs
9 RAs
54 Meetings
432 Calls
iGIP Timeline
If I wanna those 5 RE in iGIP, there are topics to be considered:– Sales activities: on going– MA: 1 month– VISA
• European: ...• Non European: around 3 months
/
Growth Model in iGIP
GRO
POT
NF, AN
TS, BA, VE, TN, CT, GE, MI, R3, TO, RS, PV, BO,
NP, FE, PA, PD
5-15
5
Cluster Local Committes Goals
Rafa
Coaching
Rafa and NSTs
TOP 15/25 /
POTENTIAL LCs(TS, BA, VE, TN, CT, GE, MI, R3, TO, RS, PV, BO, NP, FE, PA, PD)
Capacity
L&D
Focus
Goals 6 months, 5 exchanges
1 VP + 1 team (3 – 5 sellers) Efficiency: 1/1
Members: Middle Managers: VPs:
Selling like never before.
GROWTH LCs(NF, AN)
Capacity
L&D
Focus
Goals 9 months, 5- 15 exchanges
1 Sales team (1 TL, 3 members), 1Acc Management Team (1 TL,3 members)
Efficiency: 1/2
Members Middle Managers VPs
Selling, Account Management
TOP LC(waiting for...)
Capacity
L&D
Focus
Goals 15/25 exchanges, 9 months
2 Sub Product Teams (1TL + 3 sellers + 3 account managers / 1 TL+ 2 sellers + 2 account managers)
Efficiency: 1/1
Members Middle Managers: VP:
Process Optimization, Efficiency, Customer Loyalty
Focus Discussion
• Which is the current situation of iGIP in your LC?
• What was the biggest challenge you faced this year in
iGIP in your LC?
• What is missing in order to make this area happen?
• If you had 50 iGIP RE/year in your LC, what would be
different?
• What is the current trend of your city’s market?
Focus Discussion
CASE: You are LCP of a committee that has currently 0 sales activities.You have an iGIP area with 5 members (3 old and 2 new members) + TL.
How will you ensure that the iGIP area will attend to 50 How will you ensure that the iGIP area will attend to 50
sales meetings in the next month???sales meetings in the next month???
What will make your sellers go out and sell?What will make your sellers go out and sell?- Incentives- Structure
Domande?
MAKE iGIP HAPPEN!