IGIP REPORT april 2015 edi-on
Graz
Innsbruck
Liechtenstein
Salzburg
TU
UV
Since 1st April the average number of members that we are having the entity is 36.2 Average per LCs: Graz - 6 16% Innsbruck - 5.4 Liechtenstein - 2 32% Salzburg - 4.2 TU - 2.6 15% UV - 5 WU - 11.8
5% 14% 7%
membership
11%
WU
Graz
Innsbruck
Liechtenstein
Salzburg
TU
UV
Since 1st April the total number of calls that our members have done is 263 Calls per LCs: Graz - 15 6% Innsbruck - 40 15% Liechtenstein - 2 Salzburg - 12 1% TU - 62 46% 5% UV - 12 WU - 120
24% 5%
sales intensity - calls
WU
What does this mean for my LC? 1. Graz - 2.5 calls per one member for the whole April 2. Innsbruck - 7.4 calls per one member for the whole April 3. Liechtenstein - 1 call per one member for the whole April 4. Salzburg - 2.8 calls per one member for the whole April 5. TU - 23.8 calls per one member for the whole April 6. UV - 2.4 calls per one member for the whole April 7. WU - 10.17 calls per one member for the whole April Congratulations to AIESEC Vienna TU for having the biggest sales intensity regarding calls for April with 23.8 calls per one member for the whole April! Take into consideration that for our current conversion rate, we need 10 calls to book 1 meeting and 10 meetings to raise one TN. As you can see, we need to increase the number of calls in order to keep up with our plans and realize TNs!
sales intensity - calls
Graz
Innsbruck
Liechtenstein
Salzburg
TU
UV
Since 1st April the total number of meetings that our members have done is 15 Meetings per LCs: Graz - 1 7% Innsbruck - 1 7% Liechtenstein - 0 7% Salzburg - 0 TU - 0 UV - 1 WU - 12
80%
sales intensity - meetings
WU
What does this mean for my LC? 1. Graz - 0.16 meetings per one member for the whole April 2. Innsbruck - 0.18 meetings per one member for the whole April 3. Liechtenstein - 0 meetings per one member for the whole April 4. Salzburg - 0 meetings per one member for the whole April 5. TU - 0 meetings per one member for the whole April 6. UV - 0.2 meetings per one member for the whole April 7. WU - 0.93 meetings per one member for the whole April Congratulations to AIESEC Vienna WU for having the biggest sales intensity regarding meetings for April with 0.93 meetings per one member for the whole April! We need to take into consideration that our members have just started selling, so this is the data to show you that at the beginning it’s important to increase the quality of the call in order to schedule a meeting. On average, to realize 1 TN, one member should do around 16 meetings. Do backwards planning with your members to have the overview of how much they need to work in one week to achieve the goal.
sales intensity - meetings
What is the conversion rate in my LC? 1. Graz - 15 calls needed to book 1 meeting 2. Innsbruck - 40 calls needed to book 1 meeting 3. Liechtenstein - 0 calls needed to book 1 meeting 4. Salzburg - 0 calls needed to book 1 meeting 5. TU - 0 calls needed to book 1 meeting 6. UV - 12 calls needed to book 1 meeting 7. WU - 10 calls needed to book 1 meeting Congratulations to AIESEC Vienna WU for having the best sales intensity regarding conversion for April with 10 calls needed to book 1 meeting. What is a conversion and why is it important? With conversion we can see how good our members are in calls. The lower the conversion number is, the better performing members are. If you need more than 10 calls to book a meeting, you should evaluate the calls your members are doing and support them with additional education and feedback. Ideally, your conversion should be less than 10 and that is the goal you should strive for to make sure your members are not overwhelmed with calling with no results.
sales intensity - conversion
Graz
Innsbruck
Liechtenstein
Salzburg
TU
UV
Since 1st April the total number of raises that our members have done is 7 Raises per LCs: Graz - 0 14% Innsbruck - 1 29% Liechtenstein - 0 Salzburg - 4 TU - 0 UV - 0 WU - 2
57%
operations - opportunities raised
WU
April 2014
April 2015
Raises in Austria 2014 vs 2015 7
7 What does this chart mean? This chart is a comparison between same time frames in two years. In April 2014 we raised 6 Opportunities and at the same time frame in 2015 we raised 7. This means that as an entity, we grew 16% in raises!
6,5
6
6
5,5
5
Raise
operations - opportunities raised
Graz
Innsbruck
Liechtenstein
Salzburg
TU
UV
Since 1st April the total number of matches that our members have done is 5 Raises per LCs: Graz - 0 Innsbruck - 0 Liechtenstein - 0 Salzburg - 2 40% TU - 0 UV - 0 WU - 3 60%
operations - opportunities matched
WU
April 2014
April 2015
Matches in Austria 2014 vs 2015 5
5 What does this chart mean? This chart is a comparison between same time frames in two years. In April 2014 we matched 1 Opportunity and at the same time frame in 2015 we matched 5. This means that as an entity, we grew 400% in matches!
3,75
2,5
1,25
1 0
Match
operations - opportunities matched
Graz
Innsbruck
Liechtenstein
Salzburg
TU
UV
Since 1st April the total number of realisations that our members have done is 3* Raises per LCs: Graz - 0 Innsbruck - 1 Liechtenstein - 0 Salzburg - 0 TU - 0 50% 50% UV - 0 WU - 1 *MC realized 1 Opportunity
operations - opportunities realised
WU
April 2014
April 2015
Realisations in Austria 2014 vs 2015 3
3 What does this chart mean? This chart is a comparison between same time frames in two years. In April 2014 we realised 2 Opportunities and at the same time frame in 2015 we realised 3. This means that as an entity, we grew 50% in realisations!
2,25
2 1,5
0,75
0
Realize
operations - opportunities realised
Productivity will be calculated by the end of the quarter. What is productivity? It is the number that shows us how many members we need to realise 1 exchange (1 iGIP realisation). In ideal case, the productivity should be 1 (1 member realising 1 iGIP TN during the semester) and the data cannot be relevant every month since it takes much longer to realise a TN than a month of working. Example: if your LC realises 2 iGIP TNs and you have 5 members working, that means that your productivity is 0.4 and you need one member to realise 0.4 exchanges or that you need 2.5 members to realise 1 exchange. Currently we have 36 members in the area that are working. Can we realise 36 TNs until the next recruitment?
productivity
In order to realise 36 TNs by next recruitment, we need to realise 6 TNs per month to achieve productivity goals. There will be months when we realise 2, but there will be a month when we will realise 12. It only depends on your work. For 6 realisations, with our current conversion, we would need to do around 600 calls. We realised 3 this month and had almost 300 calls. The only thing we need to do is double our sales intensity. And we have just started! Currently we have 36 members in the area that are working. Can we realise 36 TNs until the next recruitment?
productivity
Thank you for reading iGIP report for April 2015. All data was taken from iGIP 2015 KPI Tracking Tool. Next to the data that was presented in this report, in the next edition (end of May 2015) you will be able to see the comparison data between April and May and calculate the growth in sales intensity from April to May. For any additional information, please contact Una! Have a great weekend!
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