IGIP REPORT May 2015 edition
Graz
Innsbruck
Liechtenstein
Salzburg
TU
UV
Since 1st May the average number of members that we are having the entity is 34.2 Average per LCs: Graz - 6 Innsbruck - 3 17% Liechtenstein - 2 Salzburg - 4 33% TU - 3.75 9% UV - 4.5 6% WU - 11.5
13%
membership
12%
11%
WU
Growth/Drop in membership (retention rate) Graz Vienna TU
12
Innsbruck Vienna UV
12
Liechtenstein Vienna WU
Salzburg
12 9
6
6
5
5
4 3
3
2
6 4 4
3 2
0 April May
5
As we can see form prevous period our members are droping out. That is not good obviously. There can be several reasons for that: Main ideas for improvement: Go again through team minimums and see what are thing that are missing in your structures Book meeting with every person from your structures
We don’t know how to manage our structures
Members do not see their benefits from position
Team minimums are not implemente d 100%
Members are not clear about their role
Main ideas for improvement: Go again through team minimums and see what are thing that are missing in your structures
Book meeting with every person from your structures
Graz
Innsbruck
Liechtenstein
Salzburg
TU
UV
Since 1st May the total number of calls that our members have done is 319 Calls per LCs: Graz - 55 Innsbruck - 44 13% 17% Liechtenstein - 2 Salzburg - 70 TU - 30 14% 24% UV - 75 WU - 43 1%
9%
sales intensity - calls
22%
WU
Growth/Drop in Calls Graz Vienna TU
180
Innsbruck Vienna UV
Liechtenstein Vienna WU
Salzburg
162 135
90
69
62
45
30
15 0
55
44 30
12
3 April
75
70
2 May
43
In month of May as you can see in general we as entity were dropping in # of calls. Cause can be that we are having follow up calls that we are not incluing in KPI. Main solution for this is to include as KPI # of follow up calls with exact outputs. In that way we can also motivate our members to focus more on follow up.
What does this mean for my LC? 1. Graz - 9,16 calls per one member for the whole May 2. Innsbruck - 14,66 calls per one member for the whole May 3. Liechtenstein - 1 call per one member for the whole May 4. Salzburg - 17,5 calls per one member for the whole May 5. TU - 8 calls per one member for the whole May 6. UV - 16,66 calls per one member for the whole May 7. WU - 3,74 calls per one member for the whole May Congratulations to Salzburg and Vienna UV for having the biggest sales intensity regarding calls for May with 17,5 and 16,66 calls per one member for the whole May! 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 May the total number of meetings that our members have done is 15 Meetings per LCs: Graz - 3 Innsbruck - 2 18% Liechtenstein - 0 Salzburg - 1 TU - 0 12% UV - 2 53% 0% WU - 9 6%
0% 12%
sales intensity - meetings
WU
Growth/Drop in Meetings Graz Vienna TU
Innsbruck Vienna UV
14
Liechtenstein Vienna WU
Salzburg
13
10,5
9
7
3,5
0
0
3
1
0 0 0 April
1
2 0
2
1
0 May
Number of meetings is very low and we should think about why we are not growing here, did we have good traings that are customized enough for our members, do we bring them together with us on meetings, did we have enough simulations etc.
What does this mean for my LC? 1. Graz - 0.5 meetings per one member for the whole May 2. Innsbruck - 0.66 meetings per one member for the whole May 3. Liechtenstein - Non Applicable 4. Salzburg - 0.25 meetings per one member for the whole May 5. TU - Non Applicable 6. UV - 0.44 meetings per one member for the whole May 7. WU - 0.78 meetings per one member for the whole May Congratulations to AIESEC Vienna WU for having the biggest sales intensity regarding meetings for May with 0.78 meetings per one member for the whole May!
sales intensity - meetings
What is the conversion rate in my LC? 1. Graz - 18.33 calls needed to book 1 meeting 2. Innsbruck - 22 calls needed to book 1 meeting 3. Liechtenstein - Non Applicable 4. Salzburg - 55 calls needed to book 1 meeting 5. TU - Non Applicable 6. UV - 37.5 calls needed to book 1 meeting 7. WU - 4.77 calls needed to book 1 meeting Congratulations to AIESEC Vienna WU for having the best sales intensity regarding conversion for May with 4.77 calls needed to book 1 meeting. What is a conversion and why is it important?
sales intensity - conversion
This is something where we should be CONCERNED! Why? Our conversion from call to meeting is VERY low. There can be several reason that we can take into consideration and that we should TOGETHER work on: Members are not having enough product knowledge or we need more simulations and learning by doing so they can actually improve their skills. Think about this ratio. What are your main conclusions?
Graz
Innsbruck
Liechtenstein
Salzburg
TU
UV
Since 1st April the total number of raises that our members have done is 1. Raises per LCs: Graz - 0 Innsbruck - 0 0% Liechtenstein - 0 Salzburg - 0 TU - 0 UV - 1 WU - 0
100%
operations - opportunities raised
WU
May 2014
May 2015
Raises in Austria 2014 vs 2015 14
What does this chart mean? This chart is a comparison between same time frames in two years. Unfortunately, this year we failed in raising in a way that
13 10,5
7
we dropped
92,308% in iGIP
3,5
1
0
raising comparing to the previous year.
Raise
operations - opportunities raised
Graz
Innsbruck
Liechtenstein
Salzburg
TU
UV
Since 1st April the total number of matches that our members have done is 1. Raises per LCs: Graz - 0 Innsbruck - 0 0% Liechtenstein - 0 Salzburg - 0 TU - 0 UV - 0 WU - 1
100%
operations - opportunities matched
WU
May 2014
May 2015
Matches in Austria 2014 vs 2015 7,5
6
What does this chart mean? This chart is a comparison between same time frames in two years. Unfortunately, this year we failed in raising in a way that
6
4,5
we dropped
3
83,33% in iGIP
1,5
1 0
matching comparing to the previous year.
Match
operations - opportunities matched
Graz
Innsbruck
Liechtenstein
Salzburg
TU
UV
Since 1st May the total number of realisations that our members have done is 4. Raises per LCs: Graz - 0 Innsbruck - 0 0% Liechtenstein - 0 25% Salzburg - 3 TU - 0 0% UV - 0 WU - 1
75%
operations - opportunities realised
WU
May 2014
May 2015
Realisations in Austria 2014 vs 2015 5
4
3
4 3
2
1
What does this chart mean? This chart is a comparison between same time frames in two years. In May 2014 we realised 3 Opportunities and at the same time frame in 2015 we realised 4. This means that as an entity, we grew 33,33% in realisations!
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
Thank you for reading iGIP report for 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 (in two days) you will be able to see the comparison data between May and June and calculate the growth in sales intensity from May to June.
For any additional information, please contact Anita!
closing