SDP Newsletter 1

AIESEC in Austria

Sales Development Program Welcome to the first edition publication for AIESEC in Austria's Sales Development Program!

This is a weekly installment that is meant to help you plan your week in sales, including: - what activities to do - what education to deliver - what to track Make sure to check it out weekly to see what things need to happen in your sales team, and receive some guidelines and tips!

This week!

I <3 Sales!

Checklist for the Week Creating your Purpose Statement Team Goals and Member Goals Meaningful Communication LC Sales Education Sales Lesson of the Week Star Sellers of the Week

Checklist for the Week

Creating your Purpose Statement

My team has a purpose statement and goals created

1

Create your statement of purpose: What are the opportunities or needs that we exit to address? Who do we serve?

Every single member has an individual goal for the semester

2

Create your statement of strategy: What are we doing to address these needs? What is our unique contribution?

My members have received education on generating leads, and are beginning the process for it My members have received education on coldcalling

3

Create your statement of value: What principle or belief guides our work?

I am actively involving the LC in sales by planning and delivering sales education in our LCM

For example:

Apple is committed to bringing the best computing experience to students, educators, creative professionals, and consumers around the world through its innovative hardware, software, and innovative offerings.

Team Goals and Member Goals

This semester we are striving for a 1-1 efficiency in iGIP Sales! What does that mean?

Check out the following pages for some additional tips and education!

Every member doing iGIP sales realizes 1 TN. Check out the following statistics below to see what that means for member goal-setting: On average, we realize 1 TN out of every 4 raised.

It usually takes 10 sales meetings to raise 1 contract.

It usually takes 10 calls to raise 1 sales meeting.

Meaningful Communication " Change your words, change your worth."

Do your members know how to communicate the exact value proposition of AIESEC? Sometimes the quality of our partnerships depend on setting the right understanding and right expectation of what AIESEC does. Check out the following communication essentials below:

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What we develop

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global, for purpose, youth led

our mission: help young people explore and develop leadership qualities, because we believe it is the most fundamental solution for a better future

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responsible and purposeful: take ownership and action to contribute

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What is AIESEC?

self awareness: strengths and weaknesses, values and purpose in life effective communication: engage others with one s purpose and values, communicate effectively, and build networks

give young people real world exposure to either a community or a corporate business environment -

Why do we partner with companies?

AIESEC and our partners co create and co deliver the development experience

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team experiences What we offer

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AIESEC is a channel for them to enable youth leadership and skills development

volunteer abroad experiences -

Why do companies partner with us?

work abroad experiences

AIESEC offers companies a pool of young people to help with current talent needs, be a potential employment pipeline, and interact with Gen Y

LC Sales Education

Sales Lesson of the Week

Why?

This week s sales lesson comes from dalepartridge.com, and explains three easy sales tricks for non sales people.

If iGIP is your LC focus, this really helps make it the focus!

Sales is about networking. Every LC member has a network they can tap into!

As many of your members are new and have just entered AIESEC, they may not yet see themselves as salespeople, but it s important to remind them that sales is all about relationships and likeability! Check out the tips below:

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Sales is also about talent capacity! You can never have too many sellers.

How? Work with your VPTM to organize a sales focused LCM, and use the following agenda below!

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1

Be unbelievably empathetic

customer love people who truly care about them empathy is a form of love make sure you are highly attentive to the needs of your customer

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2

Remember that your customers are humans, not a prize

do not place profit over people treat people how you want to be treated work hard for your customer to win, too

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Product knowledge unique value proposition Example of a cold call, example of a meeting Simulations and Feedback Lead Challenge which member can collect the most leads? +

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3

Generosity is like a boomerang

when you re trying to sell, force yourself to not only find your value, but theirs too don t give into a deal where only you come out on top -

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The best salespeople are honest, authentic, and transparent. They are truly likable individuals.

Source: http://dalepartridge.com/3-easy-sales-tricks-non-sales-people/

Star Sellers!

This week we would like to recognize AIESEC in Innsbruck iGIP team for their amazing work in making 85 calls and to Tobi (VP iGIP) attending 7 meetings already from the first week of November!

Amazing job, Innsbruck!