Post on 30-Oct-2014
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VPER Functional Time
Positivity proactivity collaborative
courage constructive OPENNESS
responsibility “Lead others by leading yourself”
Goals for the next 2,5 h
We grow together as one Generation of VPERs
We develop and understand solutions for key challenges of our area
We commit to collaborate in the future
Agenda for today Time
Saturday, 29.03.
8:00 8:30 Breakfast
8:30 9:00
9:00 9:30 Morning plenary
9:30 10:00
10:00 10:30
Functional time
10:30 11:00
11:00 11:30
11:30 12:00
12:00 12:30
12:30 13:00 Lunch
13:00 13:30
13:30 14:00
14:00 14:30 Functional time
14:30 15:00
15:00 15:30
15:30 16:00 Break
16:00 16:30
LC GCP sharing
16:30 17:00
17:00 17:30
17:30 18:00
18:00 18:30 Cluster time
18:30 19:00
19:00 19:30
19:30 20:00 Dinner
20:00 20:30
20:30 21:00
21:00 21:30 A new dimension
Agenda for today Time
Saturday, 29.03.
8:00 8:30 Breakfast
8:30 9:00
9:00 9:30 Morning plenary
9:30 10:00
10:00 10:30
ER Functional time
10:30 11:00
11:00 11:30
11:30 12:00
12:00 12:30
12:30 13:00 Lunch
13:00 13:30
13:30 14:00
14:00 14:30 Cluster Time
14:30 15:00
15:00 15:30
15:30 16:00 Break
16:00 16:30
LC GCP sharing
16:30 17:00
17:00 17:30
17:30 18:00
18:00 18:30 ER & ICX Time
18:30 19:00
19:00 19:30
19:30 20:00 Dinner
20:00 20:30
20:30 21:00
21:00 21:30 A new dimension
Get to know - Ena -
Get 2 know our Generation
1. Form an inner and an outer circle
2. Answer the questions to each other (2 min)
3. Always switch by 2 people
How are you feeling at this moment?
How do you feel at this moment of your
VP term?
What has been your greatest success so
far?
Where did you not succeed so far?
What’s your most awkward story from
the last half year?
What is the ONE thing you still want to
do in your term?
The WHY of ER - Simon -
Simon’s Story
Why is what we do relevant in Germany?
Why is ER important for AIESEC Germany?
Why does ER exist in your LC?
Why are you in ER?
Talent Capacity for ER - Larissa -
Who are the right people for ER and how do we find
them?
What do they need to know? What do they need to learn?
“Four percent of the sales people in the U.S. sell 94 percent of the
goods and services”
– according to studies from Harvard University and Gallup
Organization
Who are the right people for ER and how do we find
them?
MEMBERS Have the right number and
right kind of people
q Better to start with fewer members, higher efficiency q Can always add members as sales intensity and results progress
Right number of People MEMBERS
Right kind of people
Who is the right member for sales?""
MEMBERS
Skill Attitude Background Interest Time
Academic Background
Year of university Other work xp
Communication Analytical Thinking
Business Savvy
Hard working Go-Getter
Results Oriented Solution Oriented
What does the individual want to
learn?
Individual needs to have the time availability during
the week for general AIESEC
activity and sales activity
What do they need to know? What do they need to learn?
Train people fast EDUCATION
EDUCATION
70% PRODUCT &
PROCESS KNOWLEDGE
30% SALES
KNOWLEDGE
Golden Rule
Learning & Development Cycle
Sales Member LCVP iGIP Week 1 Product Knowledge Product Knowledge
§ Value Proposition of iGIP § Specific sub product knowledge § Supply and Demand understanding § Delivery process (visa overview) § Account management
§ Value Proposition of iGIP § Specific sub product knowledge § Supply and Demand detailed
understanding & entity partners § Market research § Delivery process (visa overview) § Account Management
Week 2 Sales Training Sales Leadership & Management
• Sales flow understanding • Market research (linked to focus sub
product) • Cold calling, effective meetings,
closing a meeting, negotiations, closing the deal, building and maintaining relationships
§ Basic team management skills and leadership development
§ Sales performance tracking and pipeline management
§ Building sales team culture § Connecting subteam to LC strategy § Team minimums
“Learning by Doing”
Ensure training channels are also actual sales meetings Members can learn “on the job” by watching experienced
members or you during a meeting Have sales meetings ready for them to attend when they join Give them training fast so they can raise first sales meetings in
first two weeks Should attend one meeting of their own with positive and
constructive feedback after one month
EDUCATION
Recap § Right number of people
§ Right kind of people
§ Train people fast
§ Learning by doing ""
ER + TM
= happy team
Partner Management – Merten & Philipp -
Why do we need Partner Management
• Acquiring new partners is very difficult. It would seem that keeping old ones is rather easy. However, the reality looks a little different.
• Had we kept all of our partners in recent years we would realize 3 times our current TNs which would lead to roughly 1000 iGIP TNs this year.
• This is why we want to support you in implementing new Partner Management tools and to hand over a functional partner management concept to your successor.
What’s our current state of partner management?
• Several LCs have implemented feedback cycles with their partners.
• Some LCs use Partner Events or Partner Newsletters to connect to their TN takers.
• We are still missing more sophisticated and easy tools to improve our partner management.
Get creative! • We are the think tank of ER in Germany. This group unifies all
knowledge on this program present in Germany. Therefore, we will try to push innovations forward today.
• We are looking for tools to improve partner management which are not used today.
• Please get together in groups of 4-6 and think about ways to improve customer binding and cross selling in AIESEC
How to achieve our goals
- Pelle -
Goal We recognize that we can be courageous about our goal, because the knowledge to achieve it, is already in this room.
Write down your plans and projects for the upcoming months &
your biggest bottlenecks that you want to work
on
Write down your name and LC on
sheets where you can offer help
Connect with your generation!
One last ingredient.
The right leadership!
Who saw my book recommendation?
I will show you 4 of the 21 laws that are most important in my opinion for your position as VPER
The law of the picture
People do what people see Means: In order for your team to live up to your expectation, you must set the
right example
But still: Accept that you cannot do everything
Every behavior you want to see in your team, live it! (NST story)
The law of buy-in
People buy into the leader, then the vision
Means: You can have the greatest strategy & vision in the world, but people will only follow you if they buy into you.
The law of buy-in
2 aspects: Vision and people.
1. Make sure to have a clear vision for your area! (Means clear KPIs or better a picture in your head)
2. But most of all BOND with your people, if they trust you, they will follow you anywhere! (But make sure it is the right direction)
The law of priorities
Who knows the pareto-principle?
Spend 80% of your time on 20% of your best people, most profitable partners and most impactful activities (Think about how much time you spend
answering e-mails.)
The law of legacy
Your true impact is only measured by how well you make sure that what you do stays for the future.
Chances are in 2 or latest 3 years most people in the organization will not
remember you. But the partnerships & a great takeover is what you leave.
Recap
Get to know - Ena -
The WHY of ER - Simon -
Talent Capacity for ER - Larissa -
Partner Management
- Merten & Philipp -
How to achieve our goals
- Pelle -
One last ingredient.
Business Lunch
Get together with your cluster consultant for lunch!
One Task: Please gather feedback via START // STOP // CONTINUE on a piece of paper
Cluster Time
After Lunch come back to start the Cluster Time with the VPs in your Cluster
Picture Time!
Cluster Time - In your cluster –
(duh)
Cluster A & B
ER mit Larissa & Simon
ICX mit Katha & Toni
Cluster C, D1 & D2
ER & ICX mit Merten, Philipp & David