Slide 1 : Be BettER, Be ER
National Support Team 0910 Tracking Sales Management & Pipeline Evolution
Slide 2 : Sales Management & Pipeline Evolution It’s the process to keep tracking and feeding your pipeline with new prospects to ensure that you’re going to have enough prospects to achieve the goal of contracts signed in the end of your term.
Slide 3 : 1. Evaluation Now that you have your prospect list already done, the frist thing you need to do is to evaluate in which level of negotiation companies are. Level 1 – Prospect: you know the contact, may sent e-mails or tried to contact the company, but you still couldn´t communicate with it – or they didn´t answered you.
Level 2 – Initial Negotiation: you called / sent e-mails, the organization answered, but no meetings were held yet.
Level 3 – Intermediate Negotiation: you had the meeting with the organization and they got interested and asked for follow-up – like send new proposals.
Level 4 – Advanced Negotiation: during the follow-up process, the company explicitly showed interest to accept the proposal and started the relationship with AIESEC – being part of learning events, local meetings, etc.
Level 5 – Partnership / Relationship: the organization accepted the proposal and signed the contract with AIESEC for a partnership.
Slide 4 : 2. Setting specific goals Try to see the historical perspective of from how many prospects you got a contract signed. If you don’t have a number, utilize at least 10. Now it starts the math of the thing…
Slide 5 : The main question that your pipeline must help you to answer is: “Do I have enough prospects to achieve my goal?” 3. Managing your pipeline Tip1: If you feel that you definitely don’t have enough companies on your pipeline to achieve your final goal, take one or two weeks totally focused on prospection. Tip2: Use it every day. One example on how you can always seek for new prospects is to use your own prospect list: If you look at your prospect list on daily basis, your task will be always to transform the orange lines (no contact) to blue lines (at least some contact). That’s will incorporate prospecting as your must do activities.
Slide 6 : How we can make a good Follow UP?? There is diferet ways, choose the best for you!!...
Tracking in excel Sheet
Tacking by the NST´s templete
Working by your GSS
Slide 7 : Tracking in excel Sheet
Slide 8 : Tacking by the NST´s templete
Slide 9 : Working by your GSS
Slide 10 : AIESEC in Mexico Antonio Coss Omar Josue
Vice President External Relations &
National Support Team Account Manager Coordinator
E-mail: er.ipn@aiesec.org.mx
Omar.antonioc.aiesecipn@gmail.com
maniacoss1@hotmail.com
Móvil: 5532479403
IT´S UP TO YOU!