Slide 1 : Planning and tracking for high performing ER teams Rogerio Quaresma
MCVPICX 2010/2011
AIESEC in Brazil
The importance of planning and tracking : The importance of planning and tracking PLAN GOALS TRACK COACH REVIEW
Slide 3 : PLAN GOALS TRACK Action Action
Slide 4 : PLAN GOALS COACH Action Action
Slide 5 : GOALS TRACK COACH Action Action
Slide 6 : PLAN GOALS TRACK COACH REVIEW
Planning : Planning
Slide 8 : What is your expected revenue?
Ex.: U$ 20,000.00
What are your incoming exchange goals?
Ex.: TN RA, TN Re-RA, TN Account Expansions
How many partnerships are you expected to raise and of what kind?
Ex.: 2 sponsors, 2 learning partners
Slide 9 : What products will you sell to what market?
Ex.: TT TNs to IT companies, MT TNs to exporter companies, educational projects to companies with a strong CSR strategy, recruitment process sponsorship to universities and language schools.
Tips:
Pay attention to your own history and the history of your fellow entities;
Balance revenues, exchange results and risk.
Slide 10 : Total revenues;
Number of companies contacted;
Number of meetings with new companies;
Number of follow-up meetings;
Number of TNs RA;
Number of TNs Re-RA;
Number of TN Account Expansions.
Slide 11 : For exchange programs: plan preparation, sales, matching and realization of each exchange initiative paying a lot of attention to the delivery of your product.
For sponsorships: plan preparation, sales and delivery being very conservative about time and amount of sales needed.
Slide 12 : Consider the amount of people needed to sell what you are planning, determine what the best teams division is – if any – and clarify team roles, establishing individual performance parameters such as number of meetings per week and TNs raised per quarter.
Also take into consideration processes such as talent selection, induction and training.
Tracking : Tracking
Tracking on the ground level : Tracking on the ground level Overall goals achievement
Sales pipeline
Number of meetings with new companies
Number of follow-up meetings
Statuses of current accounts
Specific pendencies
Slide 15 : Thank you! Contact information:
Rogerio Quaresma
MCVPICX 2010/2011
AIESEC in Brazil
Email: rogerio.quaresma@aiesec.org.br