Hello beautiful people! Welcome to October! Finally, we are reaching to this most special (important) month — heading to the realization of FISH PEAK!
Gladly we see most of LCs are in the recovering track, and the progress we made in last 3 weeks of October is definitely a great start (of course it isn’t the outcome that we expected so we need to be better :p). And I believe that you have also adapted to this role, ready to perform with your function!
Here is a great article from McKinsey 《 How great supply-chain company work 》.
This article talks about what are the factors correlate better to bottom-line performance of a supply-chain company, 6 practical examples like Integrate E2E Planning process ,Harmonized decision process with strict standards, Consistent performance metrics, etc and how agile mindset is important in this period of time.
Hope this give you some inspirations on how you should work with your IR partners now!
1. Regional Performance and Where we are on our region?
Key insights:
- The total opportunity from iGT AP until now is 89. Up to now, we haven’t had any openings yet, which means we are a lot behind progress with our region and global.
- The key players for iGT in AP now is: India, Indonesia, Sri Lanka, Pakistan, Malaysia, Hong Kong.
- We are in an alarming situation in opens, considering our very few opens for fish peak when it is nearly 1 month more until the end of sales peak.
2. Commission Sales Performance
Key update:
- 3/4 LCs has the progress in sales and are in contracting phase now with both remote internship & physical internship. For LC Hanoi, boost the sales funnel wider (More approaching partners) to keep up with the progress.
- Congratulations FTU HN @Khanh Linh for closing deals with 2 companies and leading the progress now. FTU HN achieves this performance by targetting the right market performance by dividing the market into different segments and close tracking towards each market. Please approach @Linh for more GCPs from her nha!
- Also, good job to FTU HCMC and HCMC for closing deal with 1 company already. If the progress is on track, we would have 4 openings available in this October.
- Despite that we have the progress in sales and our effort, but considering the timeline with the sales peak is going to end very very soon in upcoming 2 weeks, we are currently behind progress. In order to make anything happen in fish peak, we have 3 weeks more to go, let’s do it more aggressively.
Suggestions:
We have 3 more weeks to go to do anything in this winter peak. So let’s put all the effort in widening the approaching pool and scheduling meetings — which means, increase the comapny approach number everyday towards different segments. Why it works?
- More approach — more chance for meeting
- Anyways, we have 3 more weeks to go with sales, so why not try to raise the bar in terms of capacity of salesforce by letting us managing more but still figure out the way to make it effectively right? Last week, if they approach 15 companies, this week let’s raise it to 25, how to make it still quality depends on us as a leader.
So, how as leaders we can manage this change and still keep the quality?
#1. Communicate why raising the bar will benefit both function and that sales member in this moment of time.
#2. Decrease the gap between times for tracking: Changing the quota means more implementation mistakes might happen. So make the gap between time to track closer. Last time you check up weekly, now let’s review it yourselves more often.
#3. Utilize sales time: Remember in a week we only have only 5 workdays from 9AM-4:30PM to actually make connections (Partners work at that time). So remind our members to utilize remaining time to get everything ready for new sales, especially when the quota is higher, requiring more preparation.
#4. Create a busy environment: Raising the bar, communicate the urgency & shorten the gap in tracking time.
3. Performance tracking process:
Current bottleneck:
- Can not customize support and pushed the process from the national team due to lack of input from locals
- Most LCVPs prefers the details of information and small tasks can go directly to TLs to reduce the communication lines
Solutions: From now on, Tuong Vi- EST Strategic Sales will be in charge of collecting input from locals, reporting and giving consultancy weekly. How? She will have weekly routine to ask TL Sales to fill in performance tracking sheet. Based on the data, EST Sales will give consultancy, report to MC Manager. After that, the most critical matters will be discussed in commission call.
- Time to implement: From next week, 26/10
- Communication channel: MC-LC group
- Tracking routine: Update weekly goal on Monday, Update GvA on Sunday
- Reporting: Monday
EST Sales will send the email for VP commissions and Team Leaders by Saturday to call for the next steps. Please help me to headup with them in advance nha.
4. Sales GvA RnR Campaign
“iGTa — 10 openings hot to go”
I/ Why this national sales RnR campaign at this time?
- Boost motivation for sales members through heathy competitiveness
- Ensure the final goal for sales as a commission is fulfilled through personal goal fulfillment.
II/ Which metrics to track?
- %GvA weekly in meeting
- %GvA weekly in deal closing
️🏆 Strive For Excellence Seller of the week - #Meeting weekly
- #Deal closing weekly
️🏆Best Seller of the week
️🏆Best Sales Team
III/ Main communication channels: Email to all commission
IV/ How to record the data
- Each sales member put the goal in 3weeks, review the result after 3week
- Send a form to sign up for the program and fill out the goal
- Fill out the results form each 1 week to motivate and in the 3rd week, gather the result
V/ Timeline
- Time to launch: Saturday 24th October
- Time of campaign: 2 weeks, from Monday 26/10–15/11
VI/ Support from LCVPs
- Ensure 100% to join the RnR Campaign (it can be a motivation for sales member to fulfill their personal GvA in this important last month)
- Inform the campaign weekly update for members
5. MKT Lead Tracker
For the Marketing Lead Nurturing and Lead Converting tracker due to some features that still need to work on, I will launch with you by tomorrow night nha. But for the draft, I already share via mail, if you have any concerns, feel free to comment directly nha!
Thank you for reading!! I believe you guys in making it happen!
