




版权说明:本文档由用户提供并上传,收益归属内容提供方,若内容存在侵权,请进行举报或认领
文档简介
GlobalSalesSchoolKickOffGlobalSalesSchoolTOHRLearningTeamContactClassPA:CrystalMa,CrystalMa/China/Contr/IBMlassManager:ZhangYanMing,YanMingZHANG/China/IBM,138011622344
GlobalSalesSchooloverviewSellerintroductionsandteamannouncementGSSWebsiteSavetheDealChallengekickoffNextStepAgendaGlobalSalesSchoolGoal:BecomeaproductiveIBMsellerasquicklyaspossiblebylearningWhatMattersMost.ProspectingandresearchingclientsandclientindustriesConfirmingtheclient'scompellingreasontoactDesigningsolutionsandpreparingproposalsPresentingsolutionsorproductdemonstrationsConfirmingclientbenefitsandvaluepropositionNegotiatingandclosingdealsFocusontheClientIdentifyingLeadsExploringandidentifyingopportunitiesCreatingsalesstrategiesandplansCreatingcallstrategiesandplansMakingsalescallsDevelopingtheclient'sperceptionofIBM'suniquevalueGainingsupportofthekeydecisionleaderArticulatingIBMcapabilitiesDrivetheSaleIdentifyingIBMresourcesDeterminingpricing,termsandconditionsCreating,updating,andclosingopportunityrecordsPreparingforcadencecallsManaginginternalcommunicationsNavigateIBMNewLearningModelsAconsistentstructureforlearningonthejobDonebyanindividual,supportedbyManagerandExpertMentorActReflectReviewPrepareWorkBased:PARRPerformanceBased:ChallengePerformedinarealisticsalesenvironmentusingrealsalesresourcesCulminateswithrealsalesdeliverables–salestoolsandcallsCompletedinteamsandindividuallysupportedbyteam8-GSSStreamScheduleSalesCalls&Teame-deliverablesSavetheDealDevelopWinningProposalFeedthePipelineDevelopaWinningSolutionClosetheDealTotalSalesCalls402039Teame-deliverables0443011GCG
GSSGraduationCriteriaPerformanceCompletionofallCorePARRsbeforedeadline(beforethe3rdLearningLab)Completionofall9salescallsand11teame-deliverablesGA/CMassessmentParticipationAttendanceatallFacilitatedmeetingsandclassActiveparticipationduringChallengesinteamFacilitatormayadjustanindividual’sscoreonteamdeliverablesforlowparticipation
Nodropoutpermitted!Noexceptionapproved!
Ranking
RankingPercentageRanking120%Ranking270%Ranking310%
RankingwillbebasedonOverallPerformance
Reports
SchoolHighlightReportEndofClassReport-Score-Ranking-GA/CMCommentsAwardsandReportsBestTeamAwardHonorStudentAwardRanking1PerformerAwardsTopPerformerineachEvaluatedEvents
GlobalSalesSchooloverviewSellerintroductionsandteamannouncementGSSWebsiteSavetheDealChallengekickoffNextStepAgendaSayHello&SelfIntroductionName,Location,Title16
GlobalSalesSchooloverviewSellerintroductionsandteamannouncementGSSWebsiteSavetheDealChallengekickoffNextStepAgendaw3SiteTour/hr/global/quickviews/gss.nsf/Pages/HomePage
AccessWebsiteandstartyourGSSjourneyHowtoaccess
ChallengeChineseVersion1.Clickchallenge2.SelectChinese,Click“GO”3.ClickchallengeName“Savethedeal”challengeYoucanchangelanguageherePARR1.ClickPARRsChallengeFlow
GlobalSalesSchooloverviewSellerintroductionsandteamannouncementGSSWebsiteSavetheDealChallengekickoffNextStepAgendaSavetheDealKickOffSavetheDeal:DescriptionYouhavejuststartedworkasasellerinIBMAustralia.Youhavebeenassignedaterritorywiththreeexistingtelecommunicationsopportunities.Justasyouarefamiliarizingyourselfwithyournewportfolio,achangeinclientpersonnelputsthemostimportantopportunityatrisk.Yourchallengeistoactquicklyandsavethedeal.SalesCalls&Teame-deliverablesSavetheDealDevelopWinningProposalFeedthePipelineDevelopaWinningSolutionClosetheDealTotalSalesCalls402039Teame-deliverables0443011Day1Day2Day3Day49:00-11:00GSSOverviewGA&StudentIntroduction11:00-12:00ClientValueMethodClassPhoto9:00-10:00CadenceCall10:00-10:40CallDebrief9:00-12:00IBMCallModel9:00-12:00ClientMeetingRound212:00-13:00CallDebriefSTDWrapUp13:30-15:30ClientValueMethod15:40-17:30IBMCallModel17:30-18:00CallBriefDay1closing14:00-17:00ClientMeetingRound117:00-17:40CallDebrief17:40-18:00CallBriefDay2closing14:00-17:00Non-challengeCall17:00-17:40CallDebrief17:40-18:00CallBriefDay3closing14:30-15:30DealHubSession15:30-16:20DevelopaWinningProposalKickOff16:20-16:50DWPFirstTeamMeeting16:50-17:30ClassClosing11:00-12:00BCGSessionGCGGSSSTDLearningLab
GlobalSalesSchooloverviewSellerintroductionsandteamannouncementGSSWebsiteSavetheDealChallengekickoffNextStepAgendaTask1:CreateyourPersonalizedLearningPlanwithinoneWeekSeethemail“ConfirmationLetterforGlobalSalesSchool”from“CrystalMa/China/Contr/IBM”Task2:AccessyourTeamRoomSeethemail“ConfirmationLetterforGlobalSalesSchool”from“XiaoSXShen/China/Contr/IBM”ClickonthisbuttontoinstallTeamRoomonyourWorkspace.Sendane-mailafterthismeetingifyounolongerhaveacopyoftheletter.Whenadded,youshouldhaveaniconresemblingthisonyourWorkspaceindicatingyourStreamnumber.
TeamRoomStructureEachTeamhasaprivateworkspaceformemberstocollaboratein.Teamsarenotabletoseethecontentofotherteams.OrganizedbyChallenge.EachChallengehasfourCategories:
1.
GettingStarted–usedforbackgroundmaterialabouttheChallenge.
2.ChallengeSteps
–usedfordocuments&dialogrelatedtothecompletionoftheChallengeSteps.Thisincludes:meetingminutes,actionitems,draftplans,andworkitemsfortheChallenge.
3.Deliverables
-usedforfinaldeliverablesforFacilitatorreviewatChallengeconclusion.
TeamOperations
-administrativetasksandcommunications.SpecialNote:SetthisviewasyourdefaultviewbyclickingontheSetDefaultViewbuttonontheupperrightcorneroftheWorkspace.TRStructure
HowtocreateanewdocumentinTeamRoom
ClickonNewDocument.SelectDocType:[ActionItem,CallReport,Discussion,Meeting,Reference].SelectCategory&Project:[selectyourTeam&Challenge].FilloutSummaryandBodyrichtextfield.ClickSave&Close.SpecialNote:BesuretoselectyourTeamintheProjectfieldtokeepthedocumentprivatetoyourteam!IfyoudonotfillouttheProjectfield,theentireStreamwillbeabletoseeyourdocument.ThereisnoneedtoalsochangethePrivacyfieldsetting.TRCreateanewDocument
HowtocreateaCommentinTeamRoom(Threadeddiscussion)SelecttheitemyouwishtorespondtoandClickonCommentbutton.
FilloutSummaryandBodyrichtextfield.ClickSave&Close.TRCreateaCommentw3SiteTourTask3:RemindandpushyourmanagerassignmentorinsystemforyourPARRstudywithinoneweek.ChineseTipshasbeenputintoTeamRoom.
-FinishallPARRStudybythebeginningofLab2
Task4:PreparetheLearningLab1LearningPoints
-ClientValueMethod(CVM)
-CallModelMeetingsScheduleReviewSituationandStep1ofSavetheDeal(moreifyouwant).Jan6,13:30-14:30Task5:AttendSTDFirstTeamMeetingtomorrowBLUEGREENMAGENTAREDYELLOWJan6,14:30-15:30Jan6,
15:30-16:30Jan6,
16:30-17:30Jan6,
17:30-18:30Task6:Preparetoattendf2fSTDLearningLabApplyOTRfortravelarrangementHotel:Date:DateJan18-21
Time9:00AM-6:00PM+VenueTBCAddressTBCCheckInDateJan17,MondayCheckOutDateBJattendees:Jan21(Friday)before14:00PMNon-BJattendees:Jan22(Saturday)before12:00noonDressCodeBusiness
温馨提示
- 1. 本站所有资源如无特殊说明,都需要本地电脑安装OFFICE2007和PDF阅读器。图纸软件为CAD,CAXA,PROE,UG,SolidWorks等.压缩文件请下载最新的WinRAR软件解压。
- 2. 本站的文档不包含任何第三方提供的附件图纸等,如果需要附件,请联系上传者。文件的所有权益归上传用户所有。
- 3. 本站RAR压缩包中若带图纸,网页内容里面会有图纸预览,若没有图纸预览就没有图纸。
- 4. 未经权益所有人同意不得将文件中的内容挪作商业或盈利用途。
- 5. 人人文库网仅提供信息存储空间,仅对用户上传内容的表现方式做保护处理,对用户上传分享的文档内容本身不做任何修改或编辑,并不能对任何下载内容负责。
- 6. 下载文件中如有侵权或不适当内容,请与我们联系,我们立即纠正。
- 7. 本站不保证下载资源的准确性、安全性和完整性, 同时也不承担用户因使用这些下载资源对自己和他人造成任何形式的伤害或损失。
最新文档
- 宫腔镜监测管理制度
- 家族群祖坟管理制度
- 应急及安全管理制度
- 录用与离职管理制度
- 影楼里员工管理制度
- 微课志愿者管理制度
- 心理科浴室管理制度
- 快递员仓库管理制度
- 怀柔区禁钓管理制度
- 总工办日常管理制度
- 国际压力性损伤溃疡预防和治疗临床指南(2025年版)解读
- (高清版)DG∕TJ 08-67-2015 园林绿化草坪建植和养护技术规程
- 《足外伤的护理》课件
- 动物学海滨实习知到智慧树期末考试答案题库2025年鲁东大学
- 泵站沉井施工方案
- 职业技术学院2024级药膳与食疗专业人才培养方案
- 2025-2030中国微球行业市场现状供需分析及投资评估规划分析研究报告
- 2025至2030年中国矿山设备配件行业发展研究报告
- 2025年湖南省中考数学模拟试卷(一)(原卷版+解析版)
- 浙江省宁波市鄞州区2024年数学小升初试卷(含答案)
- 广西地区历年中考作文题与审题指导(2002-2024)
评论
0/150
提交评论