Global Sales School Kick Off,Global Sales School,TO,HR Learning Team Contact,Class PA: Crystal Ma, Crystal Ma/China/Contr/IBM, 021-60923653 Class Manager: Zhang Yan Ming, Yan Ming ZHANG/China/IBM, 13801162234,4,Global Sales School overview Seller introductions and team announcement GSS Website Save the Deal Challenge kick off Next Step,Agenda,Global Sales School Goal:,Become a productive IBM seller as quickly as possible by learning What Matters Most.,Prospecting and researching clients and client industries Confirming the clients compelling reason to act Designing solutions and preparing proposals Presenting solutions or product demonstrations Confirming client benefits and value proposition Negotiating and closing deals,Focus on the Client,Identifying IBM resources Determining pricing, terms and conditions Creating, updating, and closing opportunity records Preparing for cadence calls Managing internal communications,Navigate IBM,New Learning Models,A consistent structure for learning on the job Done by an individual, supported by Manager and Expert Mentor,Act,Reflect,Review,Prepare,Work Based: PARR,Performance Based: Challenge,Performed in a realistic sales environment using real sales resources Culminates with real sales deliverables sales tools and calls Completed in teams and individually supported by team,8,- GSS Stream Schedule,Sales Calls & Team e-deliverables,GCG GSS Graduation Criteria,Performance Completion of all Core PARRs before deadline （before the 3rd Learning Lab) Completion of all 9 sales calls and 11 team e-deliverables GA/CM assessment Participation Attendance at all Facilitated meetings and class Active participation during Challenges in team Facilitator may adjust an individuals score on team deliverables for low participation,No drop out permitted! No exception approved!,Ranking,Ranking will be based on Overall Performance,Reports,School Highlight Report End of Class Report - Score - Ranking - GA/CM Comments,Awards and Reports,Best Team Award Honor Student Award Ranking 1 Performer Awards Top Performer in each Evaluated Events,Global Sales School overview Seller introductions and team announcement GSS Website Save the Deal Challenge kick off Next Step,Agenda,Say Hello & Self Introduction,Name, Location, Title,16,Global Sales School overview Seller introductions and team announcement GSS Website Save the Deal Challenge kick off Next Step,Agenda,w3 Site Tour,Access Website and start your GSS journey,How to access Challenge Chinese Version,1. Click challenge,2. Select Chinese, Click “GO”,3. Click challenge Name “Save the deal”,challenge,You can change language here,PARR,1. Click PARRs,Challenge Flow,Global Sales School overview Seller introductions and team announcement GSS Website Save the Deal Challenge kick off Next Step,Agenda,Save the Deal Kick Off,Save the Deal: Description,You have just started work as a seller in IBM Australia. You have been assigned a territory with three existing telecommunications opportunities. Just as you are familiarizing yourself with your new portfolio, a change in client personnel puts the most important opportunity at risk. Your challenge is to act quickly and save the deal.,Sales Calls & Team e-deliverables,11:00-12:00 BCG Session,GCG GSS STD Learning Lab,Global Sales School overview Seller introductions and team announcement GSS Website Save the Deal Challenge kick off Next Step,Agenda,Task 1: Create your Personalized Learning Plan within one Week,See the mail “Confirmation Letter for Global Sales School” from “Crystal Ma/China/Contr/IBM”,Task 2: Access your TeamRoom,See the mail “Confirmation Letter for Global Sales School” from “Xiao SX Shen /China/Contr/IBM” Click on this button to install TeamRoom on your Workspace. Send an e-mail after this meeting if you no longer have a copy of the letter. When added, you should have an icon resembling this on your Workspace indicating your Stream number.,TeamRoom Structure Each Team has a private workspace for members to collaborate in. Teams are not able to see the content of other teams. Organized by Challenge. Each Challenge has four Categories: 1. Getting Started used for background material about the Challenge. 2. Challenge Steps used for documents & dialog related to the completion of the Challenge Steps. This includes: meeting minutes, action items, draft plans, and work items for the Challenge. 3. Deliverables - used for final deliverables for Facilitator review at Challenge conclusion. Team Operations - administrative tasks and communications.,Special Note: Set this view as your default view by clicking on the Set Default View button on the upper right corner of the Workspace.,TR Structure,How to create a new document in TeamRoom Click on New Document. Select Doc Type: Action Item, Call Report, Discussion, Meeting, Reference. Select Category & Project: select your Team & Challenge. Fill out Summary and Body rich text field. Click Save &