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Employer Engagement Workshop South London Learning Partnership

Employer Engagement Workshop South London Learning Partnership. Your facilitator. Matt Garvey Director of Sales & Marketing of WBTC Sharp end of employer engagement Developed and runs the Sales & Marketing Academy Worked for BTPN, GMLPN, ALPS, MOBNET Member of CIM & ISMM.

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Employer Engagement Workshop South London Learning Partnership

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  1. Employer Engagement WorkshopSouth London Learning Partnership

  2. Your facilitator • Matt Garvey • Director of Sales & Marketing of WBTC • Sharp end of employer engagement • Developed and runs the Sales & Marketing Academy • Worked for BTPN, GMLPN, ALPS, MOBNET • Member of CIM & ISMM ‘Almost every non-achiever, almost every employer that loses interest and almost every framework that slips through your fingers can be traced back to poor practice’

  3. The Sales & Marketing AcademyIntroduction Hear and you forget See and you remember Do and you understand

  4. The Sales & Marketing AcademyIntroduction "The only place where success comes before work is in a dictionary.“ Vidal Sassoon

  5. What defines a good lead ‘At any one time up to 33% of your leads are wasting your time’ Miller Heiman This session is about… • A ‘qualification process’ for our products • A common acceptance between brokers & providers on what constitutes • A useless lead • An average lead • A good lead • A dead cert

  6. What defines a good lead Scenario 1 – Broker passes a poor quality lead to a provider What are the consequences for The provider The broker The employer

  7. What defines a good lead Scenario 2 – Broker passes a good quality lead to a provider who doesn’t follow through What are the consequences for The provider The broker The employer

  8. What defines a good lead Scenario 3 – Broker passes a good quality lead to a provider who successfully follows through What are the consequences for The provider The broker The employer

  9. What defines a good lead Qualification A set of questions or benchmarks that differentiates the quality of leads. Forecasting The evidence based process of predicting the likelihood of whether and when a lead will become a deal

  10. What defines a good lead Separate into 2 groups Providers – in your opinion what makes a good lead. How can these qualities be made into questions? • Critical information • Important information • Desirable information Brokers – in your opinion what is achievable at an initial employer meeting? How can you set/manage providers’ expectations? • How quickly should providers respond • How should they feed back the outcomes • What do you need to be successful

  11. What defines a good lead Come together into 1 large group Build an ‘agreed’ qualification process Balance between the desirable and achievable Agreed response times Format for feedback and improvement Agreement NOT to deviate

  12. What defines a good lead The 4 Gate Forecast Accept the handout showing the 4 Gate Forecast. • This is a starting point, using the information gathered today your next steps are • To formulate a process acceptable to SLLP members & brokers • To agree a standard of service between you • Access further development – The Sales & Marketing Academy for SLLP

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