IBM 新員工培訓(xùn)提綱

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