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KATHERINE KARR

MCVP Incoming Global Talent

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iGT RESOURCE MENU
Customer Flow
New Sales
Account Delivery
ARE YOU A NEW iGT MEMBER?
HERE'S EVERYTHING YOU NEED TO KNOW!
STEP 1:
Welcome to AIESEC

First start by educating yourself on the AIESEC way: the why, the how, and the what of the organization.

STEP 2:
Knowing the Customer Flow

In Incoming Global Talent, you are selling a product to enablers (companies). Take a look at the stages of the customer flow that those enablers should go through.

STEP 3:
Prospecting Companies

How do you find companies to contact?

- Learn about the types of enablers;

- Use LinkedIn, job postings or Salesforce to find enablers who fit the right profile.

RESOURCE COMING LATER
STEP 4:
Contacting Companies

There are three key ways to contact a company.

a. Cold call (with companies you never had any contact with) or warm call (with companies that you met before or that were referred to you);

b. Walk into companies for spontaneous meetings;

c. Network at events or on social media.

Your objective during this first contact is to book a meeting with them to present your product. 

STEP 5:
Conducting a sales meeting

The sales meeting is where you get to present and sell your product. While companies rarely confirm the sale on the first meeting, you should still aim to close the sale. Your goal at every meeting is to raise a TN.

STEP 6:
Raising a TN

Once a company confirms that they are taking a TN, it is time to raise! The next few steps are mostly administrative at this point.

a. The company fills out a Global Talent Form.

b. Then, you will raise the TN on Salesforce, and create the opportunity on EXPA.

c. AIESEC Canada will invoice the company, who will pay the 1750$ fee before the raise is considered official.

STEP 7:
Matching a TN

Once the raise is complete, the matching process begins! In this stage, you will have to:

a. Screen candidates, in order to present a selection of the best ones to the company. For faster visa processing, you will want to focus on entity partners;

b. Interview the best candidates, with and without the company;

c. Match the TN on Salesforce, once the company has chosen the candidate they want.

STEP 8:
Realizing a TN

A TN is realized when the intern starts working. Between the match and the realization, you will:

a. Guide the intern through visa processing;

b. Deliver on Standards & Satisfaction, including airport pickup,  accommodation search, etc.

c. Deliver an Incoming Preparation Seminar.

Once the TN is realized, you will continue delivering on Standards & Satisfaction, and doing quarterly evaluations with the company and the intern.

STEP 9:
Re-raising and Upscaling

You will want to make sure that both enablers and interns are receiving a positive experience, so that the company wants to take on more interns, and becomes a long-term enabler. Re-raising means re-signing the same TN once it expires (and finding a new intern for it), while upscaling means signing more than the initial amount of TNs with the same company.

Want to Keep Learning?

There is a variety of educational touch points that you can attend to reinforce your training and learn more about the national strategies.

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a. Local Sales Program / Basic Sales Program

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b. Subregional, Regional or National Conference

- Subregional Conferences are in February

- Regional Conferences are in September or October

- National Conferences are in January and May.

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c. National Sales Program / Advanced Sales Program

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Ask your VP or LCP to learn more about the dates and registration of conferences and summits!

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