Permacon | Setting Expectations with Team 1

2 Playbook Game PlanExpectationsMetrics Team Interactions Rewards & Consequences

Expectations of sales representatives 3 1)Sales versus target 2)Customer account plans and business reviews (#) 3)5x target in pipeline 4)Sales calls per week (#) 5)Training and education (3, type) 6)Accountability and Ongoing talent evaluation Consider a formal correspondence prepared annually that outlines your expectations and review regularly during the business year.

Sales versus Target 4 Sales are up or down…WHY? o Account plan execution? o Sales calls – meeting expectations? o Training & Education – meeting expectations? o Churn analysis – existing versus new sales o Top 10 performance o Pipeline close rate o Refer to game plan What are the next steps?

Customer business reviews 5 Work with customer to establish annual account plan o Strategy – marketing, effective use of co-op, etc o Goals – sales, product specific, etc o Events – schedule as many as possible in advance Review progress quarterly o Accountability to each other o Determine effectiveness o Adapt as needed o Set new goals as appropriate o Help rep understand ROI of rep’s time spent with customer o Customer 360 report

5x Target in pipeline 6 Example: Target$2M Pipeline$10M Assumes 20% close rate Benefits: Great dialogue with customer at any time Understand close rate by customer Track win / loss rate against competitors

Sales calls per week 7 Total calls – 20 Customers / Dealers / Influencers / BAC – 17 Prospects - 3 (1) Monthly contractor roundtable (Prospects) (3) New enrollment contractors monthly (CEP) (1) BPP per rep per month (1) Quarterly BPP roundtable per rep (2) Customer ride-alongs per month (10) Average days to close cases Maintain dealer P.O.P. marketing and displays

Training and education 8 (2) D.I.Y events per month (1) A.I.A. box lunch per month (4) Box lunch presentations per month (commercial reps) (1) Road show per quarter (1) Customer P.K. per dealer or as needed per year (1) Belgard line review (3-4) Dealer boot camps (mgr) per year (1) I.C.P.I / N.C.M.A. / C.A.P. per year

Metrics 9 1)Sales versus target – DB1, Account plans, Account specific 2)Top 10 quarterly business review – DB2, Calendar, Account plans 3)5x target in pipeline – DB3, Account specific 4)Sales calls per week – DB3, Calendar 5)Training and education – Account plans, Calendar, Account specific

Next Steps WHAT? BY WHOM? BY WHEN? 10