CS3020 Beacon Module 5 Account Review People and Technology Creating a Safer, Cleaner Environment Updated 5/2013

Overview Each account owner should review their accounts in BEACON on a monthly basis at a minimum to ensure all accounts are being targeted and the system is being used correctly. Sales Management should review each account owner’s accounts on a quarterly basis at a minimum. In this module we will be reviewing how to and when to do account reviews. We will discuss Am reviews * DSM Reviews And CAccount Owner reviews CAccount Owners should review their linked accounts on a quarterly basis at a minimum as well

Account Reviews Step 1 Pull up the Account Owners accounts. Using the CH Search in BEACON, use the drop down for Account Owner and select the Account Owner’s accounts to review. Customer type should be “cust/gen”. To begin an account review use the CH Search in Beacon. Drop down the Account Owner and select the Account Owner account to be reviewed. * The customer type should be Cust/Gen so you are not reviewing all the individual generation locations. Note that for a Corp Acct Mgr, they would not select account owner, but the corporate acct they would like to review Choose “cust/gen” as the customer type

Account Reviews Run the search by Account Owner. All of the active cust/gens currently owned by the Account Owner will be displayed. Click on the first row to display the account in the PowerPage view. Run the search. All active cust/gens currently owned (or linked corporate accounts for CAccount Owners) will be displayed. * Note that the total number of records will appear at the bottom of your screen Note the total number of records displayed

Account Reviews The first account will be displayed in the PowerPage view as seen below. Once the account review is completed, you can move to the next account by clicking on the right arrow. The first account will be displayed in the PowerPage view as seen below. Once the account review is completed, you can move to the next account by clicking on the right arrow

Account Reviews Step 2 All of the information on the PowerPage and the lower tabs should be reviewed for accuracy including but not limited to: Company Name - Pipelines Corp Acct Link - Call Notes Addresses - Budget Contact Info - Colinks Class/SIC - Etc. All of the information on the PowerPage and the lower tabs should be reviewed for accuracy

PowerPage data review/update Account Reviews PowerPage data review/update All of the information on the PowerPage and the lower tabs should be reviewed for accuracy Lower Tabs data review

Account Reviews In this example, the Account Owner currently owns 2 accounts. All 2 cust/gens should be reviewed. The Account Owner should be reviewing the accuracy of all information monthly and with their Sales Manager quarterly. The Account Owner should be able to show Sales Management why they budgeted that account and what they have done with the account to date as well as a plan/strategy for the remainder of the year. In this example, the Account Owner currently owns 43 accounts. You should select the first account in your search results and review information on the account such as their budget and revenue to date, pipelines and call notes. The Account Owner should be reviewing the company information as well – such as colink, rank, SIC Code and contact information. The Account Owner should be able to show the DSM why they budgeted that account and what progress they have made YTD.

Pipeline Tab Step 3 You can filter by “open”, “closed” or “show all”. Sales Management should select “show all” during a detailed account review. Open the appropriate pipeline(s) by clicking on the row. You can filter by “open”, “closed” or “show all”. Sales Management should select “show all” during a detailed account review. * Open the appropriate pipeline(s) by clicking on the row. Note: filter defaults to “open” pipelines

Pipeline Tab See when the last “face to face” call occurred by reviewing the “Audit Log”. Review pipeline note for accuracy and activity on this pipeline. At a minimum the Contact Method, date last updated, Phase and Est. Close Date should be included in the Pipeline review. * You may enter new notes against the pipeline in the blank note section. Review pipeline note for accuracy and activity on this pipeline. At a minimum the Contact Method, date last updated, Phase and Est. Close Date should be included in the Pipeline review. You may enter new notes against the pipeline in the blank note section.

Call Note Tab Step 4 You should review the frequency of visits by the Account Owner between both Call Notes and Pipelines as Account Owners should not be entering BOTH for one customer interaction. Sales Management should document specific sales strategy for selected account using a “gold” Call Note. See when the last “face to face” call occurred by reviewing the “Audit Log”. Review previously entered notes in the bottom grayed out portion. Notes should be clear and concise You should review the frequency of visits by the Account Owner between both Call Notes and Pipelines as Account Owners should not be entering BOTH for one customer interaction. Enter new notes against the call notes in the blank note section.

Budget Tab Step 5 Review all LOB services and compare the Budget to Actual YTD which includes colinked gens for the account. Review all LOB services and compare the Budget to Actual YTD which includes colinked gens for the account.

Summary Sales Management must complete account reviews with each of their Account Owners at least once per quarter. Each Account Owner should be able to discuss each of their active cust/gens and the activity at each location. A Call Note or Pipeline needs to be entered for every interaction (face to face or phone) All accounts need at least 1 “face to face” call note or pipeline each quarter. Account Owners need to make sure that they keep their open pipelines “current”. Pipelines with “Est. Close date” of more than 15 days past due will be “autoexpired” by the system. Managers need to discipline account owners that fail to keep accounts clean and do appropriate Call Note/Pipeline entries.