Build Your Sales Action Plan Sales Action Plan ©ACTGLLC 2011-2017

AGENDA Create your Sales Action Plan Review ESS Immersion curriculum Prepare for next steps Sales Action Plan ©ACTGLLC 2011-2017

From Successful to EXTRAORDINARY “The key is not to prioritize what’s on your schedule, but to schedule your priorities.” -Stephen Covey Sales Action Plan ©ACTGLLC 2011-2017

ESS Immersion Action Plan Checklist for Follow Up   ESS Immersion Action Plan Checklist for Follow Up I would sell more if only I would… What are your three most important "I woulds" that are now "I wills"?: I Will Action Plan and Measurement Progress Sales Action Plan ©ACTGLLC 2011-2017

Action Plan and Measurement Qualifying Improvement Prospecting   My prospecting plan to create incremental revenue: Prospecting Activity Action Plan and Measurement Progress Calling new names Asking for introductions Pipeline improvement Acquire/Deepen Targeted Client Relationships Qualifying Prospects In order to improve my qualifying of opportunities, I will: Qualifying Improvement Pre call meetings Role Play practice Post call/EPAS completed On the prospecting activity, coach them a bit around pipeline improvement. Are there prospects in their pipeline that are really not prospects at all based on what they have learned today and yesterday. One of the goals of the bank is to clean up the pipeline, quicken the speed of the sales process by not having junk in the pipes. Get some dialog. Acquire/deepen client relationships is a huge focus for the bank and by committing to focus on this, might mean they call 2 clients a week and have the sma discussion with them around other services? Some level of focused activity around broadening their relationships: taking partners out? Etc. Sales Action Plan ©ACTGLLC 2011-2017

Here is my USA (update as you use, get reactions, refine): Sales Enablement   Here is my USA (update as you use, get reactions, refine): Elicits response from Prospect: That's me, I need to know more, How do you do that? Here is my script for asking for introductions:   I'm growing my business… Sales Action Plan ©ACTGLLC 2011-2017

My Success Formula My Personal %s of Success Weekly Monthly   My Personal %s of Success Weekly Monthly Initial (first-time) or Total Prospect Call Goal Opportunity uncovered for New Relationship Pitched the Prospect to Win the Relationship Prospect Commits to move relationship to Key You close the Business for a Prospect Conversion How much time are you spending on Prospecting? Prospect Call# Minutes/ Activity Minutes/Week Hours/Week My Prospect Call Number   Pre Call Planning for Prospect Call Travel for Prospect Call Post Call Reviewing for Prospect Call Activities to Set Future Prospect Calls They should have already filled this out but will be part of checkup on coaching calls. Sales Action Plan ©ACTGLLC 2011-2017

ESS Immersion Curriculum 2 Day In Person Workshop 1 Hr. Virtual Workshop – 1st Base 1 Hr. Coaching Call 1 Hr. Virtual Workshop – 2nd Base 2 Hr. Virtual Workshop YOU 7 Phase Curriculum 12-week program Prep Work for each phase 7 online modules for concept understanding Sales Action Plan created review curriculum Sales Action Plan ©ACTGLLC 2011-2017

1 Hr. Virtual Workshop – 1st Base Prepare! Make sure all meetings are on your calendar Complete 2 WBTs: SMA & Maximize the Initial Call Come prepared with 1 important upcoming 1st call pre-call plan completed and ready to discuss Send in advance to SME_Internal@keybank.com. 1 Hr. Virtual Workshop – 1st Base Sales Action Plan ©ACTGLLC 2011-2017