Sales Accountability June 7th, 2007 Frank Sessa

Agenda Daily/Weekly/Monthly Activity Quotas Ancillary Products Summary

Daily Activity 2-3 Qualified Appointments 1 Sphere of Influence Call/Appt. 5 Cold Calls Meetings (Internal) Follow UP (After Hours/Emails)

Weekly Activity Monday 8-9 Prepare 9-10 Sales Meeting (Roll Call) 10-1 PM Phone Blitz 2 PM – Appt. 4-5 PM Follow Up 5 Email/Administrative

Weekly Activity Tuesday 9-10 Appt. 10-1 PM Drop Offs/Cold Calls 2 PM Appt. 3 PM Appt. 5 Follow Up

Weekly Activity Wednesday 9-12 noon Phone Blitz 2 PM Appt. 3 PM Sphere of Influence Appt. 4 PM Cold Calls

Weekly Activity Thursday 10 Appt. 11-1 PM Drop Offs/Cold Calls 1 PM Appt. 3 PM Appt. 5 PM Follow Up

Weekly Activity Friday 9 am Manager Meeting 10-12 Admin 1 PM Sphere of Influence Call 3 PM Activity

Monthly Activity Weekly: 8 Appts. 2 Sphere Monthly: 32 Appts. 8 Sphere Closing Ratio: 30% Approx. 9 closed deals Approx. Avg. sale of $1800 x 9 = 16,200 Yearly : $194,400 / 108 Units

Quotas Units/Revenue (Business Decision) New Rep $180,000 In Revenue Pro rated based on seasonality Booked vs. Run

Quotas Commissions Between 12-20% Of Annual Revenue 30% Set Up Ancillary Spiffs (% or $) Base Salary: 35-40k (Depends on market and comm. rate) Tiered Comm. Plans

Ancillary Products Other Business Core Competencies Add on Software Sec. 125/401k/WC/FA/Pay Cards Integrated into Quota Separate Bonus Tiers Consultative Approach Maximize Sale Revenue

Summary Consistent Activity –Daily/Weekly/Monthly Industry Related Groups/Acumen Integrate Activity back to Quota As a Manager – weekly reporting and field visibility Maximize Revenue Continue to evaluate Goals