ORGANIZATION & TIME MANAGEMENT SCORE 30 Day Review Zimmer Radio Group Standards of Performance Sales Associate Name: ______________________________ Date: _______________________________ Coach: ____________________________ ____________________________________________________________________________ ORGANIZATION & TIME MANAGEMENT Keeps client files on accounts with completed C.N.A Updates Google Calendar Reviews and follows Terms and Conditions and Credit policies Brings prospecting list to every one-on-one Understands and is proficient with vCreative What do you feel that you did well? (Be specific) ________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ What would you like to improve? (Be specific) 1 | 2 | 3 | 4 | 5 unimpressive satisfactory good very good excellent 1 | 2 | 3 | 4 | 5 unimpressive satisfactory good very good excellent 1 | 2 | 3 | 4 | 5 unimpressive satisfactory good very good excellent 1 | 2 | 3 | 4 | 5 unimpressive satisfactory good very good excellent ORGANIZATION & TIME MANAGEMENT SCORE AVAILABLE POINTS: 25 1 | 2 | 3 | 4 | 5 unimpressive satisfactory good very good excellent

What do you feel that you did well? (Be specific) PROSPECTING Maintains a prospect list Delivers a professional elevator/Gold Fish speech Executes ZRMG prospect introduction(Establish Value/Set appt.) using all three of the following methods: Idea lead/category, Open Ladder, Define the Market (All include Intro/Headline/Calendar Close) Utlilizes AdMall, R.A.B., & Radio Sales Today to research prospects What do you feel that you did well? (Be specific) ____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ What would you like to improve? (Be specific) 1 | 2 | 3 | 4 | 5 unimpressive satisfactory good very good excellent 1 | 2 | 3 | 4 | 5 unimpressive satisfactory good very good excellent 1 | 2 | 3 | 4 | 5 unimpressive satisfactory good very good excellent 1 | 2 | 3 | 4 | 5 unimpressive satisfactory good very good excellent PROSPECTING SCORE AVAILABLE POINTS: 20

What do you feel that you did well? (Be specific) NEEDS ANALYSIS Complete understanding of the needs analysis and how it is used to determine return on investment, develop strategy, influence creative development, and address objections. C.N.A. accomplished on accounts Submits request for Demo (within deadlines) What do you feel that you did well? (Be specific) ________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ What would you like to improve? (Be specific) 1 | 2 | 3 | 4 | 5 unimpressive satisfactory good very good excellent 1 | 2 | 3 | 4 | 5 unimpressive satisfactory good very good excellent 1 | 2 | 3 | 4 | 5 unimpressive satisfactory good very good excellent NEEDS ANALYSIS SCORE AVAILABLE POINTS: 15

What do you feel that you did well? (Be specific) PROPOSALS/”ASKS” Helps customers by executing your activity requirements per week Prepares customized proposals using the current ZRMG authorized Proposal Template Uses Basic Financial Sizing Formula Presents MINIMUM scheduling standards Awareness Plans: MINIMUM 25 ads/week/station for 52 weeks Action Plans: MINIMUM 40 ads/week/station Orders/Schedules not less than 10 ads a day/station 1 | 2 | 3 | 4 | 5 unimpressive satisfactory good very good excellent 1 | 2 | 3 | 4 | 5 unimpressive satisfactory good very good excellent 1 | 2 | 3 | 4 | 5 unimpressive satisfactory good very good excellent 1 | 2 | 3 | 4 | 5 unimpressive satisfactory good very good excellent ALL Proposals Reviewed by Sales Manager prior to presentation Authorized Signature on proposals w/ Terms and Conditions What do you feel that you did well? (Be specific) ________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ What would you like to improve? (Be specific) 1 | 2 | 3 | 4 | 5 unimpressive satisfactory good very good excellent PROPOSALS/”ASKS” SCORE AVAILABLE POINTS: 30 1 | 2 | 3 | 4 | 5 unimpressive satisfactory good very good excellent

What do you feel that you did well? (Be specific) SELLING TOOLS Demo Ad used on 100% of Awareness “asks” and a minimum of 40% on Action Plan “asks” Utilizes U.T.O.P.I.A. when discussing copy points for Action Plans Utilizes the Buying Funnel to educate the client and address objections Utilizes the Marketing Bridge to educate the client and address objections 3 R’s Uses AdMall, R.A.B., & Instant Background to research prospects and clients Define the Market Subscribes to 3 Industry newsletters, publications, etc. Uses client and industry website for research What do you feel that you did well? (Be specific) ________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ 1 | 2 | 3 | 4 | 5 unimpressive satisfactory good very good excellent 1 | 2 | 3 | 4 | 5 unimpressive satisfactory good very good excellent 1 | 2 | 3 | 4 | 5 unimpressive satisfactory good very good excellent 1 | 2 | 3 | 4 | 5 unimpressive satisfactory good very good excellent 1 | 2 | 3 | 4 | 5 unimpressive satisfactory good very good excellent 1 | 2 | 3 | 4 | 5 unimpressive satisfactory good very good excellent 1 | 2 | 3 | 4 | 5 unimpressive satisfactory good very good excellent 1 | 2 | 3 | 4 | 5 unimpressive satisfactory good very good excellent 1 | 2 | 3 | 4 | 5 unimpressive satisfactory good very good excellent

What would you like to improve? (Be specific) ____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ SELLING TOOLS SCORE AVAILABLE POINTS: 45

REQUIRED READING Wizard of Ads Little Red Book of Selling Brandsformation 1 | 2 | 3 | 4 | 5 unimpressive satisfactory good very good excellent 1 | 2 | 3 | 4 | 5 unimpressive satisfactory good very good excellent REQUIRED READING SCORE AVAILABLE POINTS: 15 1 | 2 | 3 | 4 | 5 unimpressive satisfactory good very good excellent ____________________________________________________________________________ CLIENT PROFILE: Updated Customer Database Current C.N.A Current Client Record Completed Credit Application Past Proposals ____________________________________________________________________________

TOTAL SCORE: ________ / 150 SCORING Organization & Time Management Score: ________ / 25 Prospecting Score: ________ / 20 Needs Analysis Score: ________ / 15 Proposals/ “Asks” Score: _______ / 30 Selling Tools Score: ________ / 45 Required Reading Score: _______ / 15 TOTAL SCORE: ________ / 150 ____________________________________________________________________________ EVALUATION 143 & above = EXELLENT 120 – 142 = VERY GOOD 97 – 119 = GOOD 69 – 96 = SATISFACTORY 68 or below = UNIMPRESSIVE TOTAL SCORE: ________ / 150