There was a vision that was Rome

Our Sales Vision Transactional Reactive Product Centric 1 Dimensional Varied Sell Regus 1 st Proactive Inside Sales Simplified Contracts & Payment Consistent Join Membership Multi-channel Engage your Way Web Apps Mobile

LEARNINGS FROM AN EMPIRE

AN EMPIRE NEEDS AN EMPEROR

BEING A GREAT SALES LEADER 1.LEAD RATHER THAN CONTROL 2.LEAD FROM THE FRONT MAKE DECISIONS COMMIT TO THEM BE ACCOUNTABLE FOR THEM 3.SHARE THE SPOILS IN SUCCESS SIMPLE THANK YOU S PERSONAL TOKENS OF APPRECIATION RECOGNITION IN FRONT OF PEERS

BUILD YOUR BASE

Improving OUR Foundations All Easy to buy Contracts Payment Options Visibility Exception Based Action driven Technology Better Oracle Dialer Webchat Improved Training Self Repair Toolboxes Field Customer Experience Improved Collateral Improved Highlights Brochure On Stage Proposal Touchpoints Structure Redefine ASM role S&M leadership More Corp Sales New products More to Sell on a Tour Lower price points Inside Customer Experience Pitch Regus & any Product Positioning Brand Sell Anything/Anywhere Nurture leads longer Structure Diversified Agent Dynamic Staffing Model Improve Sales Skills Process Simplification Make it easier

How is your FOUNDATION? 1.IS YOUR PRODUCT SET UP PERFECTLY SHOW OFFICES WELCOME SUITES CO-WORKING OFFICES 2.IS THE TEAM “ON STAGE” EVERY SINGLE DAY 3.ENSURE YOU ARE PRICED PROPERLY 4.CAN YOUR TEAM EXECUTE OUR PROCESSES? How Do you Know ?

THERE WAS A PLAN

KNOW WHERE YOU ARE GOING…. BUILD YOUR PLAN 1.YOUR PLAN SHOULD ADDRESS YOUR ISSUES & OPPORTUNITIES 2.EVERYONE NEEDS TO KNOW ABOUT IT 3.TRACK PERFORMANCE AGAINST IT 4.REVISE YOUR ACTIONS BUT STAY TRUE TO YOUR GOALS

“ IT IS NOT THE LONG HAIRED MEN I FEAR …. BUT THE PALE AND HUNGRY ONES ”

KNOW YOUR COMPETITION 1.KNOW WHY YOU LOSE BUSINESS 2.REGULARILY EVALUATE COMPETITIVE THREATS OTHER OPERATORS CO-WORKING WEB BROKER/CONSOLIDATION WEBSITES 3.USE KNOWLEDGE TO ATTACK AND DEFEND 4.USE YOUR KNOWLEDGE TO BUILD CONFIDENCE

EMPERORS NEED GREAT GENERALS

BUILD YOUR LEADERSHIP TEAM 1.RECRUIT STRONG LEADERS THAT WILL EXECUTE YOUR PLAN – WHERE ARE THEY? SOME ARE WITH YOU ALREADY SOME ARE WITH YOUR COMPETITORS 2.INVEST TIME IN THEIR DEVELOPMENT 3.LOOK AT THEM AS YOUR SUCCESSORS

SIX INCHES OF pOINT BEATS TWO FEET OF BLADE

CREATE AN TEAM OF EXPERTS 1.MAKE IT CLEAR EXACTLY WHAT YOU EXPECT 2.TRAIN TO THE STANDARDS USE COACHING TEAM MEMBERS AT ALL LEVELS AD’S MUST BE ABLE TO LEAD FROM THE FRONT 3.EXECUTE BASICS FLAWLESSLY 4.BE CONSISTENT 5.THOSE WHO FOLLOW THE SALES PROCESS ALWAYS SELL MORE

PEOPLE MUST PERFORM FAILURE HAD CONSEQENCE

2000 years later… Top 20% Average 70% Bottom 10%

MAKE YOUR ARMY INVINCIBLE ALWAYS EVALUATE YOUR TEAM PERFORMANCE 1.FAST TRACK THOSE WITH POTENTIAL – 20% 2.IMPROVE THE AVERAGE – LIFT THE BODY -70% 3.CUT THE TAIL - CHURN YOUR BOTTOM - 10%

KEEP MOMENTUM - THE RISE AND FALL OF aN EMPIRE Happens quickly TRACKING DOWN AN EARLIER MAP

NEVER LOSE SIGHT OF THE PRIZE PROTECT & GROW YOUR EMPIRE 1.BE A GREAT LEADER 2.BUILD A FOUNDATION OF EXCELLENCE 3.HAVE A PLAN & EXECUTE IT 4.HAVE A GREAT ARMY WITH GREAT GENERALS 5.KEEP YOUR EYE ON COMPETITION

HOW WILL MONDAY in your empire BE DIFFERENT?

KEY ACTIONS GET OUT IN FRONT OF THE TEAM MORE START THANKING AND REWARDING GOOD PERFORMANCE PERSONALLY VISIT, INSPECT, ASSESS & SIGN OFF EACH LOCATION GET MY COMPETITION SHOPPED AND EVALUATED UNDERSTAND EXACTLY WHAT IS STOPPING YOU FROM SELLING CARRY OUT A PRICE REVIEW WHEN NEEDED BUILD A PLAN THAT ACHIEVES THE OBJECTIVE ENSURE EVERYONE UNDERSTANDS THE PLAN BUSINESS REVIEW WITH AD’S TO ASSESS THEIR LEADERSHIP INVEST TIME IN DEVELOPING THE AD’S TO BE BETTER INSIST THEY REVIEW THEIR TEAMS ON A SYSTEMATIC BASIS AND REMOVE LOW PERFORMERS BE TOUGH ON EXECUTING THE BASICS. NO EXCUSES

Remember… You are the emperor Will your name be remembered when they tell Regus history?