Click here Step 1 - Select “Sales Fitness Plan” 1

Step 2 - To create a new account, click “Create a new account” Click here2

Enter your data here Step 3 - Enter your personal information to create your account Step 4 - Market/Hotel – if you sell one hotel, enter the MARSHA code and if you sell multiple hotels enter the MARKET code Step 5 - Unit/Div/Dept – please enter Step 6 - Peoplesoft Number – please enter If you represent one property enter MARSHA code OR If you represent multiple properties, enter MARKET code please enter

Step 7 – Click here to Create User 7 Click Here

Note: Your user name will appear here Enter your numbers here Step 8 – Enter your numbers for Wks 1, 2, 3 & 4 respectively 8

The key categories and values are: Opportunity Re-solicitation Calls (One point) These are solicitation calls to customers who have booked an opportunity with us in the past. This could be calls made to STLY opportunities or groups that have recently actualized. SFA Activity: Re-solicitation Telephone Solicitation (One point) These are solicitation calls to new customers to learn more about their overall business needs, or follow up on new specific information. It is essentially anything other than a re-solicitation of a past opportunity. SFA Activity: Solicitation Executive Engagement (Five points) These are either personal appointments or telephone calls with a General Manager, DOSM or any other Marriott International executive on the call / visit to help elevate and move the account forward or close on a specific opportunity. SFA Activity: Executive Call Appointment & Entertainment (Ten points) This refers to a meeting with the customer in their workplace. Entertaining customers is critical to building rapport and trust. This includes, meal appointments, spending one-on-one time with the customers at events and off site opportunities. The objective of entertaining customers is to always take the business relationship to a higher level of trust and confidence. SFA Activity: Appointment Site Inspection (Ten points) Site inspections are one of the defining and key qualifying moments in the hotel sales process. This pertains to a planned and orchestrated property visit which is set to move the opportunity to the next step in the sales process. BT sites will also count. SFA Activity: Site Inspection Position Specific (Ten points) This is for a manager who is working on a specific sales project with a clear objective from the Sales Leader or Market Leader. SFA Activity: Special Project Industry Event (5 points) Attended an industry tradeshow and / or meeting where customers are in attendance. SFA Activity: Industry Event Outbound – Org (3 points) BONUS points. Merchandising outbound opportunities for non-participating DC Metro SF1 hotels is an important customer value-add to our accounts. These will be considered BONUS points over and above the 100 point benchmark. AAE or MAE must be OM on the opportunity and the opportunity needs to be uncovered to count and does not have to be definite. SFA Opportunity Entry: Opportunity Market – Out of Market