Permacon | Setting Expectations with Team 1

2 Playbook Game PlanExpectationsMetrics Team Interactions Rewards & Consequences

Expectations of sales representatives 3 1)Sales versus target 2)Customer account plans and business reviews (#) 3)5x target in pipeline 4)Sales calls per week (#) 5)Training and education (3, type) 6)Accountability and Ongoing talent evaluation Consider a formal correspondence prepared annually that outlines your expectations and review regularly during the business year.

Expectations of sales representatives in SFDC 4 1)Sales versus target 2)Customer account plans and business reviews (#) 3)5x target in pipeline 4)Sales calls per week (#) 5)Training and education (3, type) 6)Accountability and Ongoing talent evaluation Consider a formal correspondence prepared annually that outlines your expectations and review regularly during the business year. 1)Target reportTarget report 2)Churn report and account plan reportChurn report account plan 3)Opportunity reportOpportunity report 4)Sales call reportSales call report 5)Event scheduling and tracking 6)Sales Performance PageSales Performance Page What To CoachWhere To Coach Hyperlinks

Sales versus Target 5 Sales are up or down…WHY? o Account plan execution? o Sales calls – meeting expectations? o Training & Education – meeting expectations? o Churn analysis – existing versus new sales o Top 10 performance o Pipeline close rate o Refer to game plan Sales Performance Page Reports

Customer business reviews 6 How do we win? Work with customer to establish annual account plan o Strategy – marketing, effective use of co-op, etc o Goals – sales, product specific, etc o Events – schedule as many as possible in advance Review progress quarterly o Accountability to each other o Determine effectiveness o Adapt as needed o Set new goals as appropriate o Help rep understand ROI of rep’s time spent with customer o Customer 360 report

Account Plan Report

Goal Report

5x Target in pipeline 9 Example: Target$2M Pipeline$10M Assumes 20% close rate Benefits: Great dialogue with customer at any time Understand close rate by customer Track win / loss rate against competitors

Opportunity Report

Sales calls per week 11 Total calls – 20 Customers / Dealers / Influencers / BAC – 17 Prospects - 3 (1) Monthly contractor roundtable (Prospects) (3) New enrollment contractors monthly (CEP) (1) BPP per rep per month (1) Quarterly BPP roundtable per rep (2) Customer ride-alongs per month (10) Average days to close cases Maintain dealer P.O.P. marketing and displays

Sales Call Report

Training and education* 13 (2) D.I.Y events per month (1) A.I.A. box lunch per month (4) Box lunch presentations per month (commercial reps) (1) Road show per quarter (1) Customer P.K. per dealer or as needed per year (1) Belgard line review (3-4) Dealer boot camps (mgr) per year (1) I.C.P.I / N.C.M.A. / C.A.P. per year Training session to create events

Metrics 14 1)Sales versus target – Sales Performance Page (SPP) 2)Top 10 quarterly business review – SPP 3)5x target in pipeline – SPP 4)Sales calls per week – SPP 5)Training and education – SPP

Review target report to set monthly strategy Structure for Strategy, Expectations and Goals Churn report to identify customer opportunity Use goal report to assist in reaching goals Review sales call report to ensure we are meeting the right people to achieve our goals Lead Report to see the status of the lead Opportunity Report the stage of the opportunity Case report to identify trends AR report to review customer pay What you get with the Sales Performance Page Am I hitting my target for the month What and how am I going to reach my market goals in 2013? Are my account plans focused on the greatest opportunity Do I have enough account plan goals to complete my vision Sales calls focused greatest opportunity Am I having valuable meetings with my accounts by using the 360 report Am I using the lead follow up process to close the sale Do I have enough $ in my opportunity pipeline to hit my target Am I closing my cases in a timely manner Am I collecting money in a timely fashion Easy Access InformationOrganizing Your Sales Plan?

Sales Performance Page

Key Points Top-down strategy and expectations Aligned with best practices Empowering our team to make better business decisions Time savings

Next Steps WHAT? BY WHOM? BY WHEN? 18