1. Sales Accountability
June 7th, 2007
Frank Sessa

2. Agenda
Daily/Weekly/Monthly Activity
Quotas
Ancillary Products
Summary

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

4. 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 /Administrative

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

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

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

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

9. 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

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

11. 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

12. 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

13. 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