1. Sales Managed Environment®
Reminder of Matt’s focus on developing soft skills of relationship based selling – softening of words such as selling. Focus is on helping our people get better at understanding client needs and matching solutions.
These printed materials were developed exclusively for the use of ACTG and shall remain the sole and exclusive proprietary materials of ACTG. Permission to use, redistribute or otherwise publish these materials must be attained in writing from ACTG.

2. Building a Sales Managed Environment®
Standards & Accountability
Motivation that Works
Coach for Success
Hire Better Bankers
Upgrade Your Team
Coach the Effective Selling System
Why SME ©ACTGLLC

3. Why SME™? Criteria for Success Why, What & How
Who – Our Team are Changing
Your Role - The 10 Gottas
Mapping Your Sales Process
Why SME ©ACTGLLC

4. Criteria for Success Effective communication of expectations
Rewards for success
Discipline for failure (effort and failure to execute versus failed execution)
Training
No excuses, no rationalizing and no “yeah, buts”
How effective are we at communicating our expectations?
Discipline – structured approach to learn, improve and change
do exercise to write out the dialog or script to the team about change. Snapshot of where the team is, where the team has to be and what has to happen to get to the preferred future. How do you message this so that: they buy in, accept the challenge, have urgency, execute.
Finish exercise with: what challenges can you anticipate, how will you deal with them. What happens if... this exercise is a 45 minute exercise but valuable for those that are working to change the culture of their teams or to get individuals to change within the team.
Why SME ©ACTGLLC

5. Why a Sales Managed Environment?®
Change: verb (used with object) 1. to make the form, nature, content, future course, etc., of (something) different from what it is or from what it would be if left alone: to change the course of history.
Your preferred future
depends on your appetite to change
Why SME ©ACTGLLC

6. What is a Sales Managed Environment®?
Lead for Results
Manage Activity
Coach Behaviors
Why SME ©ACTGLLC

7. How to Create a Sales Managed Environment®
Critical Objectives / Smart Numbers:
Reports, huddles, meetings, s, phone calls, etc.
Contacts are brief, to the point and are designed to report on actual numbers vs. goal, report on last action items and set new action items
Self-Management vs. Crisis Management:
Focus on ‘go to’ activities
Schedule time to work “on the business”
Be a slave to the schedule
Standing up is an open door policy
Office hours
Why SME ©ACTGLLC

8. Who – Our Teams are Changing
THREE TRENDS DRIVING EMPLOYEE ENGAGEMENT
Our Teams are Different - Multiple Generations
2. Millennials are Changing How we Lead
3. Leadership looks Different
Requiring a New Set of Skills
From Key’s Leading with Impact
Approach the different generations differently
Great conversation with group
Millennials like positive feedback and don’t respond well to negative so a mindful approach
Why SME ©ACTGLLC
CSA, Inc. © Please do not distribute without express written consent from CSA, Inc.

9. MULTIPLE GENERATIONS On Our Teams
From Key’s Leading with Impact
Very important to embrace technology and the new way of doing business. Some branch personnel may assume that their older clientele are adverse to technology (record collection) but not always the case.
Key has put a real focus on gaining a complete view of the client with their Hello Wallet and Financial Wellness tools so digital engagement is key. The expectation is that they will reach goals through the adoption of using the FW technology.
Why SME ©ACTGLLC
Cindy Solomon & Associates, Inc. © Please do not distribute without express written consent from Cindy Solomon & Associates, Inc.
CSA, Inc. © Please do not distribute without express written consent from CSA, Inc.

10. 3 Steps to Creating True Employee Engagement
Define crystal clear goals.
Create a mantra to connect the passion to the process.
Be clear about what values, skills and knowledge are needed by role.
From Key’s Leading with Impact – more on Mantra in Motivation
CSA, Inc. © Please do not distribute without express written consent from CSA, Inc.

11. What is a Mantra?
It’s a phrase to say/use which helps focus your thoughts, actions and priorities.
It’s something you would already say… nothing corporate speak or doesn’t feel “like you.”
It’s positive. It speaks to what we CAN do versus what we can’t or don’t want to do.
It’s something that is simple to see, feel and connects our actions to a higher purpose.
Something to use consistently. Unlike some things which, when overused, lose efficacy - mantras grow more powerful from use.
From Key’s Leading with Impact
Examples of Mantras:
Seek progress, not perfection
Take a SEC = safety, efficiency, compliance
Be a problem solver, not creator (IT Dept)
Never forget the why
One team. WON goal.
Map out and drive the journey.
Unlock your own potential.
Ask how the ARLs have used to motivate team
SME Motivation ©ACTGLLC
CSA, Inc. © Please do not distribute without express written consent from CSA, Inc.

12. Your Role: The 10 Gottas Communicate the vision
Model behaviors that express the vision
Remember what moves gets measured
Make sure what is expected gets inspected
Understand that what is inspected gets done
Be efficient with things, effective with people
If you have a problem, build a system
Coach them to success – teach them the how
Grow their businesses – treat them as a company of ‘I’
Utilize the power of motivation and compensation
Why SME ©ACTGLLC

13. Your Sales Approach
Why SME ©ACTGLLC

14. My Current Sales Steps (Sales Mapping)
My Sales Steps
Execution Level
(1 to 10)
Comments 1. 2. 3. 4. 5. 6. 7. 8. 9.
10.
My Current Sales Steps (Sales Mapping)
Group exercise
Why SME ©ACTGLLC

15. KeyBank Sales Process Pitch – Uncover TMR
Engage Low, Medium or High – Gain Commitment
Pursue – Determine SMA
Close/Win the Deal
Lead Identified, Contacted, Interested
Cultivate and Grow Relationship
Why SME ©ACTGLLC
At Bat – Get Leads 15

16. Why SME™? Your Coaching Skill Development Coaching Skills to Develop:
Date: _______________________________________
Sales Leader: _______________________________________
Line of Business: _______________________________________
Coaching Skills to Develop:
Debriefs Effectively
Is Effective on Joint Calls
Asks Quality Questions
Understands Impact of Major Performance Factors
Demonstrates Effective Selling
Is Effective at Getting Commitments
Consistently Coaches Skills & Behaviors
Understands Impact of Crucial Elements
Effectively On-boards New Hires
Each binder will have a blank copy of the Sales Leader Coaching Skill Development Plan. As their homework prior to coming to this session, they were to have completed this 10-page self assessment. This is a very detailed self evaluation. At the end of the 8 weeks of Immersion, their Sales Executive will also complete the evaluation.
Go around the room and get some feedback around their self eval.
Why SME ©ACTGLLC

17. Preparing for Change
1. Where my team is today: _______________________________________________
2. Where my team needs to be: _______________________________________________
3. What has to change to achieve end result: _______________________________________________
4. What challenges will I face and how will I deal with them: ________________________________________________________________________________________________________
5. How will I communicate so that they buy in, accept the challenge, feel urgency: ________________________________________________________________________________________________________________________________________________________________________________________________________________
Group exercise and then have them break into small groups to practice the communication. Facilitator should listen to see if the leaders are ‘telling’ their people or getting them to self discover in their communication approach.
Why SME ©ACTGLLC