1. !Sell Basics: How to use the system

2. Agenda General !Sell Rules Main buttons description Planning Meeting
6 Steps of a Sales Calls with !Sell
Expenses
Call History
Summary

3. General !Sell Rules
Offline !Sell : Can be accessed anytime on your desktop, includes the information up to your last synch, faster
Online !Sell: Can be accessed when you are connected to the Internet, downloads/saves every change that you make, slower
You have to synchronise twice a day, morning and end of the day

4. Main buttons Home, brings you back to main dashboard
Back to the previous screen without closing module
Close the current module
Close the current window
Create a new item in this window
Save your latest changes made in !Sell
Printing function
Exit !Sell and save all the latest changes

5. Set modules as Favourites
Right-click on the module and select Add to Favorites
Set these as Favorites as you will use them often
Call Calendar
Call List
Expense
Customer

6. Planning Meeting After your planning and execution meeting on
Mondays, you should plan all your calls for the week based on your call target.
Right click in the Calendar and select NEW
Select the Customer
Choose POC Visit
Set Smash Objectives in Objective Planning Tab
Click SAVE
Return to Call Calendar and Repeat
* You can also skip these steps if you have set !Sell Routes

7. You can find your POC by searching by name or City
Example
2.Select the Customer
3. Choose POC Visit and click Finish
1. Right click in the Calendar and select NEW
Write Smash Objectives based on priorities communicated by the DSM
You can find your POC by searching by name or City

8. Tips: Moving Calls in the Calendar
There are three ways to move a Call in the calendar
Right-click on the Call and choose Schedule, then in the calendar choose a date and time
Left-click on the POC and drag it into Calls to be Scheduled or another spot in the calendar and release
Go into the Call and then to the admin tab

9. !Sell Example

10. 6 Steps to a Sales Call
Here are the 6 Steps that can be mirrored into !Sell
Planning
Introduction
Merchandising & Price Check
POC & Inventory Check
Re-Plan
Sales Proposal

11. Step 1 - Planning
Once you have arrived at your POC, open your POC visit
In the first Tab called POC Planning review:
The contact information
When was your previous visit and status of older Smash Objective
Budget Spent YTD (Expense Tab)
Review Smash Objective and make adjustments based on what was discussed in morning meetings
Click on START VISIT on the left top corner, right before physically entering the POC

12. Step 1 - Planning

13. Step 2 - Introduction
Step into the POC and notify the decision maker that you are here and set up a time to discuss
This step is not in !Sell

14. Step 3 - Merchandising & Price Check Step 4 – POC & Inventory Check
Take a look around the POC to identify opportunities for merchandising, distribution, promotion, pricing
In the Question Tab
Make adjustments where the answer changed
Click on Check Completed then SAVE
In the Survey Tab
Validate distribution and Click Store Check Completed, click SAVE
Make changes where there have been changes since last visit

15. Step 3 - Merchandising & Price Check Step 4 – POC & Inventory Check
In the Question Tab:
Click on Check Completed
SAVE
Make adjustments where the answer changed
In the Survey Tab
Validate distribution and Click Store Check Completed, click SAVE
Make changes where there has been changes since last visit

16. Step 4 – POC & Inventory Check – Order Confirmation
Based on monthly priorities, gaps and inventory level, choose a SKU that you want to confirm an order
In the order confirmation tab, right-click on the grid and select NEW
Search for the SKU by writing the name in the description field
Click Search then Select the SKU in the grid

17. Step 4 – POC & Inventory Check – Order Confirmation
In the top left corner, select your visit (or ordering) frequency 1=Weekly, 4=Monthly
Click SAVE which will update the numbers in the formula
Fill in all the fields in the order confirmation formula
Click Save
Note the proposed order

18. Order Confirmation

19. Order Confirmation in !Sell
Click Save and then a Proposed Order will be generated; after the sales proposals enter the commitment and the order date
Validate previous commitment, actual order and gap to address with the client
Weekly turnover will be automatically calculated and you need to input unit number for activity, safety stock and inventory

20. Step 5 – Re-plan
Once you have completed Steps 3 and 4 and Order Confirmation, re-validate your Smash Objectives
Add your new Smash Objective or order quantities in the Objective Planning tab

21. Step 6 – Sales Proposal
Sit with your client and based on what you have observed in the POC,
Do the sales proposal based on your Smash Objectives

22. End of Call Administrative Tasks
Write the results of sales proposal in the Smash Objective
Complete/Cancel your Smash Objective
Write call comments
Write the commitment and order date in the order confirmation tab
Select your follow-up call
Select if you met the Decision Maker
Complete Call*
* Once you completed a call, you can’t do anymore edits

23. Admin Step in !Sell

24. Expenses
Expenses should be entered daily in !Sell and submitted weekly to your DSM
Include as many details as possible
Include non-reimbursable expenses (ex: Resolve) for POC Budget Reductions
Expenses can be submitted in 2 ways:
In the Expense module on the left under Field Sales Management
In the Admin Tab inside a visit

25. Submitting Expenses Right-click on the grid and select New
Select if it is a M1 Expense (Hotel, Material etc...) or a POC Expense (Glassware, POS, Draught install etc…)
Enter the date, the value of the receipt, perceived value and extra information in the annotation section
Choose the type of budget – if it is reimbursable/budget reduction add the gl code (if reimbursable)

26. Expenses in !Sell

27. !Sell Reports
2 Expense Reports for a desired period of time that can be territory or POC specific. Can be for internal or external purposes.
2 Reports with POC Evaluation results vs. target for a desired period of time …
Reports with visits, time per call for a desired period of time etc…
Reports with tasks to be completed for yourself or your merchandiser for a period of time…

28. !Sell Activity
Let’s Navigate…

29. !Sell Activity Can you… Create a POC Visit and set Smash Objectives?
Move that POC Visit to the following without deleting it?
Enter an order confirmation for a Bud Sku in retail?
Enter a personal and POC expense?
Pull a POCE Report for the previous month for all your POCs?

30. Summary & Next Steps
Observe the use of !Sell when traveling with a colleague
Use this training as a reference to guide you through the system during Monday Planning, Sales Call and Applying Expenses
If you have any questions, do not hesitate to ask your FSEM and DSM
Thank You!