2. PERFORMANCE = BONUS = =

3. THIRTY THOUSAND DOLLARS
PRISM
Your name
30,000
THIRTY THOUSAND DOLLARS

4. How many of you hit bonus all 4 quarters?
What about the folks on your team? Are they taking home the money we are offering them?
Show of hands
How many of you hit bonus all 4 quarters?
How many of you maxed bonus at least one quarter?
How many of you had a quarter where every team member made bonus?
If you didn’t raise your hand for one of these questions, your owner thanks you for giving them the money instead of you and your team!

5. The CARE plan is the most comprehensive tool we have to measure individual performance.
Besides completing it, sending it in for approval and paying bonuses, how are YOU using it to hold your team accountable?
What do you do when someone hits their goals?
What do you do when someone misses their goals?
Does the rest of the team know who hits and who misses?
Do they know by how much they’ve missed it?

6. If we wait until the CARE plan is completed at the end of the month (or quarter) to determine who made their goals, we are missing the boat!
Does everyone on your team know exactly where they are pacing to goal every week?
Can I call every member on your sales team and ask what % of individual performance they are going to hit this month?
What tool do we use to track this?

7. The Weekly Sales Report is the most comprehensive snapshot of our sales team’s performance.
Besides completing it and sending it out, what do you do with it?
How many of your sales teams read the completed report?
How many of you shoot it back to folks if the info isn’t correct, detailed or appropriate?
How many of you get feedback from your GM?

9. SOLICITATION ACTIVITY Industry Event - Full Day RFP/Lead Response Call
Proactive Sales
Reactive Sales
SOLICITATION ACTIVITY
Sales Manager
Site Visit
Client Entertaining
Industry Event - Meal
Industry Event - 1/2 Day
Industry Event - Full Day
Outside Appt New
Outside Appt Maint
Phone Call New
Phone Call Maint
RFP/Lead Response Call
Solicitation
Total Points
Goal
Variance
Points per:
John Bon Jovi
Number 2 4 1 3 30 6 7 89
100
-11
Alicia Keys 9 27
Bart Simpson 40
121 21
Jimmy Stewart 14 43 50 -7
Rodney Dangerfield 26 57 5 49 81 15 59
399
400 -1
Where does your team’s points fall each week? Left, or right?

10. How do we ensure we’re set up for success?
The 2x2 & SMART Plans

12. Gather local event calendars to prospect from
2x2 Prioritization Matrix
Selectively Invest
Drive Daily
Gather local event calendars to prospect from
Solicit from Knowland Reader & Insight for Jan-Apr group business
Create short term group promo for SMERFe
Resolicit all 2015 past prospects for 2016 group business
Work on maintaining a strong relationship with GSO's
2 hour response for all incoming leads & inquiries
Ignore/Delay
Work In
Adopt a hotel
Cross selling with catering team
Brand learning center
Audit of past accounts
Admin duties
Sales Team Blitz (Pound The Pavement)
Weekly Entertainment with industry peers
Create a news letter about updated renovation news
Chamber Ambassador
2 full days at each university in Q3
Create a standard site that we can all follow

13. Client Event – create invite list with 25 target accounts
Site Tours – get 5 people in each hotel each week
Brand training class

16. Follow up with email video pitch & first time meeting offer PDF.
Knowland Insights
Dedicate 2 hours each week to researching groups at Embassy Suites on Readerbaords.
Call all groups identified to qualify scope of training and potential to shift.
For prospects with potential, offer comp lunch or dinner for 4 to test hotel for local targets and an amenity box for non-local.
Follow up with video pitch & first time meeting offer PDF.
Knowland
Comp meal vouchers
Amenity Box
Video Pitch
Offer PDF
Identify 5 new target accounts.
Get at least 3 to experience hotel.
Book one new training account with at least 100 room nights/year.
Weekly
4/30/2016
5/30/2016
6/15/2016
Results: Booked Joint Genome Institute starting in November. Allied Containers not willing to move, continue to pursue once lobby refresh is done. Secured two site tours from Knowland, still working to close Orion Teledata once contract expires in July – likely to book if I can match rate.

18. Blitz to identify key players at the University
Ca State Dominguez
Blitz to identify key players at the University
Learn about the business between the University and the Home Depot/StubHub
Meet the Athletic Director to secure referrals and calendar of all offsite events.
Club Carlson.
The goal is 50+ RN at $ 109 for 2016.
7/30
Results: Booked two church retreats for total of 67 room nights. LMU has two groups in the pipeline with over 100 room nights that should close by end of next quarter. No progress on CA State Dominguez and while I called 34 reunion prospects, no solid leads secured as of yet.

19. How do you manage 2x2 and SMART plans for yourself and for your teams?
When are they due?
How do you track progress?
What are the pitfalls that you encounter?

20. Q & A