1. ORGANIZATION & TIME MANAGEMENT SCORE
30 Day Review
Zimmer Radio Group Standards of Performance
Sales Associate
Name: ______________________________
Date: _______________________________
Coach: ____________________________
____________________________________________________________________________
ORGANIZATION & TIME MANAGEMENT
Keeps client files on accounts with completed C.N.A
Updates Google Calendar
Reviews and follows Terms and Conditions and Credit policies
Brings prospecting list to every one-on-one
Understands and is proficient with vCreative
What do you feel that you did well? (Be specific)
________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
What would you like to improve? (Be specific)
| | | |
unimpressive
satisfactory
good
very good
excellent
| | | |
unimpressive
satisfactory
good
very good
excellent
| | | |
unimpressive
satisfactory
good
very good
excellent
| | | |
unimpressive
satisfactory
good
very good
excellent
ORGANIZATION & TIME MANAGEMENT SCORE
AVAILABLE POINTS: 25
| | | |
unimpressive
satisfactory
good
very good
excellent

2. What do you feel that you did well? (Be specific)
PROSPECTING
Maintains a prospect list
Delivers a professional elevator/Gold Fish speech
Executes ZRMG prospect introduction(Establish Value/Set appt.) using all three of the following methods: Idea lead/category, Open Ladder, Define the Market (All include Intro/Headline/Calendar Close)
Utlilizes AdMall, R.A.B., & Radio Sales Today to research prospects
What do you feel that you did well? (Be specific)
____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
What would you like to improve? (Be specific)
| | | |
unimpressive
satisfactory
good
very good
excellent
| | | |
unimpressive
satisfactory
good
very good
excellent
| | | |
unimpressive
satisfactory
good
very good
excellent
| | | |
unimpressive
satisfactory
good
very good
excellent
PROSPECTING SCORE
AVAILABLE POINTS: 20

3. What do you feel that you did well? (Be specific)
NEEDS ANALYSIS
Complete understanding of the needs analysis and how it is used to determine return on investment, develop strategy, influence creative development, and address objections.
C.N.A. accomplished on accounts
Submits request for Demo (within deadlines)
What do you feel that you did well? (Be specific)
________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
What would you like to improve? (Be specific)
| | | |
unimpressive
satisfactory
good
very good
excellent
| | | |
unimpressive
satisfactory
good
very good
excellent
| | | |
unimpressive
satisfactory
good
very good
excellent
NEEDS ANALYSIS SCORE
AVAILABLE POINTS: 15

4. What do you feel that you did well? (Be specific)
PROPOSALS/”ASKS”
Helps customers by executing your activity requirements per week
Prepares customized proposals using the current ZRMG authorized Proposal Template
Uses Basic Financial Sizing Formula
Presents MINIMUM scheduling standards
Awareness Plans: MINIMUM 25 ads/week/station for 52 weeks
Action Plans: MINIMUM 40 ads/week/station
Orders/Schedules not less than 10 ads a day/station
| | | |
unimpressive
satisfactory
good
very good
excellent
| | | |
unimpressive
satisfactory
good
very good
excellent
| | | |
unimpressive
satisfactory
good
very good
excellent
| | | |
unimpressive
satisfactory
good
very good
excellent
ALL Proposals Reviewed by Sales Manager prior to presentation
Authorized Signature on proposals w/ Terms and Conditions
What do you feel that you did well? (Be specific)
________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
What would you like to improve? (Be specific)
| | | |
unimpressive
satisfactory
good
very good
excellent
PROPOSALS/”ASKS”
SCORE
AVAILABLE POINTS: 30
| | | |
unimpressive
satisfactory
good
very good
excellent

5. What do you feel that you did well? (Be specific)
SELLING TOOLS
Demo Ad used on 100% of Awareness “asks” and a minimum of 40% on Action Plan “asks”
Utilizes U.T.O.P.I.A. when discussing copy points for Action Plans
Utilizes the Buying Funnel to educate the client and address objections
Utilizes the Marketing Bridge to educate the client and address objections
3 R’s
Uses AdMall, R.A.B., & Instant Background to research prospects and clients
Define the Market
Subscribes to 3 Industry newsletters, publications, etc.
Uses client and industry website for research
What do you feel that you did well? (Be specific)
________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
| | | |
unimpressive
satisfactory
good
very good
excellent
| | | |
unimpressive
satisfactory
good
very good
excellent
| | | |
unimpressive
satisfactory
good
very good
excellent
| | | |
unimpressive
satisfactory
good
very good
excellent
| | | |
unimpressive
satisfactory
good
very good
excellent
| | | |
unimpressive
satisfactory
good
very good
excellent
| | | |
unimpressive
satisfactory
good
very good
excellent
| | | |
unimpressive
satisfactory
good
very good
excellent
| | | |
unimpressive
satisfactory
good
very good
excellent

6. What would you like to improve? (Be specific)
____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
SELLING TOOLS
SCORE
AVAILABLE POINTS: 45

7. REQUIRED READING
Wizard of Ads
Little Red Book of Selling
Brandsformation
| | | |
unimpressive
satisfactory
good
very good
excellent
| | | |
unimpressive
satisfactory
good
very good
excellent
REQUIRED READING
SCORE
AVAILABLE POINTS: 15
| | | |
unimpressive
satisfactory
good
very good
excellent
____________________________________________________________________________
CLIENT PROFILE:
Updated Customer Database
Current C.N.A
Current Client Record
Completed Credit Application
Past Proposals
____________________________________________________________________________

8. TOTAL SCORE: ________ / 150
SCORING
Organization & Time Management Score: ________ / 25
Prospecting Score: ________ / 20
Needs Analysis Score: ________ / 15
Proposals/ “Asks” Score: _______ / 30
Selling Tools Score: ________ / 45
Required Reading Score: _______ / 15
TOTAL SCORE: ________ / 150
____________________________________________________________________________
EVALUATION
143 & above = EXELLENT
120 – 142 = VERY GOOD
97 – 119 = GOOD
69 – 96 = SATISFACTORY
68 or below = UNIMPRESSIVE
TOTAL SCORE: ________ / 150