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The need is constant. The gratification is instant. Give blood. TM Training Toolkit B.E.A.M. Building Effective Account Managers.

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Presentation on theme: "The need is constant. The gratification is instant. Give blood. TM Training Toolkit B.E.A.M. Building Effective Account Managers."— Presentation transcript:

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2 The need is constant. The gratification is instant. Give blood. TM Training Toolkit B.E.A.M. Building Effective Account Managers

3 The need is constant. The gratification is instant. Give blood. TM 2 Introductions American Red Cross Penn-Jersey Region

4 The need is constant. The gratification is instant. Give blood. TM Philadelphia, PA

5 The need is constant. The gratification is instant. Give blood. TM Philadelphia, PA

6 The need is constant. The gratification is instant. Give blood. TM Guy Triano District Manager 5 years 3 positions in Donor Recruitment

7 The need is constant. The gratification is instant. Give blood. TM Helen Munizza Manager, Training & Development 16 years 12 positions in Donor Recruitment

8 The need is constant. The gratification is instant. Give blood. TM What We’ve Learned Honest & Immediate Feedback Show & Tell Use It or Lose It

9 The need is constant. The gratification is instant. Give blood. TM “Take Away” Tool Kit with Instructions Ideas for Training New Account Managers

10 The need is constant. The gratification is instant. Give blood. TM Training Toolkit Topics New Account Manager Finding Balance Building Blocks

11 The need is constant. The gratification is instant. Give blood. TM Hiring New Account Managers

12 The need is constant. The gratification is instant. Give blood. TM Salesperson + Motivator + Educator + Event Planner + Customer Service Representative = Account Manager

13 The need is constant. The gratification is instant. Give blood. TM Skills New Account Manager Talent Experience Education

14 The need is constant. The gratification is instant. Give blood. TM 13 New Account Manager Strengths Weaknesses Untapped Potential

15 The need is constant. The gratification is instant. Give blood. TM 14 Finding Balance

16 The need is constant. The gratification is instant. Give blood. TM Traits Presentation Skills Follow Up Skills Organizational Skills Motivational Skills Attention to Detail Goal-Oriented

17 The need is constant. The gratification is instant. Give blood. TM Traits Time Management Skills Problem Solving Skills Building Relationships Leading Others to Reach Goals Securing Commitments from Others Ability to Handle & Resolve Crises

18 The need is constant. The gratification is instant. Give blood. TM Balance Scenario/Example

19 The need is constant. The gratification is instant. Give blood. TM Trait & Impact on Job FIELD Presentation Skills Motivating Others Building Relationships Getting Getting Commitments OFFICE Follow Up Skills Organizational Skills Attention Attention to Detail Time Management

20 The need is constant. The gratification is instant. Give blood. TM Field – Getting Commitments Commitment to Reaching Goal Commitment to Recruitment Strategies Commitment to Scheduling Donors Commitment to Patients

21 The need is constant. The gratification is instant. Give blood. TM Office – Attention to Detail Verifying Details on Paper & Computer Completing Projects Accurately Managing Routine Details

22 The need is constant. The gratification is instant. Give blood. TM Office – Time Management Meets Deadlines For Assignments Manages Field Time and Tasks Manages Office Time and Tasks

23 The need is constant. The gratification is instant. Give blood. TM Training & Coaching = The “weight” that helps to balance

24 The need is constant. The gratification is instant. Give blood. TM Evaluate Determine the difference between where they are & where they need to be Coach & Train to the level that is needed

25 The need is constant. The gratification is instant. Give blood. TM “Hands On” Teach Back Mock Presentations “Homework” Meetings with Sponsors

26 The need is constant. The gratification is instant. Give blood. TM Teamwork Training & Development Coordinator District Manager Manager, Training & Development

27 The need is constant. The gratification is instant. Give blood. TM “Building Blocks”

28 The need is constant. The gratification is instant. Give blood. TM Foundation of the “Building”

29 The need is constant. The gratification is instant. Give blood. TM Orientation From Day 1 to 3 weeks Build the foundation for future success Fundamentals of donor recruitment (RAP)

30 The need is constant. The gratification is instant. Give blood. TM Teaching the Basics Fundamentals of Donor Recruitment

31 The need is constant. The gratification is instant. Give blood. TM Recruitment Action Plan Goals – Sign Up & Productive Recruitment Committee Active Recruitment Strategies Donor Scheduling

32 The need is constant. The gratification is instant. Give blood. TM Recruitment Action Plan Reminder System Recognition Scheduled Donor Appointments (Counts) Set Up/ Logistics

33 The need is constant. The gratification is instant. Give blood. TM 1st Floor of the “Building”

34 The need is constant. The gratification is instant. Give blood. TM Rookie Snapshot From 3 weeks until 6 months Completed prior to six month anniversary

35 The need is constant. The gratification is instant. Give blood. TM Field Observe Different Types of Meetings Evaluate Strengths & Areas to Improve Provide Continuous Feedback

36 The need is constant. The gratification is instant. Give blood. TM Office Observe Organizational Skills Evaluate Strengths & Areas to Improve Provide Continuous Feedback

37 The need is constant. The gratification is instant. Give blood. TM Rookie Snapshot Purpose: To provide extensive examples and feedback for the employee and their supervisor prior to completing the probationary employment period

38 The need is constant. The gratification is instant. Give blood. TM

39 The need is constant. The gratification is instant. Give blood. TM 2nd Floor of the “Building”

40 The need is constant. The gratification is instant. Give blood. TM Training From 6 months to 12 months Weekly Meetings with District Manager Field Reviews – Initial Servicing Meetings (Planning) – Presentations

41 The need is constant. The gratification is instant. Give blood. TM Field Reviews Initial Servicing Meeting (Planning) Presentations – Recruitment Committee – Assembly – Presentations – Proposals

42 The need is constant. The gratification is instant. Give blood. TM

43 The need is constant. The gratification is instant. Give blood. TM 3rd Floor of the “Building”

44 The need is constant. The gratification is instant. Give blood. TM Ongoing Training & Feedback Team Meetings - Monthly Department Meetings - Quarterly Custom Training Courses

45 The need is constant. The gratification is instant. Give blood. TM “Building” Maintenance

46 The need is constant. The gratification is instant. Give blood. TM We Are Building … Knowledge Confidence Success Satisfaction

47 The need is constant. The gratification is instant. Give blood. TM Training Toolkit Training Components Rookie Snapshot Field Reviews – Initial Servicing Meeting – Presentations

48 The need is constant. The gratification is instant. Give blood. TM Summary New Account Manager Finding Balance Building Blocks Training Toolkit

49 The need is constant. The gratification is instant. Give blood. TM Thank you!


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