Mississauga Team 1-0n-1

4-Tier Plan: 

4-Tier Plan Accountability, Resourceful, Team Player & Have Fun Territory Management Funnel Management Database Management Time Management Tour to SIMS, RDM etc. Demo Practice Team Blitz Brainstorming / Focus Fun Time Ricoh Docutivity CDB Product Knowledge Account Management Performance Review Road Map Goals # 1 Team

Monday 1-0n-1: 

Monday 1-0n-1 Expectations Calendar (10 appts.) Forecast Forecast Can not repeat the same account Run Analysis, review old sheet ( an opportunity to Coach) Funnel expectation Management, Prospect Qualification process (Coach) Must have credit approval, proposal submitted, meeting the DM, have a closing meeting in the calendar Money, Power, Sponsor and Explicit Need (Coach) Calendar 10 appts, type of appts, result oriented activity Review old calendar Review their goals to set-up expectations Give them a weekly goal Product training Coach, Coach, Coach

FUNNEL EXPECTATION & MANAGEMENT: 

FUNNEL EXPECTATION & MANAGEMENT FUNNEL CREATING OPPORTUNITY BASE ACCOUNTS COLD CALLING

PROSPECT QUALIFICATION PROCESS: 

PROSPECT QUALIFICATION PROCESS Initial Communication Suspect Stage 10% Needs Assessment Suspect Stage 20% Ricoh Presentation Suspect Stage 30% Docutivity - customer visit Suspect Stage 40% Formal proposal/ Demo - Interest Shown & More Serious Suspect Stage 50% Negotiation/ demo - budget funds available (finalized pricing) Prospect Stage 60% Commitment to Ricoh - Favorable Solution Prospect Stage 70% Need Management approval Prospect Stage 80% Management approved Prospect Stage 90% Signed order (Delivery & Installation/ Invoiced) Prospect Stage 100%

INFORMATION: 

INFORMATION FUNNEL 15 Qualified Prospects per month $ 120,000 worth qualified prospects per month Hardware HVG Software Printer Qualified prospects to guarantee your transaction quota Minimum 90-days funnel to be maintained