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Slide#: 1 © GPS Financial Services 2008-2009Revised 0/722/2009
bl4l2SM Telemarketing-Magicbl4l2SM Telemarketing-Magic
Slide#: 2 © GPS Financial Services 2008-2009Revised 0/722/2009
Product Overview
Room ManagerDevelopment Tools
for Greenpeas
Strategic tools for
Upper Management
(Campaigns)
Strategic tools for
Upper Management
(Product Offerings)
Upper Management
Development Tools
for Room Managers
Pros
LeverageGreen Pea Info
Everyone
contributesto improving theSales Process
Success
Greenpeas capture
Important Info
Slide#: 3 © GPS Financial Services 2008-2009Revised 0/722/2009
To empower the GreenPeas, Pros and Managers:
– Increase Overall Sales Performance
– Maximize sales by Pros
– Empower Greenpeas to become Pros
– Enhance Sales Staff Development Tools (Room Managers)
– Increased Visibility to Room Manager Performance (Upper Management)
– Maximize Positive Competition and Peer Motivation
– Integrate Line Sheet, Catalog and Monthly Specials Administration
– High Impact Strategic Targeting of Products and Customer Segments Through Improved Data Gathering and Management (e.g. company size for each SIC Code)
Statement of GoalsStatement of Goals
Slide#: 4 © GPS Financial Services 2008-2009Revised 0/722/2009
GETTING STARTED
Slide#: 5 © GPS Financial Services 2008-2009Revised 0/722/2009
Salesperson LoginSalesperson Login
_________________
Password_________________
Today’sSalesGoal
$ ___________
Slide#: 6 © GPS Financial Services 2008-2009Revised 0/722/2009
Company AnnouncementsCompany Announcements
YESTERDAY’S TOP SELLERS
Sam Levy
Max Hershisher
Mary Martin
Jack Spratt
SPECIALS
Duct tape Add-on
Don’t forget to ask everyone about safety supply needs
TODAY’S TIP:
Slide#: 7 © GPS Financial Services 2008-2009Revised 0/722/2009
Manager’s AnnouncementsManager’s Announcements
Yesterday’s top sellers Yesterday’s bottom sellers
Jack Manly Michael Rizzy
Lefty Right Jeffrey Michie
Herman Wrong Ida Moore
George Gorgeous Ralph Mays
I will be leaving at 3pm today-Dr. Appointment
Slide#: 8 © GPS Financial Services 2008-2009Revised 0/722/2009
Suggestions/MessagesSuggestions/Messages
My Suggestion/Message is:
Send to: My Manager Richard Benton Tim Stearns
Other ____________ Suggestion System
(Max. 500 Characters)
Slide#: 9 © GPS Financial Services 2008-2009Revised 0/722/2009
Select Campaign & Follow-upsSelect Campaign & Follow-ups
<<< Time Zones & Counts >>>
SIC # SIC Description Eastern Central Mtn Pacific Other Total
7538-01 Automobile Repairing & Service 44,456 11,435 9,876 53,089 976 119,832
1521-03 General Contractors 51,793 4,708 5,886 54,029 1,295 117,711
1521-00 Construction-Single Home 36,513 3,319 4,149 38,091 913 82,985
9121-03 Government Offices-County 25,007 2,273 2,842 26,087 625 56,834
0191-00 General Crop Farm 29,322 2,175 2,718 24,955 598 54,368
Slide#: 10 © GPS Financial Services 2008-2009Revised 0/722/2009
Next Prospect Next Prospect
Company
Optimum Construction1234 Utopia BlvdNirvana, WA 97777(253) 234-7755 fax (253) 234-7757
SIC 1: 1521-03 Contractor Gen'lSIC 2: 1511-00 Contractor-Homes
Priority Ext Contact TitleLast
Contacted Follow-up DayTime-
Beg. Time-End
1X1
1 John Doe Foreman 06/01/098-31-09
B4 10AM MW 8:00am 10:30am
2 Marvin Owner 05/22/09
3X33 Romaro Chavez Shop 04/11/09
4 Ralph@Optimum.com 06/01/08
Sales today $679 / 3rd
Status Points today 845
Dial<F10>
Skip<Alt>S
Back<ESC>
Top seller $1555
Slide#: 11 © GPS Financial Services 2008-2009Revised 0/722/2009
Top products for this prospectTop products for this prospect
Priority Stock # DescriptionBookPrice
OnSpecial Origin Upsell Cheaper
1 163100 16/3 x 100' ROUND ORANGE CORD 39.95 33.00 USA 163199 163122
2 SL8904 BAYCO QUAD-TAP 50' 12/3 CORD REEL 265.90 China
3 AE136130 LED CORDLESS CARRYALL WORK
LIGHT 129.90 UK
4 AE112 18 VOLT CORDLESS CIRCULAR SAW 149.95 133.00 USA AE131 AE120
Safety Items Consumables Tools New ProductsCloseouts/Specials
End Call<Alt>E
More<alt>M
Back<ESC>
Slide#: 12 © GPS Financial Services 2008-2009Revised 0/722/2009
Script for this productScript for this product
P Stock # DescriptionBookPrice
OnSpecial
OriginUp Sell
Cheaper
1 AE112 18 VOLT CORDLESS CIRCULAR SAW 149.95 133.00 USA 163199 163122
These cordless circular saws have a 5-3/8” blade and 18 volts of battery power. The no load speed is 2400 RPM, so it won’t bog down on tough cuts. It has an adjustable cutting plate and rip fence and set up just like a standard, corded saw. They bevel cut to 50° to give you more versatility and have a maximum cutting depth of 1-1/2” at 90° and 1-1/8” at 45°. They’re easy to handle with an ergonomically balanced design which reduces hand and arm fatigue. Included with the saw is a 5-3/8” blade, battery charger, and one battery pack in a convenient, heavy duty ABS carrying case. These saws are perfect for those quick jobs in the field where there is no electricity, or just around the shop when you don’t want to search for an extension cord and outlet.
Accessories
132131 Concrete Blades313134 Metal Blades686868 Battery Packs357765 Chargers
Back to Products
Back to Prospect
Call Done
Slide#: 13 © GPS Financial Services 2008-2009Revised 0/722/2009
Pictures for this productPictures for this product
P Stock # DescriptionBookPrice
OnSpecial
Origin Up Sell Cheaper
1 AE112 18 VOLT CORDLESS CIRCULAR SAW 149.95 133.00 USA 163199 163122
ProspectUses These___No___
ProspectUses Similar___8”_____
Re-Orders
3 Months
ReordersBlades8 Weeks
Back to Products
End of
Call
Back to Prospect
Specifications:The 5 3/4" Saw Blade2400 rpmCutting Depth 1-1/2”Bevel cut to 50 degreesWith Battery ChargerOne Saw BladeOne BatterySturdy Carrying Case
Slide#: 14 © GPS Financial Services 2008-2009Revised 0/722/2009
End of Call (No Sale)End of Call (No Sale)
Save & Dial
<Alt>D
Save Only
<Alt>S
Save & Logout<Alt>L
Sale Made
Pitch made but not prospect not ready
Pitch made but price too high
Asked about other products
Call back: prospect not available
Schedule Next Call
DNC: prospect asked to be put on DNC
Bad phone number
Got fax tone
Wrong number
Left message on voice mail
Flag for a Pro to follow
up___________
Notes:
Slide#: 15 © GPS Financial Services 2008-2009Revised 0/722/2009
End of Call-Sale MadeEnd of Call-Sale Made
Save & Dial
<Alt>D
Save Only
<Alt>S
Save & Logout<Alt>L
Sale Made $_____________
Over<Under> Book $_________
Bonus Points
Schedule Next Call
Slide#: 16 © GPS Financial Services 2008-2009Revised 0/722/2009
Manager Reports
Slide#: 17 © GPS Financial Services 2008-2009Revised 0/722/2009
Manager’s Salesperson StatusManager’s Salesperson Status
Code Salesperson Name SalesBonusPoints Calls
First Call
Last Call
Calls per HR
GG1 George Gregory 677 233 55 8:00 13:00 11
SMK Sam M Knox 566 111 44 8:00 12:00 11
WWG William Gates 444 188 88 8:00 11:30 25
ML Michael Levy 344 144 77 8:00 14:00 13
Total Bart 3555 3333 555
Today Yesterday Last Week ThisMonth
Slide#: 18 © GPS Financial Services 2008-2009Revised 0/722/2009
Manager’s Salesperson Status GraphManager’s Salesperson Status Graph
0
100
200
300
400
500
600
700
800
900
Today
George Gregory
Sam M Knox
William Gates
Michael Levy
Today Yesterday Last Week ThisMonth
Slide#: 19 © GPS Financial Services 2008-2009Revised 0/722/2009
Manager’s Individual Salesperson GraphManager’s Individual Salesperson Graph
0
100
200
300
400
500
600
Weekly-Sam Levy
Last Week
Week Before
2 Weeks back
3 Weeks back
Today Yesterday Last Week ThisMonth
Slide#: 20 © GPS Financial Services 2008-2009Revised 0/722/2009
Summary of Manager’s ScreensSummary of Manager’s Screens
Code Manager Name
No. of sales
persons Sales Points CallsFirst Call
Last Call
GG1 Bart 8 3555 3333 555 8:00 13:00
SMK Sam Knife 5 3333 2222 433 8:00 12:00
WWG Michael Greg 7 2899 3355 366 8:00 11:30
ML Michael Laxman 8 1244 2345 777 8:00 14:00
Slide#: 21 © GPS Financial Services 2008-2009Revised 0/722/2009
Manager’s Salesperson Status GraphManager’s Salesperson Status Graph
0
500
1000
1500
2000
2500
3000
3500
4000
Today
Bart
Sam Knife
Michael Greg
Michael Laxman
Today Yesterday Last Week ThisMonth
Slide#: 22 © GPS Financial Services 2008-2009Revised 0/722/2009
Individual Manager GraphIndividual Manager Graph
0
200
400
600
800
1000
1200
Weekly-Bart
Last Week
Week Before
2 Weeks back
3 Weeks back
Today Yesterday Last Week ThisMonth
Slide#: 23 © GPS Financial Services 2008-2009Revised 0/722/2009
STRATEGIC INFORMATIONMANAGEMENT
Slide#: 24 © GPS Financial Services 2008-2009Revised 0/722/2009
Phase 1 – Customer InformationPhase 1 – Customer Information
1. Purchase a database of all the businesses in the US with phone number, zip code, SIC codes, # of employees and Sales $ (Cost: $850-GPS)
2. Purchase a database of fax numbers of businesses in the US with phone number, zip code and fax numbers (Cost: $450-GPS)
4. Have a report written with counts of prior customers by SIC code and number of employees (Cost: $???-Kane or GPS)
3. Have an update program written for Accountmate Customer master or Supplemental file with this information (Cost: $???-Kane or GPS)
5. Extract contact names from the sales history files and add this info to the customer info available to the extranet
Slide#: 25 © GPS Financial Services 2008-2009Revised 0/722/2009
Phase 2 – Stock Number InfoPhase 2 – Stock Number Info
1. Generate Line Sheet, Catalog & Monthly Specials: add fields to the extranet (Cost: $650-GPS)
2. Add ability to: Predetermine price changes to "swing in" at a later date
(Cost: $???-Kane-GPS)
Handle discontinued items, substitutes and upsell products including US -vs- foreign (Cost: $???-Kane-GPS)
3. Add fields to the extranet to be able to easily identify companion products (e.g. with the cordless circular saw: extra battery packs and extra saw blades)
Slide#: 26 © GPS Financial Services 2008-2009Revised 0/722/2009
Phase 3 – Sales AnalysisPhase 3 – Sales Analysis
1. Generate database by: SIC code products sold including:
number of orders total quantity purchased totals sales value highest/lowest quantity highest/ lowest price last purchased
(Cost: $???-Kane-GPS)
Slide#: 27 © GPS Financial Services 2008-2009Revised 0/722/2009
Phase 4 – Implement Design for GreenPeasPhase 4 – Implement Design for GreenPeas
1. Produce a list of products purchased by the SIC code being worked prioritized by historical sales dollar amounts for that SIC code (Cost: $???-Kane-GPS)
2. Generate a GreenPeas call list from existing and new business lists (Cost: $???-Kane-GPS)
3. Quality of GreenPeas leads will improve based on the quality of info captured on the call
4. Implement a telephone dialer (non-predictive) (Cost: $???-GPS)
Slide#: 28 © GPS Financial Services 2008-2009Revised 0/722/2009
Phase 5 – Implement Design for ProsPhase 5 – Implement Design for Pros
1. Create a system to maximize success of the Pro: flexibility for different styles ability to set general and specific follow-up schedule
2. Main difference from GreenPeas view: includes prior sales history
3. History Includes: frequency of purchases largest quantity purchased,
Slide#: 29 © GPS Financial Services 2008-2009Revised 0/722/2009
Phase 6 – Ongoing ReviewPhase 6 – Ongoing Review
1. Monthly review of changes to this program
2. Provide a suggestion procedure for everyone’s input on ideas and
improvements
Slide#: 30 © GPS Financial Services 2008-2009Revised 0/722/2009
Fine Points 1Fine Points 1
1. All data prioritized with most important on top (e.g. biggest seller)
2. Store extension numbers and best time to call
3. Maximize use of hot keys and function keys
7. Unique workstation identity (e.g. a distinctive sound for each salesperson when they make a sale)
5. Support in-house and satellite sales operations
6. Provide quick access to accessories and related consumables (e.g. Blades, drill bits & battery packs)
4. Support efficient use of single or dual computer monitors
Slide#: 31 © GPS Financial Services 2008-2009Revised 0/722/2009
Fine Points 2Fine Points 2
8. Use Colors to Highlight Important Data
9. Use Random Animated Graphics to Reduce Tedium
10. Optimize Security of all Data
11. Keyboard Logger Tracks Abnormal Usage
12. Timeclock Program Logs Workstation Time
13. Automated Campaigns (minimal manual maintenance required)
14. Management-defined Rules and Blocks (keep Greanpeasss and Pro accounts separate)
15. Management-defined Alerts (e.g., no call attempts for XX minutes)
Slide#: 32 © GPS Financial Services 2008-2009Revised 0/722/2009
Maintenance ScreensMaintenance Screens
Add/Change/Remove
Product/Pictures/Script/Line Sheet/Catalog entry
SIC specific Product info
A Prospect
Company announcement
Room Manager’s announcement
Salesperson/ Manager info/options
Product Specials
SIC code from the campaigns available
Scoring criteria
Animation/Cartoons (keep things interesting)
Sounds/Music when sale is made
Administration system for Suggestions
Administration system for Messages
Slide#: 33 © GPS Financial Services 2008-2009Revised 0/722/2009
Maintenance ScreensMaintenance Screens
Control file on hotkeys and function keys customizable by salesperson
Zip Code/Area Code/Time Zone maintenance screen
SIC/NAISC Code maintenance screen
Slide#: 34 © GPS Financial Services 2008-2009Revised 0/722/2009
Product Overview
Room ManagerDevelopment Tools
for Greenpeas
Strategic tools for
Upper Management
(Campaigns)
Strategic tools for
Upper Management
(Product Offerings)
Upper Management
Development Tools
for Room Managers
Pros
LeverageGreen Pea Info
Everyone
contributesto improving theSales Process
Success
Greenpeas capture
Important Info
Slide#: 35 © GPS Financial Services 2008-2009Revised 0/722/2009
How Can I Get the Business Lists for Less Products?
You can get this product from your favorite Dealer
or
GPS Financial Services (aka CMStotheMAX.com and CougarMtnSupport.com)
13337 South Street #352
Cerritos, CA 90703
714 228-5444 Phone
800 531-2944 Fax
email us at: sales@BusinessListsforLess.com