bl4l 2 SM Telemarketing-Magic

Slide#: 1 © GPS Financial Services 2008-2009Revised 0/722/2009

bl4l2SM Telemarketing-Magicbl4l2SM Telemarketing-Magic


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


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


GETTING STARTED


Salesperson LoginSalesperson Login

_________________

Password_________________

Today’sSalesGoal

$ ___________


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:


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


Suggestions/MessagesSuggestions/Messages

My Suggestion/Message is:

Send to: My Manager Richard Benton Tim Stearns

Other ____________ Suggestion System

(Max. 500 Characters)


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


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 [email protected] 06/01/08

Sales today $679 / 3rd

Status Points today 845

Dial<F10>

Skip<Alt>S

Back<ESC>

Top seller $1555


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>


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


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


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:


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


Manager Reports


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


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



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



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


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



Individual Manager GraphIndividual Manager Graph

0

200

400

600

800

1000

1200

Weekly-Bart

Last Week

Week Before

2 Weeks back

3 Weeks back



STRATEGIC INFORMATIONMANAGEMENT


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


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)


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)


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)


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,


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


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


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)


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


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


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


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: [email protected]

bl4l 2 SM Telemarketing-Magic

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