Managing By The Model

• What’s In It For Me? • Basis of a Winning Formula • Managing The Process • Net New Budget Forecasting • Questions

Our Agenda

What’s In It For Me

How is this important to me?

• Helps ROS’s Support the Sale from start to finish

• Help RSM with sales related tasks and conversations

• Understand how to remove road blocks • Learning to forecast net budgets • Empathy when supporting your team

members • Skill that you can apply anywhere • More well rounded professional • Earned respect from IMC’s at all levels

The Winning Formula

Basis for the model activity

1. 20 door pulls minimum (Daily activity)

2. 20 telemarketing calls (Daily activity)

Results from activity = 4 to 6 interested prospects (Daily)

3. 20 interested prospects a week to be followed up on

4. Follow up should render 10 prescheduled appts per week

The Winning Formula

Prescheduled appointments are key in this process

1. IMC has plenty of time for prep work a week out2. Allows the pipeline to stay full and doesn’t deplete by EOM 3. Stop playing catch up in the current week

10 prescheduled appts per week equals 40 appts a month

With only a 10% close ratio each IMC sells 4 deals

4 sales at $1200 (current ARPU) per sale equals $4800

Managing The Process

Managing the process creates coaching opportunities

Group Discussion:

1. Lots of call activity and no appointments?

2. Lots of run appointments and no sales?

3. Lots of sales and equal amount of churn?

Managing The Process – CSC’s

Why Are ROS’s Important In This Process?

1. Help your RSM by tracking through reporting

2. Find trends for RSM one on one’s

3. Speak intelligently about pipelines, forecasts, etc

4. Strategize with IMC’s on pre-sales activity

5. Help put together hit lists of big accounts

Managing The Process – KPI’s

Group Discussion:

How do you calculate MTD Net New Budgets?

Net New Budget Forecasting

Factors Drive Up Net New1. MTD New Incremental Sales

2. Pending Payments from prior months getting paid

3. Pending Renewals from prior months

Factors Drive Down Net New 1. Churn Accounts

2. Down Pending Payment

3. Down Pending Renewal

Orlando Wednesday Check In1. Alert Report 2. Revenue In Jeopardy Report 3. Check Alert Report 4. Status and Metrics Report

Combined these reports help calculate the following:5. How much revenue is going down weekend 6. Increasing Utilization 7. Decrease in paused, payment failures, etc8. Proactive renewals and on time check payments

Net New Budget Forecasting – Reports

Net New Budget Forecasting – Wrap up

Questions?