30 Day Road Map for Outside Sales Professional

Transcription

1 30 Day Rad Map fr Outside Sales Prfessinal Versin: #.#.# Last Updated n: #/#/#

2 Week 1 Add Cmpany Name Cmpany tur and meet and greet Knw Add Cmpany Name histry Shadw Technician Shadw Operatins CRM verview LabTech, Accunting package verviews Receive all passwrds and lgins Cmpetitr Familiarizatin Identify Managed Services Cmpetitin (Tp 3 fr each) Managed Services Telc Cabling Websites Summary n tp cmpetitrs and include the fllwing Hw lng in business? What s their nsite hurly rate? What are they gd at? Meeting With CEO Hand in summaries Training experience Discussin n Experience Overview and questins n departments Cmpetitr Discussin

3 Week 2 Add Cmpany Name Technlgy basics Knw all labr rates Knw all management leaders Knw all team leads View and pass necessary CnnectWise vides and tests in rder t btain a CnnectWise Sales Degree Knw all necessary client and prspect sales prcess in CnnectWise Create an Activity Create an Opprtunity Hw t Lk up a Client Hw t Lk up an Agreement Hw t Lk up Cntact Inf n a Client Hw t Add Ntes in an Activity Use f the Sales Funnel Hw t Add a Client nt a marketing Campaign Knw necessary prcess n yur accunting package Hw t Enter a New Client Hw t Create a Qute & Sales Order Hw t Lk up a Client Hw t Lk up a Client s Old Invice Hw Lk up Client Histry Hw t Lk up Part Numbers, Price, and Availability n Prducts Hw t Lk up Past Qutes Meeting With Add Cmpany Name CEO Review results Turn in ntes n prcesses learned Discussin n experience Perfrm a demnstratin n sales prcess and accunting package

4 Week 3 Demnstrate that yu have a firm understanding f the fllwing Add Cmpany Name prducts (vides and recrded Webinars can be fund n the CharTec site fr mst): Full Managed Services ffering Lite Managed Services ffering Backup Disaster and Recvery Slutin DISC Visitr ID Website Creatin Watch and study the A-C Sales Prcess vide and whitepaper Watch and summarize key take away pints frm Academy Intr and Keynte vide by Alex Rgers Watch and summarize key take away pints frm Sales Presentatin Renvatin vide by Alex Rgers Watch and summarize key take away pints frm Dn t Spin Yur Wheels, Ink the deal! Watch and summarize key take away pints frm Creating Fat Tracks fr Real Marketing Watch all CharTec rle play vides n the CharTec Cnnect site All Bases Cvered Taking Initiative Vendr Management Prfessinal Services Security Management Backup Disaster and Recvery Prpsal Website Revenue Generatin Flat Rate IT Services Watch all Objectin vides n the CharTec Cnnect site Length f Agreement Price Let me think abut it Owning Equipment Explaining the Netwrk Meeting With Add Cmpany Name CEO Turn in all vide summaries and take away pints Turn in bk summaries and papers Cmplete training survey Discussin n experience and summaries Give an verview f bth CmmSat Managed Services Prducts Be prepared t answer Objectins Perfrm a full dem n Visitr ID, Radar, and Address n the Fly Explain the general cncept f the BDR

5 Week 4 Study and Practice Discvery and Presentatin Sales Discvery prcess Demnstrate a firm understanding f all Discvery Questins Create and persnalize the presentatin Study Managed Service ffering presentatin Memrize slides and stries Practice and rle play Managed Service presentatin Dcument Creatin and Presentatin Review Agreements Create a Full Versin Managed Service agreement, prpsal and presentatin Must be able t demnstrate a full understanding f the Managed Service agreement Agreement bjectins Technlgy Business Reviews Watch QBR/TBR rll play vide n the CharTec Cnnect site Understand the reasns fr QBR/TBR Practice Managed Service presentatins and understanding bjectins Full Versin f Managed Services Lite Versin f Managed Services BDR Presentatin Practice Meeting With Add Cmpany Name CEO Practice Managed Service Presentatin Present t the Add Cmpany Name Officers Practice BDR Presentatin Present t the Add Cmpany Name Officers Meet n Managed Service presentatin training Demnstrate a full understanding f the agreement Rll play the agreement Rll play agreement bjectins QBR discussin and explanatin Rll play and Sales Training Questin and answer time n Managed Services

6 Week 5 Scial Media Setup r update Facebk prfile Setup r update LinkedIn prfile Start f sales prcess Enter all current prspects int CRM Create a Sales Track (Drip Marketing) Run a Sales Track (Drip Marketing) Setup 5-10 appintments with yur current Prspects Start the sales prcess Create Activities and Opprtunities *Attend CharTec Sales Lab

7 Required Reading List Cmplete within 30 Days The Secrets f Questin Based Selling by Thmas Freese Type a tw page paper explaining the difference between PAS versus SPA selling techniques and what are the benefits f ne versus the ther Write three sample vic scripts Write three curisity building s and subject lines Cmplete within 45 Days The Cmplete Guide t Selling Yurself by Thmas Freese Write a ne page take away The Wedge by Randy Schwantz Write and rle play three (3) Wedges Required Training Classes/Vides Cmplete within 30 Days CnnectWise Degrees Achieved Cmplete within 60 Days Attend and Graduate frm a 4 Day Sales Lab Cmplete within 90 days Attend a CharTec Academy 2014 CharTec LLC. All rights reserved. Reprductin in any manner whatsever withut the written permissin f CharTec LLC. is strictly prhibited. This dcument cntains cnfidential and prprietary intellectual prperty f CharTec LLC. Disclsure f this dcument t any party is strictly frbidden by any nn-disclsure agreement(s) in effect.