Show:
Things that happen on a First Appointment
Benefits of the 360 Manager Tool
Maximizing Your Compensation Plan
Benefits of the 360 Assessment
Interesting Facts About Your BA Team
100
What is one of the steps in the 360 assessment process?
360 install/ Planning session/ Collect cost/ Onsite walk-through/ Validation meeting/ Executive summary presentation
100
What is one value add benefit the 360 manager tool may provide to MPS customer?
Auto Supply Fulfillment.
100
What is the best way to ensure you don't miss your quarterly Production, Solutions, and MPS bonus opportunity's?
Utilize the 360 assessment methodology.
100
How does the validation meeting increase the chances of your proposal being the right solution for your customer?
Co-authoring the solution. The customer has contributed their feedback to your proposed recommendations.
100
Which member of the BA/CEM team used to be a jail correctional officer?
Jennifer Kelly
200
What does (PROPOP) stand for?
Person/ Role/ Organization/ Plans/ Obstacles/ Plan to overcome obstacles
200
How can the 360 manager tool help with closing the gap in your 2017 walk?
Identifying production and solutions opportunity's inside our current customer accounts.
200
If you don't achieve 100% of your hardware quarterly quota, how can you still earn a 1% bonus on your quarterly hardware revenue number?
Achieve 100% of your MPS quarterly quota.
200
How can the 360 assessment provide a series of action commitments to move you through the sales cycle?
Utilizing the project plan to reverse timeline the sales cycle.
200
Which member of the BA/CEM team was a legislative aide for 3 years?
Lisa Totten
300
What document would you use to review the steps of an assessment?
Project Plan
300
What 360 manager report can cost justify an opportunity for a upgrade from a 7845 to a C70 and how?
BA report with historic oversized print volume listed. Two click charges on 7845, one click charge on C70
300
If you achieve 100% of your quarterly hardware quota, what is your largest quarterly bonus category & what is the commission percentage?
Achieve 100% of your MPS quota- 2.5% of your quarterly revenue number.
300
How can the 360 assessment put you in a better position to win an RFP?
You have an opportunity to get in front of the RFP and play a role in designing the bid criteria.
300
Which member of the BA/CEM team owned a 1955 Chevy?
Ashley DeVriendt
400
What would be the minimum single sales objective on any first appointment?
Collect Competitive Equipment Details
400
How can getting the 360 app installed on a first appointment provide a temperature check on how serious a prospect is about doing business with you.
This is your first trial close in the sales cycle.
400
What is the commission uplift if your MPS deal is written on a 3 year lease?
125%
400
How does the 360 assessment help you become more consultative vs. transactional?
Your proposed solution is a strategy vs. a quote.
400
Which member of the BA/CEM team had a pet pig named "pickles" as a child?
January Godwin
500
What are the 3 key components to a next action commitment?
Specific/ have a timeline/ agreed upon by both parties
500
What report in SFDC can you use to assist with competitive device knockouts?
Report 9a in the DIG Playbook, competitive devices reporting in 360 manager.
500
In 2017, will there be a quarterly bonus look back if you miss your MPS bonus in a quarter?
Maybe?
500
What 2 steps in the 360 assessment grant you access to the key decision makers of an organization?
Validation Meeting and/or Executive Summary Presentation.
500
Which member of the BA/CEM team shot even par at Medinah #2?
Katie Ellis