Call WRAP Jeopardy

Opportunity

100

What is an Opportunity? 

When you uncover a need an agency has

200

What tab in Salesforce can opportunities be found under?

Related

300

A school district is looking to purchase 5,000 Chromebooks for their students next year. No suppliers have been pitched. What stage of opportunity is this?

Qualifying

400

A city emailed wanting to get connected to the Home Depot OMNIA Partners contract. You have looped in the Home Depot rep to assist the agency. What stage of opportunity is this?

Negotiated

500

A county has not gotten connected to a contract. It has been months since the opportunity presented itself and you cannot get in contact with the main POC. What is the reason to Closed Lost this opportunity?

Stalled

Anything from WRAP

100

Why do we do Call WRAP?

track account activity and log outcomes for KPI's

200

What 2 things should the "Comments" section always include when logging activity in SalesForce.

Pre-Call Plan & Notes

300

What are the two things you do after a call? 

Set Task and Send Email

400

Explain Call Type vs Call Outcome

Call Type: category of the call (Call, Training, Mtg)

Call Outcome: Result of the interaction (LVM, Uninterested, etc.)

500

Write out the format we use for the "Opportunity Name" when creating an Opp in SalesForce. (Do one for Negotiated and one for Qualifying)

City of Franklin - Home Depot (Negotiated)

City of Franklin - Playground Equipment (Qualifying)

Call Outcomes

100

An agency says they do not use us and would like to be taken off the call list. They hang up on you. What outcome would you log this as?

Uninterested 

200

You call the Trane rep to discuss an HVAC project that is upcoming at the school district. What outcome would you log this as?

Supplier Conversation

300

You spoke with an agency and went into depth about OMNIA Partners and the value you are able to add. What outcome would you log this as?

Completed Full OMNIA Partners discussion

400

The agency says they are building a playground this summer. They are not sure what route to go, they asked you to follow up in 2 months when it gets closer. What outcome would you log this as?

Uncovered opportunity, supplier TBD

500

You speak with the gatekeeper who says the main POC is only in office Tuesday and Thursday. It's Wednesday, so he offers to put you through to the POC's voicemail and you leave a message. What outcome would you log this as?

Interested in learning more, no meeting scheduled

Call Type

100

You call a town clerk. What call type is this?

Call

200

ISO has a Morning Masterclass. What call type is this?

Training

300

You Zoom with the purchasing agent at a school district to discuss their membership and current contract utilization. What call type is this? 

Virtual Meeting

400

You speak with the agency on the phone for over 15 minutes. What call type is this?

Virtual Meeting

500

You have a Zoom meeting with a HON rep to discuss your territory. What call type is this?

Call

Random!

100

What is your pipeline?

Where all your opportunities are.

200

What are the KPI metrics you need to hit each day? Each week? 

Per Day: 25 Calls, 8 PO's, 3 Opps

Weekly: 125 Calls, 40 PO's, 15 Opps

300

Give an example of a positive outcome

nice!

400

What is one of Annsley and Caroline's fun facts?

: - )

500

Name 3 MRO suppliers

Cool!