Tasks
This is the day and time each week when your sales dashboard must be completed.
Monday by noon
This is a task that should be completed Sunday night before a campus visit.
Print preplan
This acronym stands for goals that are Specific, Measurable, Achievable, Relevant, and Time-bound.
SMART goals
When faculty are away for the summer, AMs should focus on this to build their future semester's pipeline.
Research on schools and hit list
These are the people you should contact when you need an agreement presented.
Keith, or the PDCs
These are the hours of the day when sales outreach is most likely to reach decision-makers.
Prime Hours: 9am-3pm
This is the time AMs are expected to be on campus by every morning of a campus visit.
8am
This technique involves tackling your most difficult or important task first thing in the morning.
Eating the frog
This is an activity that you can use extra time over the summer or holidays to strengthen your skillset.
Read a PD book
This is a document used to outline pricing and cost for building a publication.
Cost sheet
This is the average number of calls an AM is expected to make each day during a remote week.
200
This is who you should contact if you need any help with your preplan or the information on it.
Molly Skiles
This technique involves working for set periods with scheduled breaks to maintain focus and prevent burnout.
Calendar time blocking
This is a potential avenue for generating signings outside of the traditional leads/opportunities that you can work over slower periods.
Lost opportunities or inactive projects
This is the person you should email to communicate the start of a new project.
Anne Stelken
This is a tool to help organize and track leads, opportunities and projects.
CRM
This is what you should do every evening after a day on campus once back to the hotel.
Update CRM, send meeting recap emails, refresh preplan for next day and print
This follow-up activity is often done after a meeting to move the deal forward.
Sending a follow-up email
This key fall event can impact instructor availability and should be considered when planning your campus visit schedule.
Fall Break (typically late October or November)
This is the stage in the process when an AM steps back and the project is handed off to the PDC.
After the Blueprint has been presented.
This is how frequently AMs should update CRM to ensure accurate pipeline tracking.
Daily
This is how an AM should use a 30-minute gap between scheduled meetings on campus to stay productive.
Find a professor to catch after class, or make a pass by nearby hit list offices
This is the percentage of time you should be working on active prospecting for coming weeks during a remote week.
50%
This is what you do to gain insight and improve your skills when you observe someone else's meeting.
Shadowing
After presenting the agreement, these are the tasks an AM must complete.
Send agreement via Docusign, create cost sheet, create Sharepoint folder and upload signed agreement and cost sheet, email Anne Stelken making her away of the new signing.