Tasks
On Campus
Remote Weeks
Summer/Holidays
Agreement/PD Process
100

This is the day and time each week when your sales dashboard must be completed.

Monday by noon

100

This acronym stands for goals that are Specific, Measurable, Achievable, Relevant, and Time-bound. 

SMART goals

100

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 

100

These are the people you should contact when you need an agreement presented. 

Keith, or the PDCs

200

These are the hours of the day when sales outreach is most likely to reach decision-makers. 

Prime Hours: 9am-3pm

200

This is the time AMs are expected to be on campus by every morning of a campus visit. 

8am 

200

This technique involves tackling your most difficult or important task first thing in the morning. 

Eating the frog

200

This is an activity that you can use extra time over the summer or holidays to strengthen your skillset. 

Read a PD book 

200

This is a document used to outline pricing and cost for building a publication.

Cost sheet

300

This is the average number of calls an AM is expected to make each day during a remote week. 

200

300

This is who you should contact if you need any help with your preplan or the information on it. 

Molly Skiles

300

This technique involves working for set periods with scheduled breaks to maintain focus and prevent burnout.

Calendar time blocking

300

This is the person you should email to communicate the start of a new project. 

Anne Stelken

400

This is a tool to help organize and track leads, opportunities and projects. 

CRM

400

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 

400

This follow-up activity is often done after a meeting to move the deal forward. 

Sending a follow-up email

400

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) 

400

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. 

500

This is how frequently AMs should update CRM to ensure accurate pipeline tracking. 

Daily 

500

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 

500

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.