30/60/90 Day Business Plan• Research and Understand Solutions for Waxie Sanitary Business

– Know Our Solution Advantages, and Features, Benefits, Contracts and Process for Company

– Know my Competition– Meet and Strategize with Michael Gould how best to target accounts – Set up home office, car to maximize productivity

• Create Territory Routing and Call Cycle– Identify A,B,C Accounts – Opportunities– Competitive Landscape– Establish Routing Schedule (M,T,W = and T, Th, F)

• Create Funnel Standards- Opportunities– Schedule Minimum of 10 New Prospect Meetings Weekly– Update CRM Daily/ Weekly on Sales Force for cold calls– Distinguish Decision-Makers and Gatekeepers

• Identify Core Accounts– Base, Websites, Hoovers, Trade Journals, Linked In, Sales Force, and Others– Create Portfolios, All Contact Information

• Immediate Business Needs: Renewal of contracts, Upgrades, Add to Revenue

• Ask For Referrals Be In My Territory Daily To get Known Quickly

30 Day Business Plan•Identify 60 Top TARGET Accounts in each Category (A) (B) (C)

•Meet All Top Existing Accounts• Business Needs• Identify Any Challenges, Or New Business Solutions (low hanging fruit)

•Follow up on all past account activity

•Immediately Meet/ Listen To What Client Current Needs Are & Offer Solutions

•Increase Revenue & Client Satisfaction with Established Accounts

•Team Player Immediately, Attend Sales Training & Meetings

•Learn Industry Jargon Learn & How Top People Are Achieving Success

60 Day Business Plan• Daily Activities

– Utilize Daily, Weekly, Monthly/Quarterly Plan/ Sale Force– Prospect White Space Per Account/ Territory– 10 NEW Account Meetings Per Week– Maintain Accurate Territory Records and Call Logs On Sales Force

• Top Opportunities- Cross Selling/ Up Selling

– Leverage Relationships-Low Hanging Fruit– Renewals, Upgrades– Introduce/ Meet (B) Accounts, Move up to (A) Ranking if Needed– Meet (C) Accounts as time permits

• Participate in Joint Partner Events– Meet Top 10 accounts

• Review Goals & Objectives– Evaluate Progress and Expectations with Manager – Analyze Top Accounts and/or White and Increase call cycle

90 Day Business Plan• Regular Follow Ups With Accounts

– Continue Successful Territory Routing/Reporting– Capitalize on any positive market conditions or changes

• Exceed Monthly Targets/Quotas– 125%

• Recognized Best in Class– Sales– Managing Business– Contracts Signed– Contract Implementation– Partner Selling

• Well Informed of all Company Updates or Changes– Expand product knowledge continuously