Build Your Sales Action Plan ACTGLLC 2011 2017

Build Your Sales Action Plan ©ACTGLLC 2011 -2017 1

AGENDA Create your Sales Action Plan Review ESS Immersion curriculum Prepare for next steps Sales Action Plan ©ACTGLLC 2011 -2017 2

From Successful to EXTRAORDINARY “The key is not to prioritize what’s on your schedule, but to schedule your priorities. ” -Stephen Covey Sales Action Plan ©ACTGLLC 2011 -2017 3

ESS Immersion Action Plan Checklist for Follow Up I would sell more if only I would… What are your three most important "I woulds" that are now "I wills"? : I Will Sales Action Plan ©ACTGLLC 2011 -2017 Action Plan and Measurement Progress 4

Prospecting My prospecting plan to create incremental revenue: Prospecting Activity Action Plan and Measurement Progress Calling new names Asking for introductions Pipeline improvement Acquire/Deepen Targeted Client Relationships Qualifying Prospects In order to improve my qualifying of opportunities, I will: Qualifying Improvement Action Plan and Measurement Progress Pre call meetings Role Play practice Post call/EPAS completed Sales Action Plan ©ACTGLLC 2011 -2017 5

Sales Enablement Here is my USA (update as you use, get reactions, refine): Elicits response from Prospect: That's me, I need to know more, How do you do that? Here is my script for asking for introductions: I'm growing my business… Sales Action Plan ©ACTGLLC 2011 -2017 6

My Success Formula My Personal %s of Success Weekly Monthly Minutes/ Activity Minutes/Week Hours/Week Initial (first-time) or Total Prospect Call Goal Opportunity uncovered for New Relationship Pitched the Prospect to Win the Relationship Prospect Commits to move relationship to Key You close the Business for a Prospect Conversion How much time are you spending on Prospecting? Prospect Call# My Prospect Call Number Pre Call Planning for Prospect Call Travel for Prospect Call Post Call Reviewing for Prospect Call Activities to Set Future Prospect Calls Sales Action Plan ©ACTGLLC 2011 -2017 7

ESS Immersion Curriculum 2 Day In Person Workshop 1 Hr. Virtual Workshop – 1 st Base 1 Hr. Coaching Call 1 Hr. Virtual Workshop – 2 nd Base 1 Hr. Coaching Call YOU 2 Hr. Virtual Workshop 7 Phase Curriculum • 12 -week program • Prep Work for each phase • 7 online modules for concept understanding • Sales Action Plan created Sales Action Plan ©ACTGLLC 2011 -2017 8

Prepare! • Make sure all meetings are on your calendar • Complete 2 WBTs: SMA & Maximize the Initial Call • Come prepared with 1 important upcoming 1 st call pre-call plan completed and ready to discuss Send in advance to SME_Internal@keybank. com. Sales Action Plan ©ACTGLLC 2011 -2017 1 Hr. Virtual Workshop – 1 st Base 9