ABCDEFGHIJKLMNOPQRSTUVWXYZ
1
Instructions
2
The most important skill for a manager is to select the ONE idea to implement this week. Not trying to do 10 at once. Only ONE forces the manager to pick the BIGGEST IMPACT item that is doable in a week. Elite managers are comfortable being forced to make decisions about cost and priority and timing, not JUST produce a list of things for someone else to choose from. What happens with bad managers is they generate all the ideas and pick the wrong things to do at the wrong times.
3
Note: Decisions are sorted by the impact they have on measuring and enforcing quality. The top 3 decisions are interconnected and required to be completed in the order listed to achieve the ultimate result. This Sales Core Renewal Team does not have FTAR, only IQB.
4
Deliverable #1: What is the biggest impact item for this team that you would do next week?1. Create and enforce a ZBT Based CalendarLink to Daily Implementation Plan
5
6
Deliverable #2: Provide a summarized stack rank (1 = action you would take next week.......5 = least important decision to make)of all the actions you recommend for this team based on your insights with WS data.
7
8
ActionAffect quality? (IQB Increase)Easy/Hard?Quick/Long?
9
1. Enforce Quality Bar - Script Writing, Role Play Until PassIQB 18% pass --> 100% (+82%)HardMedium
10
3. Implement Challenger Sale Tool for Value PropositionIQB 18% pass --> 80% (+62%)HardQuick
11
4. Implement Datanyze Chrome Extension for all ICsIQB 73% pass --> 100% (+27%)EasyQuick
12
5. Shrink to Grow - Send 1 IC to BootcampIQB 90% pass --> 100% (+10%)EasyLong
13
2. Create and enforce a ZBT Based CalendarIQB 18% pass --> 27% (+9%)EasyQuick
14
15
Deliverable #3 Instructions: Identify at least 10 specific units that failed the quality bar. For each unit, provide the reason for failure and the solution that would prevent this failure. Then stack rank the solutions in deliverable #4.
16
Call Recording Link (requires Chorus Login)Reason for QB failureSolution
17
Failure #1 - Cristian EnacheFailed to ask Question 21/22Follow a script for calls
18
Failure #2 - Rita FloydFailed to ask Question 21/22Follow a script for calls
19
Failure #3 - Christian EnacheFailed to ask Question 21/22Follow a script for calls
20
Failure #4 - Bill MorphyFailed to ask Question 21/22Follow a script for calls
21
Failure #5 - Ghenadie CebanFailed to ask Question 21/22Follow a script for calls
22
Failure #6 - Alex PenescuFailed to ask Question 21/22Follow a script for calls
23
Failure #7 - Alex PenescuFailed to ask Question 21/22Follow a script for calls
24
Failure #8 - Rita FloydFailed to ask Question 21/22Follow a script for calls
25
Failure #9 - Alex JanzenFailed to ask Question 21/22Follow a script for calls
26
Failure #10 - Orlando PraagFailed to ask Question 21/22Follow a script for calls
27
28
Deliverable #4: Stack rank of solutions for QB failures
29
1. Write scripts for each type of renewal call the ICs face
30
2. Enforce asking Question 22 for the "Soft Close" - 50 Points
31
3. Implement Value Proposition using Challenger Sale Tool for Question 21 - 20 Points
32
33
34
35
1 Idea implementation plan
36
DayAction itemDetails
37
Day 1Draft ScriptsWrite scripts for each renewal type adhering to the 23 Question IQB and modeling the Challenger Sales Methodology
38
Day 2Role PlayFirst drafts of scripts, record and then score against IQB
39
Day 3Refine ScriptsBased on IQB alignment and IC Feedback
40
Stack Rank ICs based on ScoreIdentify top/bottom performers
41
Day 4Role Play Day 2Based on refined scripts, record and then score against IQB
42
Day 5Assign week's leadsTo only those who passed the IQB as of Day 4 for the following week
43
Week 2+Continue to evaluate weekly to receive leads
44
45
46
47
48
49
50
51
52
53
54
55
56
57
58
59
60
61
62
63
64
65
66
67
68
69
70
71
72
73
74
75
76
77
78
79
80
81
82
83
84
85
86
87
88
89
90
91
92
93
94
95
96
97
98
99
100