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MENTOR ACTIVITY GUIDE
WEEKS 1-2
INITIAL INTRODUCTION
OCCURS WEEK 1 - DAY 4 CHECKLIST
This your initial meeting with the new Sales Schedule Week 2 Co-travel in the Sales Consultants
Consultant your will be mentoring and will occur Territory - 2 full days.
as a Conference call or web meeting. Provide insight on Key Product categories.
Address any questions regarding ordering literature
or demos.
The purpose is to provide the Sales Consultant an Demonstrate to the Sales Consultant how to access
opportunity to meet with you since you will be the Playbook, download App to their mobile
working together over the next several months. device(s), walk through content and explain who to
contact if they have problems
Discuss how to leverage ECP University with their
This meeting is set aside for you to get to know accounts.
each other, schedule your co-travel if not already Ensure they have identified the accounts you will be
completed, and to provide information as outlined visiting during co-travel & have scheduled meetings.
in the checklist.
FIELD CO-TRAVEL
OCCURS WEEK 2 - DAYS 3 & 4 CHECKLIST
Meet with the Consultant prior to conducting calls to
You will spend the day with the Sales Consultant ensure they have completed the Customer
discussing routine business activities such as Introduction Call Plan and have the RX Analysis for
Territory Planning, Account Planning, and each account you will visit that day.
Review the information on each plan and discuss
Account Selling while conducting customer any concerns or obstacles that may occur.
introductions. Confirm they have created events for each visit in
Salesforce.com.
You will also complete the Mentor Co-travel Does the Consultant have the Customer Introduction
evaluation form and submit to their Sales checklist with them?
Review the Mentor Co-travel form with the
Manager and the Essilor Sales Education Consultant and advise them what you will be
Manager upon completion of each day. evaluating during the co-travel.
After each sales call, have the consultant enter
notes under the event in Salesforce.com. Provide
guidance if needed. Include any follow-up action
items and schedule those accordingly.
Ensure you complete the co-travel form. Both the
Consultant and you will need to sign prior to
submitting.
The Mentor Co-travel Form is available for you to download from
"Mentor Role Execution Resources" on the Understand Site.
For specific questions or support, contact the Essilor Sales Education Manager.
Melinda Dean, ABOM @ MDean@essilorusa.com.
