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MGR INTERACTION GUIDE
WEEK 1
DAY WITH YOUR MGR
OCCURS WEEK 1 - DAY 2 CHECKLIST
This your initial meeting with your new Sales Complete HR forms (I-9, etc.)
Consultant and is to occur "live". Order Sales Collateral such as Business Cards, Company
During this meeting you will ensure that they have Credit Cart, cell phone, etc. (if applicable)
Sales Goals, compensation plan, expectations.
completed all HR requirements and provide overall Review and confirm set up with Runzheimer (if
guidance for their role and the tools they will use. applicable)
You will also assist with procurement of Sales Review Expense Tool and company expense policies.
Call and meet the Lab Mgr and Customer Service Mgr
Collateral they will be using in their role. Schedule lab tour for next day.
TERRITORY REVIEW
OCCURS WEEK 1 - DAY 2
CHECKLIST
Provide the Sales Consultant an overview of their Provide list of Accounts - discuss the area they will cover.
territory including the history, demographics, Discuss current competitive threats
geographic coverage, economics, marketplace Recent Gains - Losses
profile, and impact of local events, analysis, lab Lab support- strengths - weaknesses
support, and other information about the territory. What to expect on initial calls
TOP 25-35 ACCOUNT REVIEW
OCCURS WEEK 1 - DAY 2
CHECKLIST
This time is set aside for you to give an in-depth
review of their Top 25 and Next 35 accounts. Top 25 Accounts - status- challenges -expectations
You will also introduce them to the Account Next 35 Accounts - status- challenges -expectations
Priorities - key growth opportunities
Planning tools (Account Planning Template & the Account Planning Tools - introduction - how to use
Action Plan Checklist) they will be using.
The Account Planning Tools are available for you to download from "Sales Management Execution Resources" on the
Understand Site and have also been provided to the Consultant under Week 1- Day-2 Account Review.
1/2 DAY WITH YOUR MGR
OCCURS WEEK 1 - DAY 3
CHECKLIST
It's important to set collaboration expectations and Conduct introduction call and schedule ride-along with
define the critical partnerships they can leverage to the ACE/Mentor for Week 2
achieve growth within their territory (Lab personnel, Review critical partnerships - collaboration expectations
Brand, Signet Armorlite, Strategic Accounts, and others). Prepare the Sales Consultant for upcoming Lab Tour:
This time is set aside for you to introduce them to issues, concerns, partnership opportunities, review Lab
Tour Guide provided to the Consultant
each of these and to define the working relationships.
