Page 5 - 101 Selling Fundamentals MGR Guide
P. 5
3
MGR INTERACTION GUIDE
WEEKS 2 & 3
CONFERENCE CALL WITH MGR
OCCURS WEEKLY DURING WEEKS 1-3
CHECKLIST
During weeks 1-3 you will have weekly calls with the Ensure Consultant is completing and scheduling
Sales Consultant. In addition to preparing them for activities according to 101 Agenda.
1:1's going forward, these calls should be used to Coach specific sales activities - answer questions
ensure education is being completed as scheduled Follow-up on initial customer calls - introductions
and to address any questions or concerns. Address customer concerns -questions uncovered
Gain insight on Territory status - set expectations
Confirm scheduling and plan for upcoming week
Begin implementation of 1:1 objectives.
PRICING DISCUSSION
OCCURS WEEK 2 - DAY 1
CHECKLIST
This 1 hour call is to review Essilor’s pricing strategy, Review pricing and implementation process. (set up
your District/regional strategy, and Strategic training with pricing team for PFM tool -if applicable).
Account pricing. Standard pricing - thresholds for your District/Region.
ECP PERCEPTERSHIP DISCUSSION
TIMING: WEEK 3
CHECKLIST
This time is provided for the Sales Consultant to
spend a 1/2 day in an ECP's practice to learn about Determine need for this activity based on Sales
their customer's business: staff roles, daily Consultant experience-knowledge.
Select account and assist in scheduling
operations, and the patient experience. It is strongly recommended that the Consultant complete
They will also spend time in the optical dispensary this activity.
to observe and learn about patient interactions and
processes from the Optician's point of view.
WEEK 3 ACTIVITIES
TIMING: WEEK 3
CHECKLIST
In 101: Selling Fundamentals, Week 3 is designed to
give you, the MGR, and the Sales Consultant the Required: Attend conference call with Sales Education to
review 201 Expectations & Agenda (mid-week).
opportunity to plan how and when required activities Required: Complete Apex Selling eLearning - 3 courses
will occur and to select or determine optional Complete HR Think Safe series of eLearning - 4 courses
activities to complete during the week. Work with SAM/Brand on an opportunity
Set up meetings with 5 largest accounts or opportunities
Complete an ECP Perceptership (details above).
Please refer to the checklist for the required and
suggestions for optional activities for Week 3 then
work with your Consultant to create a completion
plan.
