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Roadmap to Success

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by

Jamie Goldstein

on 3 July 2014

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Transcript of Roadmap to Success

It's in my DNA
Path to Change
Identify the Problem
Implement Plan to Achieve Goals
Establish SMART Goals - Metrics
Individual Coaching
Recognize Success

Identifying the Problem
Alone on Regional Island
Failure to Evolve
Accountability
Unbalanced Work Load - Availed vs. Developmental
Nothing in the Pipeline
Missing Energizer
New Plan
Create a Hybrid Regional Team
Restructure the Team - 5 Indy Regional AEs
Restripe the Account Lists
Balance Key Agency Business
New Compensation Plan
Reduce Number of Protected Accounts
Build Individual Plans - Create Pipeline
30-60-90
Establish what the new Regional team looks like
Deliver new strategy to team
Assess individual strengths/areas of opportunity
Establish Pipeline
give ownership - "how will you get there?"
New Account Lists
Discuss Expectations with team
Interview/hire AE #5
Set WIMS - led by AE
Scorecard
Forecast
Review pipeline
Business discussion
AE agenda
Developmental/coaching/exercise
Enter market
meet with local agencies
meet top clients
Learn reporting/forecasting to DOS
Learn other responsibilities of RSM
SMART Goals
Areas of Opportunity for all AEs
New Business
Upsell
Ask for Referrals
Manage Client Expectations
Longer Contracts
Sell Value
Provide Excellent Service
Stay Close
Prevent Churn
Know Your Account
Goal!
Road Map to Success
presented by Jamie Goldstein
"A good hockey player plays where the puck is. A great hockey player plays where the puck is going to be." - W. Gretzky
My Dad
Radio Guru
Missed Revenue Goals
30-60-90
S
pecific "What am I going to do?"
M
easurable Add a quantifiable component to the goal
A
chievable AE & RSM agree on realistic goal
R
elevant Developmental goals should relate to weekly activity commitment
T
ime-Bound Hopefully by the next WIM
Metrics
2x Monthly direct client interactions - be seen
5x Weekly current advertiser meetings
5x weekly developmental meetings
1x New business account per month; no less than 2 per quarter
#x Metric 5

Revisit benchmarks
are we making the calls
appointments set
Is the Pipeline full and progressing?
Coaching
Referral program - bonus schedule
Continue strategic meetings
Target new accounts
Sales Meetings
WIMS
Is business being closed?
Establish Process
Implement
Advance
Advance sales
Regular developmental exercises/training
Success recognition
Assess need to adjust plan
Networking
Continue 30-60-90 day cycle
Leadership
The 4E's of Leadership
Energy
Energizers
Edge
Execute
Talent vs. Experience
Respect
Relationships
Team Player
Highly Organized
Adaptable
Where there is clarity there is energy
"You miss 100% of the shots you don't take."
- W. Gretzky

This is a work in progress...is it a set number of new business account per month? per quarter? an overall dollar amount?
Ready-Set-Go
Change needs to happen immediately
September 15th we are on the clock for next year
Need commitment that changes can be made
Areas of Growth
Increase Share
Developed Transactional Business
Developed/Non-Traditional Business
My plan allows all AEs to be more PRODUCTIVE
Dewayne
Sacha
New Hire
Local AE #1
Local AE #2
Driven
Competitive spirit
Proven new business record
Likeable
Energy
Strong new business performance
Can learn transactional side
Strong new business performance
Can learn transactional side
Full transcript