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Mackenzie Ehrenfried oSA Manager
25
oSA Manager Applicant
Mackenzie Ehrenfried
Mackenzie Ehrenfried
Born and raised in the "Good Life"
Getting married in October of 2020!
Meet Mackenzie!
Paralegal before joining Toast
Dog mom to my pride and joy, Millie!
The Toasty Life
All Time Demos:
162
All Time Wins:
43
Joined Toast in December of 2018
Fastest SA2 --> SA3 promotion in Omaha
Acted as mentor for incoming SAs since March
Team Captain for the Toast McGoats (April-June)
Current west coast team lead
Champion's Club Trip Winner (2019)
Mackenzie at Toast
3 Takeaways:
1. Strong SA<>AE alignments are crucial to SA success.
2. Asking questions is not a sign of weakness.
3. There's always time for one more dial.
- Avg. Opps Created: 28.3
- Avg. Demos Held: 22.5
- Avg. Call:Connect: 13
- Avg. Connect: Opp: 4
- 80% Showrate
- ACV: $464,107
30 - 60 - 90 Day Plan
Game Plan
"The way to achieve your own success is to be willing to help somebody else get it first."
Iyanla Vanzant
Sync with SA success departments:
DAYS 1 - 30
1v1 with Jaime weekly
Shadow tenured managers 30 min daily
Get to know my team:
30
Goal:
- Set team expectations
- Conduct 1v1s with players
- Identify career goals of players
- Call shadow players
- Identify and differentiate A, B, and C players
- Study PI Index for players
- Growth
- Become familiar with interview process
- Enablement
- Ensure my coaching plans align with training
- Systems
- Master Salesforce reporting features and Looker
- Marketing
- Define best practices for prospecting
Earn Credibility
Build DM/AE Partnerships
- Build trust with feedback early & often
DAYS 31-60
Conduct
certification
trainings:
Continue 1v1s with Jaime
Dive Deep:
Team Goals:
60
- Salesforce
- MapAnything
- InsideSales
- Ambition
- Pain Funnel
- Grade SA/AE partnerships
- Feedback from inherited players
- Establish strengths/weaknesses of team
- Develop operating system
Efficiency
- Target Funds
- Systems Certified
- Time Management
MINIMUM SCORE OF 90% TO PASS
Entire team hit quota!
DAYS 61-90
Continue 1v1s with Jaime
EXECUTE:
Team Goals:
90
Out Perform the Norm
- Full execution on player coaching plans
- Full understanding of team metrics
- Define results and improvements
- Master the interview process
- Extend quota by 3 (demos held)
- 85% showrate PRR
- 3+ meetings booked for following month
Further discuss career progression with SA2s & SA3s
Days 91-Beyond
Monthly Team Goals:
Looking into the future
- Target Funds - 250 leads per player
- 80% Showrate
- Call:Connect - 10
- Call:Appt. Scheduled - 40
- 3.10 minute talk time
- Avg. 22 opps created PRR monthly
- Avg. 20 demos held PRR monthly
- Avg. 6 wins PRR monthly
Bryce Bruckner -SA 1
Coaching Plan
PI Index: Controller
Bryce is a go-getter and works hard until the goal in front of him is met. Every morning Bryce comes in ready to dial, leaving prep work in the dust. In return, Bryce blindly dials until he reaches a DM - leaving his call:connect and call appt. scheduled high.
Coaching Plan
Why Mackenzie?
It takes the hammer of persistence to drive the nail of success