E S S E N T I A L S

PLAN

PREPARE

EXECUTE

FOLLOW UP

REQUIREMENTS

Clear understanding of what we want to accomplish:

Ask questions and gather information… Client Initiatives Customer Needs Organizational Goals

Awareness and alignment of all available resources:

Remove the blinders and don’t limit your perspective… Sales Tools (coupons, merchandising, information) Samples (concepts/applications) Support (client, culinary, team)

Involve your customer and don’t waste time:

Be a true consultant and build relationships… Establish your value Focus on the customer Develop trust and confidence

Always Drive towards a conclusion:

Eliminate the question of “now what?”… Clearly define next steps Inspect what you expect Report ALL activity

DICIPLINES

Time Management Prioritization

Focus

Organization Communication

Scheduling

Professionalism Creativity/Energy

Empathy/Understanding

Accountability Reliability

Persistence

PROCESS

The function and duty of a quality human being is the sincere and honest development of ones potential.

Ask yourself:

Do you have the information and support you need to be successful?

Are you maximizing your time and energy on those things that can produce the highest result?

Are you willing to change the way you do things to adapt to our industry and organization?

The Path to Success:

Establish a truly viable Priority Account Listing and make this the focus of your planning.

Ensure you have a comprehensive understanding of your customers capabilities and needs.

Master our technology so it’s working for you.

Slow down and do it right the first time.

Close the loop and drive towards a final conclusion.

Communicate effectively and professionally.

Focus on the ESSENTIAL and filter out the noise.

There are no limits. There are only plateaus. You must not stay there; you must go beyond them.

Focus on those activities and opportunities that yield the

highest result; Avoid that which is trivial and unproductive.

Every use of time, energy and resources must be able to justify its value and contribution to our goals.