Slide#: 1 © GPS Financial Services 2008-2009Revised 07/07/2009 06:00
bl4l2SM Telemarketing-Magicbl4l2SM Telemarketing-Magic
Slide#: 2 © GPS Financial Services 2008-2009Revised 07/07/2009 06:00
To empower the GreenPeas, Pro’s & Managers:
– To improve the likelihood of making a sale
– To maximize sales by the Pro’s
– To facilitate GreenPea’s to become Pro’s
– To give room managers more tools to evaluate and highlight staff needing direction/training
– To give upper management better visibility on the room manager’s performance
– To maximize positive competition and peer motivations
– To integrate line sheet, catalog and monthly specials administration
– To enhance management’s ability to target product and customer segments based on historical records (eg. company size for each SIC Code)
Statement of GoalsStatement of Goals
Slide#: 3 © GPS Financial Services 2008-2009Revised 07/07/2009 06:00
Salesperson LoginSalesperson Login
_________________
Password_________________
Today’sSalesGoal
$ ___________
Slide#: 4 © GPS Financial Services 2008-2009Revised 07/07/2009 06:00
Company AnnouncementsCompany Announcements
Yesterday’s top sellers
Sam Levy
Max Hershisher
Mary Martin
Jack Spratt
>> Special added for Duct Tape <<
Don’t forget to ask everyone about safety supply needs
Slide#: 5 © GPS Financial Services 2008-2009Revised 07/07/2009 06:00
Manager’s AnnouncementsManager’s Announcements
Yesterday’s top sellers Yesterday’s bottom sellers
Jack Manly Michael Rizzy
Lefty Right Jeffrey Michie
Herman Wrong Ida Moore
George Gorgeous Ralph Mays
I will be leaving at 3pm today-Dr. Appointment
Slide#: 6 © GPS Financial Services 2008-2009Revised 07/07/2009 06:00
Suggestions/MessagesSuggestions/Messages
My Suggestion/Message is:
Send to: My Manager Richard Benton Tim Stearns
Other ____________ Suggestion System
Slide#: 7 © GPS Financial Services 2008-2009Revised 07/07/2009 06:00
Select Campaign & Follow-upsSelect Campaign & Follow-ups
<<< Time Zones & Counts >>>
SIC # SIC Description Eastern Central Mtn Pacific Other Total
7538-01 Automobile Repairing & Service 44,456 11,435 9,876 53,089 976 119,832
1521-03 General Contractors 51,793 4,708 5,886 54,029 1,295 117,711
1521-00 Construction-Single Home 36,513 3,319 4,149 38,091 913 82,985
9121-03 Government Offices-County 25,007 2,273 2,842 26,087 625 56,834
0191-00 General Crop Farm 29,322 2,175 2,718 24,955 598 54,368
Slide#: 8 © GPS Financial Services 2008-2009Revised 07/07/2009 06:00
Next Prospect Next Prospect
Company
Optimum Construction1234 Utopia BlvdNirvana, WA 97777(253) 234-7755 fax (253) 234-7757
SIC 1: 1521-03 Contractor Gen'lSIC 2: 1511-00 Contractor-Homes
Prior-ity Ext Contact Title
Last Contacted Follow-up Day
Time-Beg. Time-End
1 X11 John Doe Foreman 06/01/098-31-09
B4 10AM MW 8:00am 10:30am
2 Marvin Owner 05/22/09
3 X33 Romaro Chavez Shop 04/11/09
4 [email protected] 06/01/08
Sales today $679 / 3rd
Status Points today 845
Dial<F10>
Skip<Alt>S
Back<ESC>
Top seller $1555
Local Time:
11:32 am
Slide#: 9 © GPS Financial Services 2008-2009Revised 07/07/2009 06:00
Top products for this prospectTop products for this prospect
Stock # DescriptionBookPrice
OnSpecial Origin Upsell Cheaper
1 163100 16/3 x 100' ROUND ORANGE CORD 39.95 33.00 USA 163199 163122
2 SL8904 BAYCO QUAD-TAP 50' 12/3 CORD REEL 265.90 China
3 AE136130 LED CORDLESS CARRYALL WORK
LIGHT 129.90 Unk
4 AE112 18 VOLT CORDLESS CIRCULAR SAW 149.95 133.00 USA AE131 AE120
Safety Items Consumables Tools New ProductsCloseouts/Specials
End Call<Alt>E
More<alt>M
Back<ESC>
Slide#: 10 © GPS Financial Services 2008-2009Revised 07/07/2009 06:00
Script for this productScript for this product
P Stock # DescriptionBookPrice
OnSpecial
OriginUp Sell
Cheaper
1 AE112 18 VOLT CORDLESS CIRCULAR SAW 149.95 133.00 USA 163199 163122
These cordless circular saws have a 5-3/8” blade and 18 volts of battery power. The no load speed is 2400 RPM, so it won’t bog down on tough cuts. It has an adjustable cutting plate and rip fence and set up just like a standard, corded saw. They bevel cut to 50° to give you more versatility and have a maximum cutting depth of 1-1/2” at 90° and 1-1/8” at 45°. They’re easy to handle with an ergonomically balanced design which reduces hand and arm fatigue. Included with the saw is a 5-3/8” blade, battery charger, and one battery pack in a convenient, heavy duty ABS carrying case. These saws are perfect for those quick jobs in the field where there is no electricity, or just around the shop when you don’t want to search for an extension cord and outlet.
Accessories
132131 Concrete Blades313134 Metal Blades686868 Battery Packs357765 Chargers
Back to Products
Back to Prospect
Call Done
Slide#: 11 © GPS Financial Services 2008-2009Revised 07/07/2009 06:00
Pictures for this productPictures for this product
P Stock # DescriptionBookPrice
OnSpecial
Origin Up Sell Cheaper
1 AE112 18 VOLT CORDLESS CIRCULAR SAW 149.95 133.00 USA 163199 163122
ProspectUses These___No___
ProspectUses Similar___8”_____
Re-Orders
3 Months
ReordersBlades8 Weeks
Back to Products
End of
Call
Back to Prospect
Specifications:The 5 3/4" Saw Blade2400 rpmCutting Depth 1-1/2”Bevel cut to 50 degreesWith Battery ChargerOne Saw BladeOne BatterySturdy Carrying Case
Slide#: 12 © GPS Financial Services 2008-2009Revised 07/07/2009 06:00
End of CallEnd of Call
Save & Dial
<Alt>D
Save Only
<Alt>S
Save & Logout<Alt>L
Sale Made
Pitch made but not prospect not ready
Pitch made but prices too high
Asked about other products
Call back--prospect not available
Schedule Next Call
DNC-prospect asked to be put on DNC
Bad phone number
Got fax tone
Wrong number
Left message on voice mail
Flag for a Pro to follow up___________
Notes:
Local Time:
11:32 am
Slide#: 13 © GPS Financial Services 2008-2009Revised 07/07/2009 06:00
End of Call-Sale MadeEnd of Call-Sale Made
Save & Dial
<Alt>D
Save Only
<Alt>S
Save & Logout<Alt>L
Sale Made $_____________
Over<Under> Book $_________
Bonus Points
Schedule Next Call
Local Time:
11:32 am
Slide#: 14 © GPS Financial Services 2008-2009Revised 07/07/2009 06:00
Manager’s Individual Salesperson GraphManager’s Individual Salesperson Graph
0
100
200
300
400
500
600
Weekly-Sam Levy
Last Week
Week Before
2 Weeks back
3 Weeks back
Today Yesterday Last Week ThisMonth
Slide#: 15 © GPS Financial Services 2008-2009Revised 07/07/2009 06:00
ManagementSection
Slide#: 16 © GPS Financial Services 2008-2009Revised 07/07/2009 06:00
Manager’s Salesperson StatusManager’s Salesperson Status
Code Salesperson Name SalesBonusPoints Calls
First Call
Last Call
Calls per HR
GG1 George Gregory 677 233 55 8:00 13:00 11
SMK Sam M Knox 566 111 44 8:00 12:00 11
WWG William Gates 444 188 88 8:00 11:30 25
ML Michael Levy 344 144 77 8:00 14:00 13
Total Bart 3555 3333 555
Today Yesterday Last Week ThisMonth
Slide#: 17 © GPS Financial Services 2008-2009Revised 07/07/2009 06:00
Manager’s Salesperson Status GraphManager’s Salesperson Status Graph
0
100
200
300
400
500
600
700
800
900
Today
George Gregory
Sam M Knox
William Gates
Michael Levy
Today Yesterday Last Week ThisMonth
Slide#: 18 © GPS Financial Services 2008-2009Revised 07/07/2009 06:00
Summary of Manager’s ScreensSummary of Manager’s Screens
Code Manager Name
No. of sales
persons Sales Points CallsFirst Call
Last Call
GG1 Bart 8 3555 3333 555 8:00 13:00
SMK Sam Knife 5 3333 2222 433 8:00 12:00
WWG Michael Greg 7 2899 3355 366 8:00 11:30
ML Michael Laxman 8 1244 2345 777 8:00 14:00
Slide#: 19 © GPS Financial Services 2008-2009Revised 07/07/2009 06:00
Manager’s Salesperson Status GraphManager’s Salesperson Status Graph
0
500
1000
1500
2000
2500
3000
3500
4000
Today
Bart
Sam Knife
Michael Greg
Michael Laxman
Today Yesterday Last Week ThisMonth
Slide#: 20 © GPS Financial Services 2008-2009Revised 07/07/2009 06:00
Individual Manager GraphIndividual Manager Graph
0
200
400
600
800
1000
1200
Weekly-Bart
Last Week
Week Before
2 Weeks back
3 Weeks back
Today Yesterday Last Week ThisMonth
Slide#: 21 © GPS Financial Services 2008-2009Revised 07/07/2009 06:00
Phase 1 – Customer InformationPhase 1 – Customer Information
1. Purchase a database of all the businesses in the US with phone number, zip code, SIC codes, # of employees and Sales $ (Cost: $850-GPS)
2. Purchase a database of fax numbers of businesses in the US with phone number, zip code and fax numbers (Cost: $450-GPS)
3. Have an update program written to update Accountmate Customer master or Supplemental file with this information (Cost: $???-Kane or GPS)
4. Have a report written with counts of prior customers by SIC code and number of employees (Cost: $???-Kane or GPS)
5. Extract contact names from the sales history files and add this info to the customer info available to the extranet
6. Integrate all previous purchased lists, saving contact names but eliminating duplicates
Slide#: 22 © GPS Financial Services 2008-2009Revised 07/07/2009 06:00
Phase 2 – Stock Number InfoPhase 2 – Stock Number Info
1. Add fields to the extranet to be able to generate Line Sheet, Catalog & Monthly Specials (Cost: $650-GPS)
2. Add ability to predetermine price changes so they can be "swung in" at a later date (Cost: $???-Kane-GPS)
3. Add ability to handle discontinued items, substitutes and upsell products including US vs foreign (Cost: $???-Kane-GPS)
4. Add fields to the extranet to be able to easily identify companion products (eg. with the cordless circular saw, extra battery packs and extra saw blades)
Slide#: 23 © GPS Financial Services 2008-2009Revised 07/07/2009 06:00
Phase 3 – Sales AnalysisPhase 3 – Sales Analysis
1. Generate the a database by SIC code, the products sold Including number of orders, total quantity purchased, totals sales value, highest/lowest quantity, highest lowest price and last purchased(Cost: $???-Kane-GPS)
2. Have a report written to be able to print a report to be given to GreenPea’s to help them know the top products to pitch for each SIC campaign
Slide#: 24 © GPS Financial Services 2008-2009Revised 07/07/2009 06:00
Phase 4 – Implement Design for GreenPeasPhase 4 – Implement Design for GreenPeas
1. Produce a list of products purchased by the SIC code being worked prioritized by historical sales dollar amounts for that SIC code (Cost: $???-Kane-GPS)
2. Generate a call list for the GreenPeas to use from existing and new business lists (Cost: $???-Kane-GPS)
3. Based on the quality of the info on the call that the GreenPeas captures, the quality of the leads that GreenPeas receives will improve
4. Implement a telephone dialer (non-predictive) (Cost: $???-GPS)
Slide#: 25 © GPS Financial Services 2008-2009Revised 07/07/2009 06:00
Phase 5 – Implement Design for Pro’sPhase 5 – Implement Design for Pro’s
1. Create a system to maximize the success of the Pro with flexibility for different styles include the ability to set general and specific follow-up schedule
2. The main difference from what the GreenPeas will have is that it will include prior sales history
3. Included in history will be frequency of purchases, largest quantity purchased, etc.
Slide#: 26 © GPS Financial Services 2008-2009Revised 07/07/2009 06:00
Phase 6 – Ongoing ReviewPhase 6 – Ongoing Review
1. Monthly review of changes to this program
2. Provide a suggestion procedures for everyone to provide input on ideas
Slide#: 27 © GPS Financial Services 2008-2009Revised 07/07/2009 06:00
Fine Points 1Fine Points 1
1) All data to be prioritized so that the most important in on top (eg. biggest seller)
2) Provide for storing of extension numbers and best time to call
3) Maximize ease of use with use of hotkeys and function keys
4) Allow for efficient use of both single or dual computer monitors
5) Allow for in-house and satellite sales operations
6) Provide quick access to accessories and related consumables (eg. Blades, drill bits & battery packs)
7) Use sounds to enhance (eg. a distinctive sound for each sales person when they make a sale) maybe a sound when a call is dialed
Slide#: 28 © GPS Financial Services 2008-2009Revised 07/07/2009 06:00
Fine Points 2Fine Points 2
8) Use colors for drawing attention to more important data
9) Use of random animated graphics to reduce tedium
10) Security of all data is to be optimized
11) Minimal manual maintenance of campaigns should be required
12) Block GreenPea’s from calling an active Pro’s accounts (Ace Mgt to define rules, on Active Pro’s maybe allow if last sale was more than xx months ago)
13) Alerts as designed by management ( no calls for xx minutes, etc.)
Slide#: 29 © GPS Financial Services 2008-2009Revised 07/07/2009 06:00
Optional FeaturesOptional Features
Record Salesperson’s side of the conversation for later review
Utilize a keyboard logger to track abnormal usages
Utilize a timeclock program to log time at workstation
Use the prior history report for that customer and the products used by that customer to be able to print a re-order sheet to be attached to the packing slip (probably without prices)
Track birthday’s, anniversaries, spouse/kids birthday’s – so a card could be sent stating that the salesperson is a valued member of Ace’s sales team
Fix area codes in Accountmate, Extranet and existing business lists
Pre-validate that the phone numbers are good for about $0.05 each
Provide for the use of a game controller instead of a mouse
Slide#: 30 © GPS Financial Services 2008-2009Revised 07/07/2009 06:00
Maintenance ScreensMaintenance Screens
Add/Change/Remove a Product/Pictures/Script/Line Sheet/Catalog entry
Add/Change/Remove a SIC specific Product info
Add/Change/Remove a Prospect
Add/Change/Remove the company announcement
Add/Change/Remove the room manager’s announcement
Add/Change/Remove a salesperson/manager info/options
Add/Change/Remove Product Specials
Add/Change/Remove an SIC code from the campaigns available
Add/Change/Remove Scoring criteria
Add/Change/Remove Animation/Cartoons (keep things interesting)
Add/Change/Remove Sounds/Music when sale is made
Administration system for Suggestions
Administration system for Messages
Slide#: 31 © GPS Financial Services 2008-2009Revised 07/07/2009 06:00
Maintenance ScreensMaintenance Screens
Control file on hotkeys and function keys customizable by salesperson
Zip Code/Area Code/Time Zone maintenance screen
SIC/NAISC Code maintenance screen
Slide#: 32 © GPS Financial Services 2008-2009Revised 07/07/2009 06:00
Product Overview
Everyone contributesto improving theSales Process
Upper ManagementUse Tools to
Fine TuneProduct Offerings
Upper ManagementUse Tools to
Fine TuneCampaigns
UpperManagementUse Tools to
Improve Room Mgr’s
Room ManagersUse Tools to
Improve GreenPeas
Pro’sUtilize
GreenPea Info
GreenPeasCapture
Info
Success
Slide#: 33 © GPS Financial Services 2008-2009Revised 07/07/2009 06:00
How Can I Get the Business Lists for Less Products?
You can get this product from your favorite Dealer
or
GPS Financial Services (aka CMStotheMAX.com and CougarMtnSupport.com)
13337 South Street #352
Cerritos, CA 90703
714 228-5444 Phone
800 531-2944 Fax
email us at: [email protected]
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