1. Quarterly business review Key points to remember 1-on-1 meeting in lieu of a ride-a-long Provide feedback throughout year – shouldn’t be any surprises during review Provide rep with Discussion topics to minimize surprises Allow for an open forum Prepare specific examples for providing feedback Provide opportunity for rep questions and upward feedback Discussion topics (sent in advance) Manager Sales Plan o Review territory and sales rep goals Dashboards Account/Prospect Plans Customer Retention Pipeline Rep calendar Ride along follow-up Rep personal development goals Discussion topics (sent in advance) Manager Sales Plan o Review territory and sales rep goals Dashboards Account/Prospect Plans Customer Retention Pipeline Rep calendar Ride along follow-up Rep personal development goals

2. Performance Management Identify performance indicators to frame dialogue Understand customer and market challenges Discuss / align on areas of success / improvement Manager Sales Plan Confirm / reinforce direction and strategy Review plan for effectiveness; adjust as needed Collaborate on plan and confirm buy in Account Management Determine if top 10 accounts are delivering targets Evaluate execution and impact of account plans Confirm alignment on territory and company goals TOPIC PURPOSE TOOLS Manager sales plan MGRDB 1 and monthly sales meeting workbook Manager sales plan SRDB 2 Account plan scoring template MGRDB1, SRDB 1,2,3 SFDC customer accounts/plans Manager sales plan Customer Retention Identify lost or shrinking accounts (develop plans) Analyze case management Evaluate customer survey initiatives SRDB 3 Survey review (annual) Executing a quarterly business review

3. Activity Management Confirm expectations are understood Validate calendar us as planning and reporting tool Document strengths and weaknesses for improvement Customer Acquisition Lead conversions to opportunities Review opportunity pipeline Evaluate prospecting progress Ride-a-long Visits Review documented visits Confirm follow through on deliverables Document progress and next steps TOPIC PURPOSE TOOLS SFDC leads review (success rate) SRDB3 Account plan scoring template SFDC calendar SFDC calendar / Discussion Manager sales plan SFDC calendar Manager sales plan Personal Development Goals Measure progress Evaluate effectiveness (ROI) Determine next steps for continued improvement Manager sales plan Executing a quarterly business review