PowerBooster Series Sysco ™ Sales Leader PowerBooster Series Fatal Flaws Sales Managers can Make Part 2 Unclear Goals and Time Management Death Traps

agendathePoint  A goal without a plan is just a wish, and a plan without the right priorities is a waste of time.thePlatform  Communicate goals that are specific, measurable and prioritized.  Spend the right amount of time doing the right things.thePlan  How to put the concepts learned into real action. 2

3 Fatal Flaw 4Fatal Flaw 4 Unclear Goals and ExpectationsUnclear Goals and Expectations

4 Setting Clear Goals and Expectations Establish the appropriate key performance indicators (KPIs) for your Marketing Associates: Number of appointments Size/Quality of their pipeline Average order size Close rate Sales cycle Establish minimum requirements as well as define what overachievement looks like. Make sure all tasks are clear and understood. Create an “on boarding” roadmap for a MA’s first 30 days on the job. At the beginning of each year, establish individual performance appraisal criteria for your MA’s. Create smaller and achievable incremental goals that are measured on a monthly and quarterly basis. Use Profit Plan and CMP to guide you.

5 Setting SMART GoalsSetting SMART Goals Specific Measurable Attainable Rewarding Timely “I will increase the number of qualified prospects in my pipeline by 20% in the next 90-days!”

6 Establishing Your Success Formula

7 Setting Goals that aren’t just Numbers CompetencySuccess Criteria/MeasurablesSuccess Criteria/Measurables Gain Commitment Decision Making

Developmental Coaching “Snap Shot” Tool 8 StrengthsChallenges REWARD LIST What are some things on your personal “likes list?” Snack foods? Hobbies? Interests? Training? Lunch? Special Projects? Other? What’s going well right now? What are you feeling good about? What have you most recently enjoyed about the job? A particular strength I’ve noted recently: As you look ahead in the next ( ) days what do you see as a challenge? What’s one thing you’d like to change within our team’s control? One thing I’d like you to focus on: SupportProgress What will you need? How can I help?What can we both commit to before the next Snap Shot? Your commitment My commitment

9 Fatal Flaw 5 Poor Time Management

10 Where does the time go? 1.List all the activities you perform on a weekly basis 2.Group “like” activities together 3.Assign a percentage of your time spent on each group 4.Pie graph the results

11 Analyzing Time WastersAnalyzing Time Wasters

 Know what you want from your time Set SMART (Specific, Measurable, Attainable, Rewarding, and Timely) goals  Prioritize! Learn the difference between urgent and important.  Plan your actions for achieving your goals.  Schedule time for your tasks.  Time Blocking (When you make appointments with yourself to get important tasks done without interruptions.)  Be aware of how you spend your time.  Analyze time wasters.  Don't be a perfectionist  Learn to say “No”.  Combine several activities. 12 Time Management TipsTime Management Tips

Review  Communicate goals that are specific, measurable and prioritized.  Spend the right amount of time doing the right things. 13

thePlan 14  Capture one key thought or new concept that you will take back to the job and implement.  Review your action plan with the person sitting next to you.