4.3 Account Executive Training Schedule
The Chase Way & Culture +
Internal Chase Relationships +
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Face-to-Face meetings with Sales Manager weekly/bi-weekly
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Meeting with owner
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Meeting with PM Manager & Spec & Audit Manager
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Meeting with Finance Manager
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Meeting with each AE on commercial (only ) Projects of best furniture to sell
Manufacturer Platforms
Chase Systems
Chase Way - Sales 8 Steps
Sales Essentials
Congratulations! Proceed to Month 2 Training!
4.3.2.1
Sales Discovery Planning review by Manager – (Add document)
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Team Based Selling – Chase & Manufacturer Representatives
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Wherever possible, always partner with a manufacturer rep
4.3.2.2
Understand details of Chase Way - 8 Steps review by Manager:
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Complete understanding of all 8 steps
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Complete Study and understanding of Sales Discovery
4.3.2.3
Technical Skills assessments by experts from Month 1 ?
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Formal feedback to ensure 100% capability achieved by system
4.3.2.4
Project Management Overview
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The PM Manifest – My Project Requirements -Lisa Lu to add responsibilities
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First day First Hour Responsibilities:
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Attend in person with PM
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Work with PM to ensure all furniture and installation staff are on track for the day
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Contact your client to update them on status of project
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Stay in contact during day with PM for any issues
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Update client when complete or any issues arise
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Support PM on any change orders or issue resoluti
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Leveraging Your PM as Your Partner:
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Must be always in lock step with PM at all times during the project
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Plan the project with your PM
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Communicate daily with your PM
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Ask your PM for any concerns they may see and to update you daily on progress / concerns
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Work with PM to win the client’s confidence
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Installation Quotes – my checklist and why?
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Establish timeline for installation quote
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Set expectations with Client – date and time
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Follow PM procedures for installation quotes
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Contact PM or Manager PM on any timing or complexity concerns in advance
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Escalate to Manager any issues of delays
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Communicate concerns immediately to PM of cost or timing issues
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Follow up with client on final timeline in writing
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4.3.2.5
Renderings Archives – Top Projects by AE
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Review these renderings when planning or during sales discovery phase for inspiration ideas
4.3.2.6
Specification Requirements:
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Planning a Project - (Define)
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Best Practices
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Specification Checklist Requirements – (Link or add document)
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Specification SOP – Forms – (Get from Lisa Driver)
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Passing an Audit – Checklist Requirements (Get from Lee Manchester)
4.3.2.7
Sales Fundamentals review by Manager:
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Create and update sales funnel daily
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Order Entry status (OEA) report process
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Quote tracking in CORE
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NPS process understanding
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Specification Process and checklist
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Audit requirements checklist
4.3.2.8
Sales Funnel Management Overview
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My Targets:
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Review your targets with your manager
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Understand how to populate your funnel
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Ask about best practices to achieve and monitor your performance
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Understand your Conditions of Success:
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A funnel of $1M to $1.5M
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Active prospects and Projects in all sizes – small, medium, and large
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Building new relationship weekly
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Active quotes weekly
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Achieving 75% minimum of your quota
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Living Chase Core Values
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Mastered Chase 8 Steps
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My Client Assignments:
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Know your assigned client list
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Understand your client’s industry, challenges, facility’s needs
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Research their historical purchases
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Review their previous projects
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Review previous NPS scores
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Client Business Proposals:
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Review previous AE proposals
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Create draft proposals
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Shadowing Chase Roles
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Work with 2 / 3 AEs to shadow current projects
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Shadow PM on same projects
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Visit multiple sites with a PM and AE on current projects
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Formal feedback review with Manager on probation progress
Congratulations! Proceed to Month 3 Training!
4.3.6.1
Participate in 2 projects with other AE’s, Manager for assigned clients or other clients as determined by manager.
4.3.6.2
Account Executive as a Quarterback – Overview by Manager
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Starting Your Day Organized:
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Review your funnel every morning 1st thing
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Know who you need to talk to today and this week
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Assess the status of every project, order and detail regardless of how small
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Check in with your project team to ensure you are on track – do not assume anything!
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How to Plan Your Project:
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Use the Sales discovery document to determine the approach you need, the information you require, the team members you need to include, and the expectations you plan to set with your client
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Understanding Your Team’s Needs:
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Listen to your team
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Support your team and encourage them to ask questions early
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Engage your team in every step of the project
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Over communicate as the quarterback on your team
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Accountability as a Leader:
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You as the AE must know every detail of the project to guide the client and your team
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Stay ahead of the client by setting expectation’s and over communicate with your team members constantly
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4.3.6.3
Ongoing technical skills assessments by Manager:
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Chase Systems as require
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Order management
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Installation processes
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PM Manifest
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Sales Discovery – role play
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Furniture knowledge by vendor
4.3.6.4
Team Based Selling – Chase & Manufacturer Representatives
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Wherever possible, always partner with a manufacturer rep and include them in your project planning
4.3.6.5
AE Role playing with Manager and other AE’s:
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Weekly role playing with Manager to review communication of key Chase messages for clients
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Role playing – bi-weekly / monthly - with manufacturer reps to demonstrate product knowledge
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Plan expectation planning for upcoming client meetings with manager
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Ongoing until Sales discovery is mastered
4.3.6.6
Formal feedback review with Manager on probation progress.
Congratulations! Proceed to Month 4 Training!
4.3.7.1
Know Your Business Development Expectations:
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Making New Friends – Add New Contacts to your funnel each month
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Leveraging Your Manufacturer for leads
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Vertical Focus – expand influencers
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Attend Events – plan lunch and learns / attend events
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Understand schedule/ Participate in Client Trips to Toronto – Teknion / Global in coming months
4.3.7.2
Ongoing participation in more projects with other AE’s, Manager for assigned clients or other clients as determined by manager.
4.3.7.3
Ongoing technical skills assessments by Manager:
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Chase Systems as required
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Order management
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Installation processes
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PM Manifest
4.3.7.4
Ongoing AE Role playing with Manager and other AE’s.
4.3.7.5
Stay on track for Quota Assignment
4.3.7.6
Formal feedback review with Manager on probation progress.
Almost There!