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PERFORMANCE = BONUS =

PERFORMANCE = BONUS =. =. PRISM. Your name. 30,000. THIRTY THOUSAND DOLLARS. What about the folks on your team? Are they taking home the money we are offering them? Show of hands How many of you hit bonus all 4 quarters? How many of you maxed bonus at least one quarter?

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PERFORMANCE = BONUS =

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  1. PERFORMANCE = BONUS = =

  2. PRISM Your name 30,000 THIRTY THOUSAND DOLLARS

  3. What about the folks on your team? Are they taking home the money we are offering them? • Show of hands • How many of you hit bonus all 4 quarters? • How many of you maxed bonus at least one quarter? • How many of you had a quarter where every team member made bonus? If you didn’t raise your hand for one of these questions, your owner thanks you for giving them the money instead of you and your team!

  4. The CARE plan is the most comprehensive tool we have to measure individual performance. Besides completing it, sending it in for approval and paying bonuses, how are YOU using it to hold your team accountable? • What do you do when someone hits their goals? • What do you do when someone misses their goals? • Does the rest of the team know who hits and who misses? • Do they know by how much they’ve missed it?

  5. If we wait until the CARE plan is completed at the end of the month (or quarter) to determine who made their goals, we are missing the boat! • Does everyone on your team know exactly where they are pacing to goal every week? • Can I call every member on your sales team and ask what % of individual performance they are going to hit this month? • What tool do we use to track this?

  6. The Weekly Sales Report is the most comprehensive snapshot of our sales team’s performance. Besides completing it and sending it out, what do you do with it? • How many of your sales teams read the completed report? • How many of you shoot it back to folks if the info isn’t correct, detailed or appropriate? • How many of you get feedback from your GM?

  7. Proactive Sales Reactive Sales Where does your team’s points fall each week? Left, or right?

  8. How do we ensure we’re set up for success? The 2x2 & SMART Plans

  9. Client Event – create invite list with 25 target accounts Site Tours – get 5 people in each hotel each week Brand training class

  10. How do you manage 2x2 and SMART plans for yourself and for your teams? • When are they due? • How do you track progress? • What are the pitfalls that you encounter?

  11. Q & A

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