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OneView Benefits. Sales collaboration across network A “one-stop” utility portal Ease of use, scalability & accessibility Useful reports and metrics Improved resource allocation & targeting Enhanced customer service & support. User Responsibilities. Keep account information current
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OneView Benefits Sales collaboration across network A “one-stop” utility portal Ease of use, scalability & accessibility Useful reports and metrics Improved resource allocation & targeting Enhanced customer service & support
User Responsibilities Keep account information current Complete all required fields Follow sales process, milestones & activities Maintain data integrity
User Responsibilities Manage documents effectively Keep accurate and current profiles Foster team selling Become a champion of the process
OneView Training Modules Module One: Getting Started Navigation Input Fields Home Page Employee Profile, etc.
OneView Training Modules Module Two: Company Profile Inputting and Organizing information on current customers or prospects Company Main Tab Defining a New Company Freight & Logistics Tabs History & Additional Info. Tabs
OneView Training Modules Module Three: Contact Profile Compiling information on key contacts within a company Contact Profile Tab Defining a New Contact Additional Information & History Tabs
OneView Training Modules Module Four: Activities Managing meetings, calls & tasks Integration with Miller Heiman Green Sheet Defining a New Activity Scheduling a Task Scheduling a Call or Meeting Activity History
OneView Training Modules Module Five: Opportunity Profile Capturing information about current business opportunities Defining a New Opportunity Milestones and Activities Tab Product Buttons RFQ Button
OneView Training Modules Module Six: Miller Heiman Strategy Documents Extending opportunity & activity profiles with Green Sheets & Blue Sheets Defining a Blue Sheet Blue Sheet Development Guidelines Defining a Green Sheet
Module One – Getting Started OneView “101” Logging into OneView Security Parameters OneView Fields & Buttons Your Personal Home Page Search and Navigation OneView Calendar
Module One – Getting Started OneView “101” Updating Employee Profile The Feedback Mechanism OneView Training Button Defining Alerts Attachments
Module One – Getting Started Review Personalize your home page Keep on top of sales responsibilities Learn to navigate effectively Keep Employee Profile up to date Utilize feedback tool to help improve functionality Use your calendar to plan each day Keep attachments under 1 megabyte
Module Two – Company Profile The Company Tab Entering Company Information Contacts Segment Product Profile Segment Opportunity Segment Freight and Logistics Tabs Additional Company Information Tab Overview
Module Two – Company Profile Business Rules Any OneView User can view company info. Only Account Manager/added Team Members can edit User creating the account is designated Account Manager
Module Two – Company Profile Keep this “Executive Summary” section up to date Use this screen as an entry point for all contacts, opportunities and activities related to this company Complete the Product Profile thoroughly Use the Freight and Logistics Tabs to detail all customer trade lane activity View the History tab before sales and conference calls Use the Additional Info. Tab to store critical information Review
Module Three – Contacts The Contact Tab Required Information Web Interface Current Opportunities/Outstanding Activities Additional Information Tab History Tab Use as a rapport building tool Overview
Module Three – Contacts Business Rules A contact must be associated with a company Address info will be inherited from company Prompts will indicate duplicate contacts
Module Three – Contacts We build credibility and rapport by our relationships with our contacts Web Button can be used to research your contact Current Opportunities/Outstanding Activities are easily found on this page Use Additional Information tab to store more critical contact information Use History tab as a pre call planning resource Review
Module Four – Activities Accessed by “New Activity” button Ability to manage meetings, calls, tasks Easily add and invite customers and team members Activities will be placed on your home page and OneView calendar Completed Activities will be archived to keep visibility to tasks, calls and meeting completed Assists in the management of your selling time Overview
Module Four – Activities Ability to manage meetings, calls, tasks Easily add and invite customers and team members Activities will be placed on your home page and OneView calendar for reference and visibility Completed Activities will be archived to keep track of tasks, calls and meeting completed Assists in the management of your selling time Develop Green Sheets directly from this screen Review
Module Five – Opportunities Develop and drill down on selected Opportunities This portion developed by multiple internal Agility teams Opportunities built from information entered previously Trade Lane groups are identified and updated Opportunities are captured by Revenue, Net Revenue and Volume Milestones and sales processes are identified and managed Blue Sheet is developed from this page Overview
Module Five – Opportunities Business Rules Any OneView User can view Opportunity info. Account Owner will be default Opportunity Manager Account Owner can authorize edit rights to any user No duplication checks in opportunities
Module Five – Opportunities Opportunities Recap Add Opportunities via Profile on Company Main Page Added team members have full edit rights Adopt a common practice in naming opportunities Create “Blue Sheets” via View Blue Sheet button Become familiar with sales process – apply milestones
Module Five – Opportunities Opportunities Review Use product buttons to provide detail Complete freight and profile tabs Provide accurate readings of revenue/volume Include brokerage, origin & destination fees Record opportunities as won or lost Remember… information is power
Module Six – Mille Heiman Strategy Documents Blue and Green sheet are both developed from previously entered information. Miller Heiman process is the cornerstone of our sales methodology and must be supported. This module is not a Miller Heiman Strategy review We’ll further define Complex Opportunities Blue and Green sheets are critical for sales collaboration and team selling Overview
Module Six – Miller Heiman Strategy Documents Benefits of Blue Sheet/Green Sheet Automatic population of information Saves time and effort Team members gain visibility to strategy documents Fast, easy accessibility for important sales calls Cornerstone of Agility’s sales methodology
Module Six – Miller Heiman Strategy Documents Complex Opportunities Involve multiple buying influences Involve many locations and geographies Driven by need for integrated solution Managed by team of Agility professionals Potentially a large opportunity Sponsored by member of executive team
Module Six – Miller Heiman Strategy Documents Blue Sheet Transfer
Module Six – Miller Heiman Strategy Documents Green Sheet Transfer
Module Six – Miller Heiman Strategy Documents Blue and Green sheet are both developed from previously entered information. Miller Heiman process is the cornerstone of our sales methodology and must be supported. Complete fields not transferred to build documents Develop Blue Sheets for defined Complex Opportunities Develop Green Sheets for important sales calls Download ActiveX plug in for print capabilities Review
