Inline Plastics Playbook v2 JUL-21

KEY ACTIVITIES

Tools and Training

SALES STEPS / KEY ACTIVITIES

Tools and Training

Existing Clients (Strategic Accounts and Accounts Rated __________) Internal Planning : Quarterly internal account planning sessions

Step 1: Prospecting Conferences : Attend __________ Industry Events / Trade Shows per Quarter, conference recap, follow IP Trade Show F/U Plan Retail VISITS: _______ NEW Prospect store visits and completed short-form review per week: Measure success, build recon database and share it with the team, interview site managers, look for new opps in all channels, add value to quarterly Client review meetings (Upload info to SF) Processor VISITS: Visit all Processor Prospects once per quarter: Measure success, build recon and share it with the team, interview site managers, look for new opps in all channels, add value to quarterly Client review meetings (Upload info to SF) Thought Leadership : Join Industry Groups / Boards to establish yourself as the Expert Social Networking: Post updates & thought leadership at least 1x per week Appointment setting: “Calendar handy?”, Suggest specific time/dates, ensure right people can be there, agenda review, reminder day before City Visits/Conferences: Schedule multiple client meetings in same city “I’m in town for…”, “are you going to ABC Conference?”, Cold Calling: Min ______hours set aside a week for Sales Managers, inside sales calling your top 10 list Leads: 24 hr follow-up, track in SF Step 2: Lead Qualification Lead Research: Effective and timely Lead Research via Google, Alerts, LinkedIn, Industry Publications Lead Scoring: Actively scores all new leads using the IP Tools in SF & reviews with Director Lead Updates: Actively updates all Lead & Opportunity info in SF Questions List: Qualification check list, Best questions - Peel the onion to understand business objectives, current programs Follow-up Call: fill in holes, address any yellow flags Go/No Go: Lead Discernment & proper handoff of Unqualified Leads to partners Initial Contact Plan: Determine initial "Right-Fit" and create initial contact plan (Who, When, Where, Pack-Outs, Presentations, Cut-Sheets, Brochures) Step 3: Discovery Contact Plan Execution: Effectively execute on the Initial Contact Plan - Impactful First Impression Needs Analysis Meeting: Get client talking first, fill in sales strategy gaps, peel-the- onion, End zone/results/impact we deliver, Determine HVN Opportunity Details: Determine Opp details, timeline, SKUs, specific needs, decision making process, automation exploration, shelf-life Role Practice Objections: Write down questions client may ask. Anticipate toughest questions. Who will answer. What answer? Qualification post meeting: Regroup internally, go/no-go? Step 4: Presentation Internal brainstorming meeting: Focus on highest value needs = Know their 'end zone' (what the client cares about most) Create Presentation: Decide on appropriate level of Presentation, Laser Focused, Personalized, Focus on THEIR needs: smart solutions for vertical, clear metrics, relevant impact stories

Account Plan template - TBD

Sales Team Scorecard Sales Team Scorecards are designed to help you focus your time and energy on proven key steps and your highest payoff activity to deliver value to your clients and to the company You and your manager will discuss your progress on a monthly basis.

Client Meetings : Quarterly external planning sessions: Account review, POD review, freight review, new ideas, new products, thought leadership, demos Relationships : Building relationships within buying center @ multiple levels Industry News : Keep up on all relevant Industry News (Web, search, Google Alerts, social media, green news) W.W.W Retail VISITS: 5 existing client store visits and completed short-form review per week: Measure success, build recon and share it with the team, interview site managers, look for new opps in all channels, add value to quarterly Client review meetings (Upload info to SF) Retail AUDITS: 5 existing client store visits and completed long-form review per quarter: Measure success, build recon and share it with the team, interview site managers, look for new opps in all channels, add value to quarterly Client review meetings (Upload info to SF) Processor ACTIVITIES : _____ Store Visits per Quarter w/Follow-up on specific items/issues discovered Processor VISITS: Visit all Processor Clients once per quarter: Measure success, build recon and share it with the team, interview site managers, look for new opps in all channels, add value to quarterly Client review meetings (Upload info to SF)

IP Tradeshow Playbook

Client Planning template - TBD

Contact map

Store Visit Short Form

Store Visit Short Form

Processor Visit Report - TBD

Store Audit Long Form

Store Visit Short Form

LinkedIn Marketing

Processor Visit Report - TBD

The framework for success includes 3 steps:

Process : Leverage sales process and opportunity brief for large upsell opportunities Social : At least ______ social activities/Quarter – lunch, dinner, sporting event etc. Client Satisfaction : Survey results??

Survey results??

Targets : Upsell Target - Upsell Actual - - TBD

TBD

CRM/SF

WHAT Learn WHAT to do, and very importantly… WHY to do it

KEY ACTIVITIES

Tools and Training

W.W.W

Lead Scoring Tool - SF

Written annual & quarterly goals/action plan: Self & direct reports Quarterly Internal: Account planning sessions for large clients Quarterly External: Planning sessions: account review, new ideas, thought leadership, demos Senior Relationships: Above day-to-day contacts Team leveraging sales tools Communication: Share updates regularly, communicate travel schedule Accurate forecasting: SF.com up to date, track record for accuracy on close dates Host weekly 1:1s with direct reports Monthly Team Meetings: Regional / Processor / Distribution / Retail / Broker / International - metrics, dynamics, strategies, trends Bi-Weekly Director Meetings: Key business updates, Director needs, Business needs Annual Budget Reviews: Budget input, prior year performance overview Monthly Business Performance Meetings: Specific updates on business performance Weekly Customer Meetings: Meetings to support customer growth and satisfaction Trade Shows: Trade Show participation and team support Weekly Quotation Review: Weekly update and review of quote spreadsheet / Pipeline Review Monthly Store Audits: Planned audit of grocery chains for strategic planning Team Coaching: Role Practice, shadowing, training meetings, ride- alongs, timely feedback Quarterly/Annually Performance Reviews: Individual feedback, coaching, training

CRM/SF

Questions list, consultative selling training

DO Quantity: Are you doing the level of activity sufficient to reach your goals?

Written Contact Plan

Sales Playbook

MEASURE Quality: How WELL are you doing it? Quality level sufficient to reach your goals?

Written Contact Plan

Questions list

CRM/SF

Role practice training

Inline Plastics Sales Team Scorecards are designed to be used by the VP of Sales, the Sales Directors, and the Salespeople to rank their own individual performance and that of their reports in each of the key areas of the Inline Plastics Sales Process. There are 3 different Scorecards:

S A L E S P L AY B O O K

Sales Playbook Tools

Role Practice: Dry run, practice Q&A; Timings & Editing, Tough buyers questions Role practice Solution Presentation: Preparation, strong presentation skills , utilizes IP Sales Messaging, engage Prospect/Best questions (they buy for THEIR reasons-find them out)! ask client for feedback (so we can refine & price) Sales Playbook Tools Active Listening: Do they employ Active Listening skills and apply what they learn during the meeting? Sales Playbook Tools Professionalism: Appropriately dressed, well groomed, IP Branded clothing, appropriate on-site behavior Sales Playbook Tools Qualification post meeting: Regroup internally, go/no-go? Money Bag: Are they consistently utilizing the JD/IP Money Bag System? Sales Playbook Tools Follow up: Recap agreed Upon next steps, define follow-up plan, be memorable Sales Playbook Tools Step 5: Validation

- Two scorecards for use by Sales Managers: • One for new business •

IP Tradeshow Playbook

CRM/SF / Quote Sheets

One for existing customers - for when you are owning a client relationship

Store Audit Long Form

- One for Directors and VP to assess the activities for the teams.

Follow Up / Follow Through: Stays in consistent contact with the Prospect, answer questions promptly, adapt IP solutions, refine HVN, support with samples, info, cut- sheets - Make sure the Prospect has all of the info they need to make a good Store & Processor Visits: Identify opportunities / challenges observed Factory Floor Visits: ID Opportunities for improved utilization of IP products Utilize NCM: Make decisions, analyze commissions, freight, programs, review and be aware of other pricing in the marketplace / know the POD programs / know pricing models in and out / back and forth Specials: Understands what “special” projects are worth pursuing, complexity, volume, customer, relationships

Marketing Tools/Support

CONFIDENTIAL INFORMATION – For Internal Use Only

Sales Playbook

Each activity on each scorecard is given a simple score –

NCM Tools

Score:

Marketing Tools/Support

1 2 3

I could use some help.

Company/Opportunity Fit: Company Fit + Wrong Product: Create New Product Request Form (NPR) & submit to Marketing for review/approval Company Fit + Right Product = GO!

Marketing Tools/Support

I’m OK

Trial Closing: Recap solution, pricing, address yellow flags, “what do you need to hear, see, feel?” Step 6: Closing Ask for the Business: Spot buying signals, know when to stop "selling" and AFTB Sales Playbook Tools

I’m really good at this.

Quote Follow-Up: Are they following up on outstanding quotes every 72 hours? Are they reviewing all open Opportunities every other week with their Director(s)? Finalize Deal Points: Finalize details & Scope of Work Negotiation: Negotiate favorable terms to the company re: contract, pricing / terms / delivery / shipping Order: Secure First Order Step 7: CRM & Tracking CRM: Effectively, Accurately, Frequently utilizes CRM/SF and other Sales Tracking Tools Follow-Ups: Thank you notes, JD Money Bag, Celebration Meals

“Focus Precedes Success” and “What gets measured gets done!” are two key Jack Daly mantras. Our intention is to use this tool at least quarterly across the entire team to help the team get better at their craft, thereby helping Inline grow in revenue.

The Sales Team Scorecard template is located here.

New Customer Flowchart Sales Playbook Tools

CRM/SF