Inline Plastics Playbook v2 JUL-21

Sales Activities Overview As Sales Directors, your primary job is to Coach, Mentor, and Develop your Sales Team. As Salespeople, your primary job is to expand the sphere of people you can help with your product and service offerings. What are the key activities that are needed to accomplish these goals? How often should they be done? We’ve provided some guidance below on best practices and cadence for high-quality Sales Leadership & Business Development. Major Activities Required or Optional Frequency Content Covered / Goal & Purpose Regional Meetings Required Monthly Regional metrics, dynamics, strategies Processor Meetings Required Monthly Processor team metrics, dynamics, strategies, trends Broker Meetings Required Monthly Broker performance, targets, activities vs. monthly/budget Role Practice Meetings Optional - As Needed As Needed Practice for specific upcoming meetings Distribution Meetings Required Monthly Distributor performance, targets, activities Quarterly Distributor Reviews Required Quarterly YTD performance, new targets, PODs, Quality, Fill Rates Retail Meetings Required Monthly Retail team metrics, dynamics, strategies, trends International Meetings Required Monthly International metrics, dynamics, strategies, trends Director Meetings Required Bi-weekly Key business updates, Director needs, Business needs Marketing Updates Required Quarterly Product updates, market updates, trends Individual One-On-One Meetings Required Weekly Weekly check-in/Review numbers/Goals/Personal Check- in/Upcoming ops/Review Sales Pipeline Performance Reviews Required Quarterly/Annually Individual feedback, coaching, training Budget Reviews Required Annually Budget input, prior year performance overview Training Meetings Optional - As Needed As Needed Playbook Topics/Negotiating/Communication Business Performance Meetings Required Monthly Specific updates on business performance Ride-Along Meetings Optional - As Needed As Needed Feedback on manager interaction with customers Customer Meetings Required Weekly Meetings to support customer growth and satisfaction Trade Shows Optional - As Needed As Needed Industry trade shows Safety Training Required Annually Individual and company safety training Quotation Oveview Required Weekly Weekly update and review of quote spreadsheet Store audits Required Monthly Planned audit of grocery chains for strategic planning

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

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