ProGrad specialise in placing graduates into high profile B2B sales roles across a variety of industry sectors. To ensure the success of the graduates, ProGrad provide comprehensive training to cover all areas of professional communication, solution selling, negotiation and account management.

1. ProGrad Training: Planning for Success ProGrad Pty Ltd, Level 4, 171 Clarence Street, Sydney NSW 2000 Tel: 02 8235 8300 Web: www.prograd.com.au

2. PLANNING FOR SUCCESS Topics to cover: Key Performance Indicators Weekly Time Planner Daily Goal Setting Monitoring Your Performance

3. Key Performance Indicators What are your key performance indicators? How do you structure your time to ensure you will achieve your KPIs? What are some of the challenges you (may) face in meeting the expectations of your manager? How do you measure your performance at present?

4. Setting realistic KPIsSome examples of tools which might help:

5. Tool #1: Clear and defined KPIs In short, there are two main KPI’s highlighted in this job description: 1) Lead generation 2) New Business Meetings attended Keep your KPI’s realistic and attainable

6. Tool #2: Monitor Conversion Ratios The following are examples of conversion ratios: Let’s assume you are given a KPI (Key Performance Indicator) to ATTEND 4 new business meetings per week. In order to attend 4 meetings per week, the job description recommends booking 6 meetings as some meetings may cancel or reschedule. At the start of any professional sales role, you are starting to build a business network and so will require high activity in order to book these meetings. In order to BOOK 6 meetings, you may need to speak to at least 15 key decision makers. In order to speak to 15 key decision makers, you may need to make up to 120 – 200 calls. Conversion rates need to be logged and monitored. Within three months, these ratios will be significantly different. By logging conversion ratios, it is easy to identify how successful you are in your role, along with highlighting any training issues.

7. Tool #3: work backwards to identify daily/ weekly goals KPI’s need to be broken down into smaller, more manageable amounts…for example: If your Quarterly KPI is to attend 48 new business meetings Your Monthly KPI would therefore be to attend 16 new business meetings Your Weekly KPI would then be to attend 4 new business meetings In order to attend this level of meetings, how many will need booking? In order to book that amount, how many people will you need to speak to?

8. Tool #4: Tracking Calls using Call Sheets Try to use Call Sheets to monitor your own activity and conversion ratios. These are useful also to highlight any areas for training purposes

9. As an example, a call sheet would look a bit like this: Just make a quick note of who you spoke to and what the outcome was. This ensures that activity can be seen at a quick glance.

10. Tool #5: Weekly Planner A good idea is also to create a “weekly planner” to stay disciplined and productive…here is an example.

11. Tool #6: Daily Goal Setting Some people like to set themselves daily goals….

12. Tool #7: Tracking KPIs This is a method we use internally to monitor KPIs on a weekly and monthly basis

13. Tool #8: Reviewing Performance Try to keep track of your own performance to identify your own training needs and/ or development in the role.

14. SUMMARY AND CONCLUSION Set your KPIs in line with the expectation of your manager. If you are unsure what this is, or would like assistance, please ask ProGrad Break your time into structured sessions, and STICK TO YOUR PLAN! Track your own activity Monitor and record your achievements (this will come in handy for identifying training and/ or your own personal development. This type of information is great for meetings with management)