--Apple-Mail=_DB78382B-8797-4E8C-AD0B-00976C3F3467 Content-Transfer-Encoding: quoted-printable Content-Type: text/plain; charset=utf-8 Hello Roger, I hope you had a great Canada Day Weekend! HCL Scorecard $48,505 revenue vs. Goal of $10,000 (Constance P, Gerard H). 0 Start of Care vs goal of 3 July Start of Care goal is 3 and revenue goal is $15K. I want you to aim at 4 starts of care for July based on what we = discussed last week. On a weekly basis, you are going to be evaluated on three parameters - = START OF CARE, YOUR CONTRIBUTION TO REVENUE & YOUR WEEKLY VISITS. There are three actions will help your weekly goals! PLANNING: Develop an agenda for the week by Monday morning (identify = target location/s and plan your drop ins). Input your planned visits on = your Google calendar (please see below for instructions). Remember your = face-to-face visit average with key decision makers/influencers should = be at a minimum of 5 per day.=20 EXECUTION: Use pre-call planning document before every call. Research = the referral partner=E2=80=99s business prior to the call. Ask open = ended questions to uncover the GAP. Get into the habit of doing a post = call analysis.=20 DOCUMENTATION: Ensure you input your daily call details to salesforce = before the end of day. Few other insights: Montreal represents immense opportunity based on the relationship that = you have fostered for years. Focus on SAP accounts and target one-to-one = companionship start of care. Based on my analysis of your strength and = market potential, you have the opportunity to bring in at least one = Elephant and/or Turtle every week from July. You had a great conversation with Jacinthe, Director of Care from Ora = Group Maurice; you even had an incremental close for companionship = business. This was possible because of you cold calling on this = facility. As discussed, I want you to be out in the field whether you = have an appointment or not. You need to work towards getting comfortable with the systems, = salesforce and analytics portal. We had a good pipeline meeting with the = Montreal operations team. I want you to lead this meeting moving = forward. Please remember to do your pre-work prior to this meeting. For = the time being, we have decided have not participate in the daily huddle = and focus more in the field. Understand the sales process and utilize your communication tactics = appropriately; for example, you are at interview stage with Place = Kensington and your goal is to move this account to #3 step = (demonstrate). Feel free to call me prior to any such meetings where you = have questions regarding the approach. Google Calendar HCL=E2=80=99s are expected to keep their calendars up to date with their = field activity and must have their calendars Public to the organization Template Google Calendar event - would have the following items in the = body of the event: Account: Meeting With: Objective of Meeting: Outcome of Meeting: Key Next Steps: Opportunity for Clos