Attn: HCLs - Q4-24 Top 20 SAP Timeline Announcement

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*Q4-24 Top 20 Strategic Account Plans*

Dear Sales Nation,

Q4 is just a few weeks away so it is time to start developing your Q4
Strategic Account Plans to set yourself up for success for the remainder of
the year.

Below you will find a timeline with due dates to help you prepare your Q4
Top 20 SAPs. Please review the timeline below and feel free to reach out
with any questions or concerns. We will be sending calendar invites to
remind everyone of the due dates as well.

We are eliminating the need for SAP workbooks (spreadsheets) for Q4 SAP
prep by levering our incredible new Referral Account Momentum Report on
Tableau Cloud. RDBDs and HCLs will review existing Top 20 SAP account
performance on the live report and review any non-SAP referral accounts you
may want to consider as replacements for the upcoming quarter.

*Please be sure to join Ashley Mirone and I on Friday 9/13, at 9am PT/Noon
ET, for a LIVE introduction to the Referral Accounts Momentum Report and
tips on how to best utilize it for building Top 20 SAPs. *

________________________ Timeline and Due Dates of SAP_________________
_______


***NEW** Prior to your SAP coaching call, use the Referral Accounts
Momentum Report to self assess your current Top 20 SAP's performance. Make
a copy of THIS TEMPLATE
<https://docs.google.com/document/d/1PGcbMZjmAIfwhCCxm2OjeK12phNcNdTnuUMrvtG6QU4/edit?usp=sharing>
(Click File --> Make a Copy and include your name in the title) and
document your own suggested Q4 Top 20 SAP list and share with your Sales
Leader prior to your coaching call. This new step will promote an efficient
and effective SAP building session with your Sales Leader.*


Week of 9/16: HCLs and Sales Leaders to align on Q4 Top 20 accounts and
advancing strategies for each account in coaching calls through Friday
9/20. Start creating your Q4 SAP's in Salesforce after attending your
coaching call.


Week of 9/23: HCLs to complete SAP detail entry for each of their 20
accounts in Salesforce. Use the "Submit for Approval" button to send each
of the 20 SAP's to your Sales Leader for review.


DUE DATE: Monday 9/30: HCLs to submit all Q4 Top 20 SAP's for approval by
EOD. Use the "Submit for Approval" button to send each of the 20 SAP's to
your Sales Leader for review.


Week of 9/30: Sales Leaders to review SAP submissions and work on any
adjustments needed with their HCLs.

DUE DATE: Friday 10/4: Sales Leaders to approve all Top 20 Q4 SAP's by EOD.

__________________________________________________________________________
_______

Important resources to reference for building SAPs:

*1. *SAP Playbook - 2024
<https://docs.google.com/document/d/1Maove4vSB_iKw4Jm6bsrWsy3GqG7EkPUhBD1VJkkXV8/edit#heading=h.gjdgxs>


   - What is a SAP?
   - How do I create a SAP? (+ VIDEO LINK HERE
   <https://drive.google.com/file/d/18XxFBT-T0urY6DbYxBvms_iLVGwmdm_V/view?usp=sharing>
   )
   - How do I pick SAP accounts?
   - How can I clone current Q3 SAPs in Salesforce?
   - ***New** *Check out the new Referral Channel Mix guidelines on page 2

*2. *Advancing Strategies and Objections Playbook
<https://docs.google.com/document/d/1uFf8EH-9IuWWs8y-71yhpmcoAiztMh45oh6o18fM-TQ/edit>


   - How can I advance my SAP Accounts?
   - What are some advancing strategies for specific referral channels?



   We look forward to seeing all of your success in Q4!


   Thank you,


   Julia Jenkins
   Director, Revenue Operations
   jujenkins@thekey.com
   Mobile: (805) 717-7606
   <https://thekey.com/>