Re: Chris Brown - Territory Alignment & Ramp Goals - Calgary

Hi Tim and Julia,

Thank you for the additional context and for clarifying the direction from
leadership.

I’m aligned with moving forward as discussed and appreciate the flexibility
to reassess if needed. I’ll continue to support Chris in staying focused
and motivated toward the current targets, and we’ll monitor progress as the
quarter unfolds.

Thanks again, appreciate the collaboration.

Regards,
Chuck

On Mon, Oct 6, 2025 at 3:44 AM Timothy Thomas <tt@thekey.com> wrote:

> Thanks Julia.
>
> Although I understand Chuck’s point, let’s leave the targets as is.
>
> Chuck we can always reassess if needed but let’s keep Chris motivated to
> hit these targets.
>
> On Fri, Oct 3, 2025 at 9:15 PM Julia Jenkins <jujenkins@thekey.com> wrote:
>
>> Hi Chuck,
>>
>> Thank you for your patience in a response here! A bit more context to the
>> change is also Leadership's direction on stretching all HCL Q4 SOC targets
>> to give us a better shot at achieving Q4 Site targets.
>>
>> Additionally, the Sales Leadership team will be supporting everyone with
>> tools and approaches to overcome the holiday season hurdles this quarter!
>>
>> Ultimately I'll defer to Ashley and Tim on where we need to land for
>> Chris but hopefully this additional context is helpful.
>>
>> Have a great weekend.
>>
>> On Fri, Sep 26, 2025 at 3:05 PM Chuck Terlesky <cterlesky@thekey.com>
>> wrote:
>>
>>> Hi Julia,
>>>
>>> Thanks for sharing the updated Q4 goals for Chris.
>>>
>>> We wanted to raise a concern regarding the two-week head start noted in
>>> October. While Chris will technically be out of training earlier, we expect
>>> much of that advantage will be offset by the holiday slowdown in the last
>>> two weeks of December. In practice, most of his key contacts will be
>>> unavailable or unwilling to accept appointments during that time.
>>>
>>> So while he's starting earlier on paper, the Christmas season
>>> essentially erodes much of that head start in reality.
>>>
>>> Given this, we’d advocate for keeping the base as originally discussed,
>>> rather than adjusting it upward based on the early start. I want to ensure
>>> expectations remain fair and realistic given the timing and seasonal
>>> limitations.
>>>
>>> I'm happy to discuss this further if it's helpful.
>>>
>>> Regards,
>>>
>>> Chuck
>>>
>>> On Fri, Sep 26, 2025 at 3:02 PM Julia Jenkins <jujenkins@thekey.com>
>>> wrote:
>>>
>>>> Hi Tim & Chuck,
>>>>
>>>> Ashley and I reviewed Q4 goals and we're making a slight increase on
>>>> Chris' start goals given the 2 week head start he will have next month when
>>>> he is out of training mid October.
>>>>
>>>> Also, we've reduced his 3rd month revenue target to reflect a $7,000
>>>> MoM ramp rather than a $10,000 MoM ramp (USD).
>>>>
>>>> Please let us know if you have any questions or concerns.
>>>>
>>>> Suggested Goal Ramp:
>>>>
>>>> Month
>>>>
>>>> Starts of Care Target
>>>>
>>>> Revenue Target
>>>>
>>>> 1
>>>>
>>>> Training
>>>>
>>>> Training
>>>>
>>>> 2 (Nov)
>>>>
>>>> *2*
>>>>
>>>> $2,500
>>>>
>>>> 3 (Dec)
>>>>
>>>> 3
>>>>
>>>> $7,500
>>>>
>>>> 4 (Jan)
>>>>
>>>> 4
>>>>
>>>> $14,500
>>>>
>>>>
>>>>
>>>> On Tue, Sep 16, 2025 at 6:46 AM Timothy Thomas <tt@thekey.com> wrote:
>>>>
>>>>> This is great, thank you!
>>>>>
>>>>> On Mon, Sep 15, 2025 at 8:28 PM Julia Jenkins <jujenkins@thekey.com>
>>>>> wrote:
>>>>>
>>>>>> Hi Chuck, Tim & Ashley,
>>>>>>
>>>>>> Please find the summary of our territory alignment session for Chris
>>>>>> below. Feel free to let me know if you have any questions or concerns!
>>>>>>
>>>>>>
>>>>>>    - *Top 30 SAP List to review with him --> LINK HERE
>>>>>>    <https://docs.google.com/spreadsheets/d/17PzqHxU4NKtP7t9U6mYuSHsMZQdoy7xOcIt18MLTZn0/edit?gidu2866972#gidu2866972>*
>>>>>>       - We preselected 30 accounts in the sheet above. These will be
>>>>>>       updated in SF as SAP accounts, however changes to the SAP accounts can be
>>>>>>       made in Salesforce.
>>>>>>       - *10+ SLCs ✅*
>>>>>>       - *10+ GCMs ❌*
>>>>>>          - There are no GCMs in Salesforce for Chris' territory.
>>>>>>
>>>>>>
>>>>>>    - *Confirmation of Territory outline created in SF Maps  ✅*
>>>>>>
>>>>>>
>>>>>>    - *Confirmation of 50+ Accounts identified for his ownership ✅*
>>>>>>       - Please note - there are not many accounts in Salesforce for
>>>>>>       Calgary. Chuck and I discussed how Chris will likely have new accounts to
>>>>>>       add to Salesforce.
>>>>>>       - Chuck maintained ownership on his 6 accounts within Chris'
>>>>>>       new territory.
>>>>>>
>>>>>>
>>>>>>
>>>>>>
>>>>>>    - *Suggested Goal Ramp below:*
>>>>>>       - *Please note: Chris' 4 week training ends mid October so the
>>>>>>       goals below start in November*
>>>>>>
>>>>>>
>>>>>> Account Performance Overview:
>>>>>>
>>>>>> Total # of Inherited Accounts
>>>>>>
>>>>>> Total SOCs Last 3 Months
>>>>>>
>>>>>> Total REV Last 3 Months
>>>>>>
>>>>>> *83*
>>>>>>
>>>>>> *2*
>>>>>>
>>>>>> $13,788
>>>>>>
>>>>>> Suggested Goal Ramp:
>>>>>>
>>>>>> Month
>>>>>>
>>>>>> Starts of Care Target
>>>>>>
>>>>>> Revenue Target
>>>>>>
>>>>>> *(USD)*
>>>>>>
>>>>>> 1
>>>>>>
>>>>>> Training
>>>>>>
>>>>>> Training
>>>>>>
>>>>>> 2 (Nov)
>>>>>>
>>>>>> *1*
>>>>>>
>>>>>> $2,500
>>>>>>
>>>>>> 3 (Dec)
>>>>>>
>>>>>> 2
>>>>>>
>>>>>> $7,500
>>>>>>
>>>>>> 4 (Jan)
>>>>>>
>>>>>> 3
>>>>>>
>>>>>> $17,500
>>>>>>
>>>>>>
>>>>>>
>>>>>> *Territory Outline Below:*
>>>>>> [image: image.png]
>>>>>>
>>>>>>
>>>>>>
>>>>>>
>>>>>> Thank you,
>>>>>>
>>>>>>
>>>>>>
>>>>>> --
>>>>>> Julia Jenkins
>>>>>> Director, Revenue Operations
>>>>>> *Please note my email address has changed:*
>>>>>> jujenkins@thekey.com
>>>>>> Mobile: (805) 717-7606
>>>>>> TheKey.com <https://thekey.com/>
>>>>>> <https://thekey.com>
>>>>>>
>>>>>
>>>>
>>>> --
>>>> Julia Jenkins
>>>> Director, Revenue Operations
>>>> *Please note my email address has changed:*
>>>> jujenkins@thekey.com
>>>> Mobile: (805) 717-7606
>>>> TheKey.com <https://thekey.com/>
>>>> <https://thekey.com>
>>>>
>>>
>>>
>>> --
>>> Chuck Terlesky B.A., CCPE
>>> General Manager
>>> Calgary, Alberta
>>>
>>> Calgary: 403-301-3777
>>>
>>> TheKey.ca   <https://thekey.ca/>
>>>
>>> [image: TheKey]
>>>
>>>
>>
>> --
>> Julia Jenkins
>> Director, Revenue Operations
>> *Please note my email address has changed:*
>> jujenkins@thekey.com
>> Mobile: (805) 717-7606
>> TheKey.com <https://thekey.com/>
>> <https://thekey.com>
>>
>

Chuck Terlesky B.A., CCPE
General Manager
Calgary, Alberta

Calgary: 403-301-3777

TheKey.ca   <https://thekey.ca/>

[image: TheKey]