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Step 1 - Select “Sales Fitness Plan”

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Step 2 - To create a new account, click “Create a new account”

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Enter yourdata here

Step 3 - Enter your personal information to create your accountStep 4 - Market/Hotel – if you sell one hotel, enter the MARSHA code and if you sell multiple hotels enter the MARKET codeStep 5 - Unit/Div/Dept – please enterStep 6 - Peoplesoft Number – please enter

If you represent one property enter MARSHA code OR

If you represent multiple properties, enter MARKET code

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please enter

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Step 7 – Click here to Create User

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Note: Your user name will appear here

Enter your numbers here

Step 8 – Enter your numbers for Wks 1, 2, 3 & 4 respectively

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The key categories and values are:

Opportunity Re-solicitation Calls (One point)These are solicitation calls to customers who have booked an opportunity with us in the past. This could be calls made to STLY opportunities or groups that have recently actualized. SFA Activity: Re-solicitationTelephone Solicitation (One point)These are solicitation calls to new customers to learn more about their overall business needs, or follow up on new specific information. It is essentially anything other than a re-solicitation of a past opportunity. SFA Activity: SolicitationExecutive Engagement (Five points)These are either personal appointments or telephone calls with a General Manager, DOSM or any other Marriott International executive on the call / visit to help elevate and move the account forward or close on a specific opportunity. SFA Activity: Executive CallAppointment & Entertainment (Ten points)This refers to a meeting with the customer in their workplace. Entertaining customers is critical to building rapport and trust. This includes, meal appointments, spending one-on-one time with the customers at events and off site opportunities. The objective of entertaining customers is to always take the business relationship to a higher level of trust and confidence. SFA Activity: AppointmentSite Inspection (Ten points)Site inspections are one of the defining and key qualifying moments in the hotel sales process. This pertains to a planned and orchestrated property visit which is set to move the opportunity to the next step in the sales process. BT sites will also count. SFA Activity: Site Inspection

Position Specific (Ten points)This is for a manager who is working on a specific sales project with a clear objective from the Sales Leader or Market Leader.SFA Activity: Special ProjectIndustry Event (5 points) Attended an industry tradeshow and / or meeting where customers are in attendance.

SFA Activity: Industry EventOutbound – Org (3 points)BONUS points. Merchandising outbound opportunities for non-participating DC Metro SF1 hotels is an important customer value-add to our accounts. These will be considered BONUS points over and above the 100 point benchmark. AAE or MAE must be OM on the opportunity and the opportunity needs to be uncovered to count and does not have to be definite. SFA Opportunity Entry: Opportunity Market – Out of Market