INSIDE SALES

Starting The Call With ACT!• When first opening a record first click the history tab so you can view all the call history that pertains to the current call.

History Tab• This tab shows you a time line of past calls made to the contact so you know how to properly conduct the call by using the “Rule of 3”.

Information Gathered• Make the most of any call and gather as much information as possible.• Decision Maker

• And their extension• Correct spelling of DM• Title of DM• Number of employees• E-mail address• Direct Dial• Does the company have a

current vendor or do they self clean

• Contract Expiration Dates

• Fill in any information gathered in the proper field.

Populating Drop Down Boxes

The best way to organize the potential of a lead is to populate the Worth/Sales Info. This allows you to see contacts with the highest sale potential on the database as a whole as well as your task list.

Value Drop Down BoxAs you can see by looking to the left of these options they are graded from “A” being the best and “E” being the least. This box needs to be populated based on the size of the company, the frequency of need and the over all worth it would have to JAN PRO as a whole. Make a diligent effort on each call to find the criteria.

Criteria• A lead = 10,000+ sq. ft.• B lead = 5,000 – 10,000 sq. ft.• C lead = 1,500 – 5,000 sp. ft.• D lead = 0 – 1,500 sq. ft.• E lead = Home office – Too small

Tip:Square footage is our primary indicator of value, but a small space that needs frequent service or special attention adds value as well.

Criteria

Value Please keep in mind the overall value of the company, rather than just the dollar amount. Falling into the verticals that are the best fit for JAN-PRO adds value as well. Such as medical has more value than a restaurant. Companies that fall into these verticals are considered A and B leads.

A LeadsMedical and DentalPrivate SchoolsPreschools and KindergartensBanks and Financial Institutions

B LeadsAuto DealershipsFitness Centers and Health ClubsChurches

ID/ Status Drop Down BoxThis drop down list gives us an opportunity to view potential leads at a glance to get a better feeling as to where we are at in the process of making them or clients. Clients means that we are the vendor. Dormant Client means they have used of

before either for regular or specialty services and that they should be revisited by the accordance of your calling notes.

Prospects means that you have set the appointment, the person has called you or responded to your e-mail, or outside sales has already contacted them with a bid and you need to follow up.

Suspects means that this lead is active in the database.

Steps Drop Down BoxThe Steps field population option will reflect the step on which we are on with relationship we have with the potential client.• Near worthless indicates exactly what it says, this is

a home based business or a extremely small space.• On Deck indicates that the lead has potential but is

in need of further data in order to become and active lead. I.e. a phone number or address.

• Active means that we are actively working that lead.• Inactive means the lead has been worked and has

no future.• Special means this lead is good and needs attention

in 90-120days• Priority means you need to follow up with in the next

30-90 days• Hot means you need to follow up or have a meeting

set within the 30 days• Do Not Call means the lead has requested not to be

called and taken off our list.

Currently Has Service Drop Down Box

The first time you speak to the Gate Keeper you will find this out 9 times out of 10. Select the proper information that was gathered during that conversation. If you find that they currently do have service they should be called regularly due to the fact that their relationship with that vendor may change and you know that they already outsource.

Additional Site Info and Business ProfileDuring your calling efforts you will acquire information each time. This information needs to populated in the allotted field. If the lead has a current vendor ask when their contract is up, ask who they use now and how they would rate them on a scale of 1 to 10 to determine how the leads ranking in our system.

Leaving Notes on an New Record• Go to Activities Tab and

schedule for your current activity.

• Click on call and this opens up an additional box.

• For current call leave the current date selected.

• For notes type in abbreviated statement in the Regarding section.

• Select OK

Leaving Notes on an Existing Record• Click arrow into white box

for that days follow up activity.

• Select text in regarding section and type in the current notes for call. This clears out the previous call notes and places in current call notes.

• Leave the current date selected.

• Press OK

Next Activity• Never leave a record with out scheduling the next activity. Whether it is a follow up call or a visit this must be the final disposition.

• Click white box in activity list

• When new box opens click follow up

Next Activity• Select date of your next action

• Select priority• Click OK• Click OK• This pushes your last call activity into the history and list the Next Activity in your Task List by date.

Setting the AppointmentIf you have set an appointment then you would schedule a next activity.The only difference would be is that you would always select appointment for the next action, and place it on a High priority status.Your regarding box should have notes stating the appointment was set and any other info that may be required, such as a request for a follow up call or an e-mail reminder.

Rule of 3You touch every record in intervals of 3. On the third touch you leave a voice mail and then set it to be called back in 3 business days. Gain as much information as you can each call and be sure to eave a message every third call.

Regarding & Details Section

Make sure to use proper codes and short concise messages in this section so it is easy to read through.• TDM - Talked to decision maker• IDM - Identified the decision maker• LVM - Left a voice mail• NC - No contact• GKM - Gate keeper message• GKC - Gate keeper conversation• DIS- Disconnected