MITEL Mobile MITEL Mobile 30/60/90 Day Action Plan30/60/90 Day Action Plan

Prepared for: Tom LennoxPrepared for: Tom Lennox Wireless Sales DirectorWireless Sales Director

Prepared by: Patrick GrossPrepared by: Patrick GrossYour Next Sales Account ManagerYour Next Sales Account Manager

Key Elements of the Action PlanKey Elements of the Action Plan

Mission Statement “Triple Threat” Approach 30-Day Action Plan Learning Plan 60-Day Action Plan 90 Day Action Plan Positioning Statement Objectives and Goals Overview

Page 1

Mission StatementMission Statement

“To begin being effective on Day-1 in my new roll as Sales Account Manger with Mitel Mobile. I will do this by driving growth and penetration across the Denver Market by providing a single-number solution to both new and existing business customers and through solution and data expertise, all while maintaining personal values and extreme integrity.”

-Pat Gross

Page 2

““Triple-Threat” ApproachTriple-Threat” Approach

FOCUS Provide a focus to Single-Number Solutions and Business

Data needs.

Lead Using all the resources to clear hurdles for success. I will be

accountable for my own actions and behaviors, in addition to driving my own activity level.

Execute Having a plan is important. Executing on the plan is vital. "A

good plan violently executed now is better than a perfect plan next week." ~ General George S. Patton

Page 3

30-Day Action Plan30-Day Action Plan

Attend and complete Mitel sponsored training, learn processes and have complete understanding of product and services. (More details on my plan to learn the products and services are on the following page)

Discuss Activities with top Mitel Mobile Account Managers. Create a Mentor who is currently successful in this role and can pass on valuable suggestions and best practices.

Learn corporate systems, such as paperwork, reports, email and supporting roles.

Meet with Mitel Landline Account Managers in Denver Market. Identify top new opportunities within Denver Market Identify top 10 accounts currently with Mitel. Identify Top Vertical Markets and Identify Top Prospects in each Vertical

Market. Vertical Markets may include: Manufacturing, Hospitality, Government, Healthcare, Financial Services and

Automotive. Visit as many “Top Account” as possible with Landline Account Managers. Report on Progress to Wireless Sales Director and obtain feedback.

Page 4

Learning PlanLearning Plan

Product Knowledge Participate in Company Sponsored Training. Hands on Training. Obtain Handsets, Data Sticks and Tablets and

use products as a customer would use the products. Speak with Current Account Mangers. Discuss what features and

benefits they use to build their success. Perform “Ride-a-Longs” with successful Account Mangers.

Study information on website. Study literature and brochures. Learn Product History, Product Future, Product Lists, Features,

Benefits, Availability, Reliability, and who is the TRUE competition. Company Policies and Procedures

Discuss and obtain information from Wireless Sales Director. Obtain Information from HR when needed. Discuss with Current Account Managers during Ride-a-Longs.

Sales Training Participate in Company Sponsored Training Speak with Current Account Managers for Best Practices. Discuss Best Practices during Ride-a-Longs.

Page 5

60-Day Action Plan60-Day Action Plan

Create solid Vertical Market Plan. What are the Top 3 Vertical Markets. Who are the Top Prospects in each of the Verticals. Understand their wants and needs Eliminate the question “What keeps you up at night?” and provide

solid solutions on what keeps them up at night. Begin EXECUTING on Vertical Market Plan.

Cold Call and Visit Top Prospects in Each of the Top 3 Verticals. Join appropriate associations, referral groups and organizations.

Local Chambers BNI

Continue to study and improve my product and industry knowledge. Create “100-Point Plan” to help decide on number of Cold Calls, Phone

Calls, Appt Set, Appt Ran and any other activities will be needed to assure success. (See next page for example)

Report on Progress to Wireless Sales Director and obtain feedback.

Page 6

What is a “100-Point Plan”?What is a “100-Point Plan”?

Page 7

90-Day Action Plan90-Day Action Plan

Continue calling on Top Accounts in Top Vertical Markets. Work efficiency and effectively to ensure optimum time and

territory management. Continue with Feet-on-the-Streets activities with Top Prospects,

in addition to current customers. Continue to perform Ride-a-Longs with Current Landline Account

Managers. Focus on High-Priority Accounts and build relationships. Begin to establish a Long-Term Sales Plan. Continue to study and improve my industry knowledge. Based on information obtained from management, develop

strategies designed to increase sales and obtain ultimate success. Review 1st 90-Days with Wireless Sales Director and discuss performance and Status of Territory.

Page 8

Positioning StatementPositioning Statement

My name is Pat Gross from Mitel Mobile. We are a Global Provider of Business Communications for Businesses who want to simplify their communications by bringing together their wireline and wireless services on 1 invoice and 1 provider.

As a result, Mitel brings simplification and provides a single point of accountability. This means if you have any questions regarding your Wireline Services with Mitel’s business communications platform, or with your Wireless Smartphones, Blackberry’s, Tablets or Mobile Broadband Devices, you have one point of contact.

Objectives and GoalsObjectives and Goals

Exceed performance expectations Develop a self focus on success Institute Self-Accountability for

Performance.

Page 9

OverviewOverviewI am a Sales Professional with 20 years of sales experience with the insight, vision and enthusiasm needed to inspire and garner impressive results. My qualifications include:

• Presentation skills

• Product positioning

• Highly self-motivated

• Value-Based Selling

• Enthusiastic Can-Do Attitude

• Detailed Oriented

• Ability to Grow Market Share

• Ability to Retain Current Customer Base

• Strong Communication Skills

• Strong Organizational and Prioritization Skills.

• Your best candidate to join Mitel Mobile!