The FileMan Commercial Records Center Consultative Sales Training provide your company a focus for implementing your sales strategy and marketing program, gain knowledge, learn the consultative selling process, reinforcement sales skills, gain effective selling with consistent, predictable results.

Scope

FileMan provides professional resources and sales training that targets improved revenue through professional selling techniques along with sale management tools that provides measurable results. Sales training includes FileMan’s SalesForce Automation tool FileMan SalesManager

The Selling Process and RM Content Training

The Seven Step Consultative Selling Process’ role in the Sales Training Course is designed around the unique characteristics of selling in the Commercial Records Management Industry) Coaching, Mentoring, Inspection and Sales Management. The course concentration is on the Sales Cycle and the methods of effective control in utilizing a Consultative Selling approach with the focus on People, Process and Management

Post Engagement Support

Sales Mentoring and Coaching is available to FileMan clients using the FileMan SalesManager software product on the content contained in this document. It is targeted at development of student(s) skills, work processes and management of the sales cycle, three and one half days formal classroom.

FileMan Sales Training Engagement Process

Once a client has decided to engage FileMan in sales training these are the steps that the client and FileMan need to take to move the project forward.

Preliminary

1. Client faxes the signed engagement Training Services Agreement to FileMan at 508-749-7777.

2. FileMan will countersign the agreement and fax it back to the Client

3. Client will pay FileMan (as per the agreement) for 50% of the training fee as stipulated in the agreement. Client may pay via:

a. Credit card using the credit card authorization form

b. By company check

c. By wire Transfer (if outside of the United States)

Part 1 of Sales Engagement: (10 Days) Selecting and testing a competent sales Rep and Developing a Service and Compensation Strategy

4. FileMan will forward via email several documents to client including:

a. Pre-read Materials

b. FileMan Generic Services Policy GuideBook (SPGB)

c. FileMan Compensation Plan and Spreadsheet

d. Hiring your next sales star (procedures for selecting, interviewing sales rep)

e. Suggested Testing Resource information (your choice on testing) but highly recommended.

f. several other preparatory documents

5. Client reviews the SPGB and edits it to fit their own operating style and personality and then emails it back to FileMan

6. FileMan and Client review the first draft and create the Initial SPGB accepted by client.

7. FileMan and Client develop the Sales Rep Compensation plan based on the SPGB using the spreadsheet and setting compensation strategy and policy.

8. Begin the process of selection (based on method adopted by Client & FileMan)

9. Interview candidates

10. Select top 1, 2 or 3 candidates.

11. Test Candidates

12. FileMan Interviews the final candidate(s) and provides recommendation to client

13. Client offers sales rep job

14. Job Accepted

Part 2 of Sales Engagement: (3 weeks) Select Training Dates and place into FileMan schedule

15. Training dates are negotiated and set by FileMan and Client

16. Training location is set (either client location or FileMan Training Center in New Orleans)

17. Training is either 2 or 2.5 days dependent on begin and end times (negotiated by Client and FileMan)

18. Sales Rep expectations are set and 90 Day "probationary period" is begun.

Note: Second Payment is due on completion of Training along with any travel expenses

Part 3 of Sales Engagement: (90 Days) Coaching, Mentoring and Expectations Measurement

19. Determination of how Client will gather suspects

a. TeleMarketing Company assistance

b. Purchased Lists

c. Sales Rep generating his own leads (Always .... No exception)

20. Purchase ACT 2007 and integrate FileMan ACT Companion.

First 30 Days of Employment

21. Gather 1,000+ suspects into ACT

22. Begin moving suspect to prospects and then to qualified prospects

23. Begin conducting weekly sales meetings with FileMan

24. Coaching and mentoring with FileMan

25. BenchMark 30 day results

Second 30 Days of Employment

26. Complete filling the Sales Funnel with an average 25 Qualified Prospects in sales cycle at any time during period.

27. Weekly sales meetings without FileMan

28. Coaching and Mentoring with FileMan

29. BenchMark 60 day results

Third 30 Days of Employment

30. Close 1 new sale each week within target range of accounts

31. Maintain 25 Qualified Prospects in sales cycle at any time during period

32. Weekly sales meetings without FileMan

33. BenchMark 90 day results

34. Determine future employment of sales rep.

If you feel after reading this you are still not ready to move to the next step Please, I would like to invite you to have a 90 minute conference call with me to discuss Commercial Records Center Consultative Sales Training and any questions that you may have. Please email me at fileman@fileman.com or call 1-877-FILEMAN to set up a time for that discussion.