Please List Your Projected Goal's Activities Per Days

Submitted By aabend
Words: 1929
Pages: 8

Sales Territory Name and Location (enter territory designation): NY, NJ, PA – National Accounts

1.) Please list your projected goal's activities per day / week. Also, describe rationale for each category below:

How many office visits per day , week, month, quarter: This will vary for me week-to-week due to travel on national account sales and account visits with the account managers on my team. I do have Rob Kubus visiting and maintaining those offices in Buffalo that allow in-person visits. Regardless, I still try to get into each office myself each week. Typically my visits and Rob’s visits are: * Monday – NCA Comp, First Niagara, POMCO (bi-weekly), GEICO * Wednesday – ESIS, GEICO (if needed). * Friday – GEICO, FCS Administrators Days are also backfilled with new prospect meetings, law firms, and those offices where We can only visit monthly or quarterly. Daily – 2-5 Weekly – 6-15 Monthly – 24-60 Within each office visit, list your specific goal to perform certain activities during the visit? For example, target a certain number of clients or target a certain number of new clients ? * Case Updates- Every morning or night before I monitor the case updates. These give us a reason to speak directly with an adjustor. Knowing what offices I am going into, I create a list of active cases to speak with on the adjustors. We also can show that we truly care about the results of the case by asking questions such as doctor appointment information, or more detailed information to better strategize on the file. * Supps – Supps should be followed up on daily. With the use of the I-pad I follow up with adjustors daily when in offices on the supplemental. I find that speaking directly one-on-one with the adjustor rather than over email I am more successful in getting additional hours. It is yet another reason for us to speak with the adjustor and build a stronger rapport. Now that there are less emails on supplementals I also feel that it gives us more opportunity as the account manager. * M/M – Medical Management has become the larger book of business for me with Geico and some other accounts in the pipeline. I also try to speak with the adjustors in the TPAs – NCA, First Niagara, FCS – where we are approved for M/M every time I am in the office. I try to focus on new adjustors each time and ask for opportunities. I have more success with the combined product because I find that there are many approved M/M vendors in each office. * New cases – New cases are more of a game plan with office visits. I try to focus on 2-3 adjustors in each office visit to target and ask for new opportunities from. We each have our go-to adjustors and cheerleaders but it is important to focus on new adjustors as well. With persistency and not being too pushy, I have found that you will eventually get the opportunity. * Prospects/New business appointments – I carve out time each day to set up new business appointments and prospect new potential clients. This allows me to have a planned out schedule and a game plan for each day. This requires organization and diary system for following up. * Combined Product – See above with M/M * Target First time client within an office – see above with new cases

Phone calls: Set a goal to make a certain number of calls/emails/texts per day or week ? I have set up a daily goal for myself and every night try to write out a list of who I want to target (through using the playbook). * Case Updates – 5-10 per day / email s: 30-35 a day * Supps – 5-10 emails a day. If I don’t get responses from email I will then call. However, as stated above – I find that I get best response in person. But for those accounts where we cannot be visible I would email on a supp first over calling. * M/M – 3-5 calls a day / 10-15 emails a day * New cases