Training - Regional Sales Manager

Goal: Drive new revenue through acquisition of new B2B Partners.

Revenue Target: $5k Net MRR per Month

General Lead Math: 2000 leads -> 50 meetings/week (aka calls) -> 10 Deals per Month (avg $500 Net MRR)

Daily Tools needed: Salesforce, Seamless AI, GMASS, Calendly, Slack, Gmail

Manager: Camrin Roczey

Ramp Period (2 months):

Target Customers

SME - Subject Matter Experts (examples: iCertainty, Food Alert, Nexelec, Coolest Refrigeration) - Low sales cycle if they have a project
SI - System Integrators (examples: Shipcom Wireless, Broadband Hospitality) - Low sales cycle if they have a project
ISV - Independent Software Vendors (examples: Safety Culture, Dude Solutions, Jolt - Can be a long sales cycle, but long term high value
MSP - Managed Service Providers (examples: Sodexo, Engie) - Can be a long sales cycle, but long term high value
Hardware Manufacturers (examples: Frost Control Systems, BASF, MultiTech) - Can be great referral partners since they talk to SMEs and SIs
Competitor’s Customers (examples: Monnit's Partners, Tag IO's Partners)

Month 1 Agenda

--Week 1--

Day 1
- Review 60 Day Plan
- HR setup and Orientation
- Systems and Device Setup/Access
- Set up Salesforce, Einstein, SeamlessAI, Calendly, GMASS, Gmail, Slack
- Introduction to Team members
  - Software Support: support@mydevices.com (Rob Siegel)
  - Hardware Support: hardware@mydevices.com (Mo Nagle)
  - Billing Questions: (Jessica Luke)
  - Product Questions (Ryan Smith)
  - Operations Questions (Marcelo Penna)
  - Help with R&D request and big customers (Kevin Bromber)
Day 2
- Slack: How we communicate internally on Slack channels
- Calendly: How prospects can book meetings with you
- Salesforce: Leads (entering and converting), Events (Using Calendly for Meetings), Accounts, Contacts (making notes), Opportunities (different stages), Docusign
Day 3: SeamlessAI: How to build lead list by prospecting “look alike” target customers
Day 4: GMASS: How to build lead list thorugh outbound email automation
Day 5: Docusign: How to send a Docusign contract from Salesforce

--Week 2--

Shadow Sales Demos / Calls
Build Pipeline Lead List (Seamless AI)
Build Pipeline Lead List: 250+ Outbound emails (GMass)
Build Pipeline Lead List 100+ Additional outbound touches (contact forms, cold calls, LinkedIn outreach, etc)
Schedule Calls

--Week 3-4--

Shadow Sales Demos / Calls
Build Lead List (Seamless AI)
500+ Outbound emails (GMass)
200+ Additional outbound touches (contact forms, cold calls, LinkedIn outreach, etc)
Schedule Calls
Pitch WL to Camrin and Eric via recorded Zoom meeting

Month 2 Agenda

Week 1-4