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Next Quarter Connections/Accountability

High Priority KPI # 1

Associated Initiatives/Activities

 Reduce The Average-Time-In-Stage in the ‘Qualification’ Stage  Review compliance with Due Diligence Parameter Document.

Win/Loss Ratio

 Improve Tim’s creditability with underwriting and credit.  Review the vetting and term sheet process with Senior Credit Officer

Action Steps To Develop

Who

By When

Progress

 Lunch Meeting With SCO

Tim

This Week

To build Tim’s Confidence and creditability.

 Pre-Call Planning Session

Tim

This Week

 Joint Call

Tim

Next Quarter Connections/Accountability

High Priority KPI # 2

Associated Initiatives/Activities

 Improve Tim’s New Prospect List. Make sure Tim is prospecting businesses in the right industries and the right segments of those industries.  Confirm Tim’s Ability To Analyze a Prospect’s Balance Sheet. Also understand Tim’s ability to discover a prospect’s future needs related to equipment, acquisitions and inventory.

Average Deal Size

Action Steps To Develop

Progress

Who

By When

 Meeting With Coach

Tim

This Week

Review prospect list and build future list.

 Meeting With Coach

Tim

This Week

Plan to make two early stage prospect sales calls and two late stage prospect calls to review prospect balance sheets.

Figure 7.0 Page Two of Tim Adams’ Quarterly Action Plan

© 2019, Ron Buck

Six Breakthrough Behaviors of High Performers 56

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