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MD Meeting On boarding (If not centralised, then what:question:…
MD Meeting On boarding
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If not centralised, then what:question:
Prospector plan
Reminder: Prospector takes call through VP, initial identification of an expected POP - hand over or set up. MANAGER handles initial call, or makes a subsequent call to do the needs analysis and then owns the PROP and call back (30-60 days/50-100 connects calls) AND mastery of ROT through observation two way
Prospector Plus takes the call through the needs analysis including the ROT (recap, objective setting and test value) MANAGER reviews work BEFORE prop is sent. Triggers or makes a colombo call where required pre-prop. MANAGER is in attendance for the call back
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Failing to support the rep through the early calls is a certain way for reps to either fail or get into really poor sales habits
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