AgendaWhat to expect• Schedule• Daily Expectations• Weekly Expectations• RemindersPre Approval Refresher• Agreement changes• Process changes
What to Expect
Working scheduleBusiness as usual!• Work hours- 4:00 pm- 12/1 am EST (8:00-4/5 Sydney)• Available via Skype on livingsocial_elliott• Available via Viber on +1 (843) 206 8159 for texts and calls• Available on Google Hangout, Gchat too– you can’t hide!Problem resolution• Get in touch with Elliott- can she help? – If no, ask Jason • If Jason doesn’t know, loop in Tim Glatt – If Jason or Tim can’t provide an answer within 24 hours, go to Nathan!
MorningTeam Huddle- every day• 8:45 via Google Hangout• Everyone at their desk joining in• Don’t have Google Hangout? Download the plug in before Monday https://tools.google.com/dlpage/hangoutplugin• Be on time!What is a Team Huddle?• Little learning- training refresher, company updates etc• Team Commitments from each individual: – Deal commitment – Activity commitment – Yesterday’s results
EveningNightly Recap email• By 6 pm, send to Tim and Elliott: – How many merchants did you pitch? – How many agreements did you send out? What time did the merchant commit to signing by? – Total deals for the month and how many more to goal? – Did you hit your commitments from the morning? Why or why not? – Any issues from the day that still need addressingWhy?• Start to learn how to forecast properly• Give visibility into what I can’t see by being there• Hold yourself accountable without a manager!
What to expect1:1s• Regular 1:1s at normal times on Monday• Please take computer to Level 3 Boardroom at allocated time and Skye meCoaching• Coaching via HUD• Same set up- 2 hour blocks of calling leads• Have 15-20 merchants to call when we start!
Nothing’s changed!• Work starts at 8:30 and ends at 5:30• Breaks are from 10:30-10:45, 12:30-1:30 and from 3:30-3:45• If you’re sick or late, text Jason• No need to go to Level 11– all meetings will be held on Level 3 (you can go to Level 11 on break)• Same activity expectations
Pop Quiz! We no longer have default agreements...what do we have? • Rep must select payment terms from the opportunity page– payment terms now live on the opp and not on the merchant pageWhat bank details does the merchant have to enter now? • Bank • BSB • Bank account name • Bank account number
Pop Quiz! What is recall/reject and how is it different from chatter? • Clear, concise reasons for why a deal isn’t approvable as is- and instructions for how to make it approvable! • No more long winded chatters that get lost in an approver’s inbox! Where do I put my recall notes? • In notes for Media Planning • NOT chatter! What does it mean to get a deal recalled?• Final decision• No going back to traffic!
Pop Quiz!What’s the pitch for why we are charging 2% for credit cards? • Of course, this is simply a standard charge, obviously LivingSocial will not charge merchants for our share of these fees! What changes with pre approval with our current workflow? • Submit the opportunity to traffic before getting the signature. Once it’s signed, it’s done! • Just swapping sending the agreement with submitting to traffic- nothing else has changed!
Shift in Selling Contract calls! • Why are they more important now? • What benefit do they have? How do we set one up?• “Ok Mr. Merchant, I’m excited about what we’ve put together. Based on how well you did last time I don’t foresee a problem getting you approved by my quality assurance team. They take 24 hours to give feedback so I need to schedule a time to go through everything with you tomorrow– they’ll either give us the green light and I can quickly run through the agreement with you (as it’s very similar to the last one you signed) or they’ll have some feedback for how to make this more successful for you. It’s 2 pm right now– do you have time at 3 tomorrow? What time works for you?
Shift in SellingWhat happens with no contract call?• No commitment• Contracts out in space• No ability to forecast deals• Frustration over multiple attempts to get contract back!
Where to find information?Where can you find all of these documents?• http://anz.sales.intranet.livingsocial.com/landing-page/pre-approvals- 14122012/