This document provides an analysis of sales performance and territories for a Pearson sales representative. It identifies the territory with the largest and smallest base sales. It also identifies the school with the largest base sales in the district. Territories with strong digital sales and earning potential are noted. High and underperforming schools are highlighted based on sales numbers. The document concludes with the sales representative's plan to prioritize important, growth, and peripheral accounts based on their revenue levels and focus time accordingly.

1. Marissa
Marler
Pearson Professional &
Career
Candidate Project
2013

2. Initiat
ive.
Ambit
ion. Passio
n.

3. 200
5
201
3
201
2
200
9
THE
pas s i on
at e
LEARNE
R
THE
ef f i ci e
nt
MANAGER
THE
i nnovat
i ve
LEADER
THE
ambi t i ous
TEAM
MEMBER
Concordia University-
Nebraska
High Honors Graduate
Multiple Scholarship
Recipient
International Teaching
Practicum
Zion Lutheran School-
Dallas
Middle School ELA
Teacher
Curriculum Coordinator
MSD- Wayne
Township
Gifted/ Honors Teacher
Curriculum Committee
Mentor
Pearson
Hopeful Candidate for
P&C Sales
Representative-
Indianapolis
Southern Methodist
University- Dallas
Honors Graduate
Quick Timeline of Past
Experiences

4. My
strengths
are…

5. Prioritizing
Responsibilitie
s…

6. Taking

7. Problem Solving…

8. Worki
ng with
a
Team…

9. My skills are…

10. Proactive
Communicator

11. Managing people &

12. Natural
Leader

13. Affinity to
Technology

14. The challenges that I
anticipate as a new sales
representative at Pearson
are…

15. “Getting Acquainted”
I anticipate one of the challenges will be becoming familiarwith the territory
and the digital management systems. Although a Pearson representative’s
territory is smallerthan a Cengage orMcGraw-Hill representative, I would
want to provide the best customerservice that I could, especially to my high
profit schools. Making myself visible to the professors and department
leaders and becoming familiarwith the campuses will take time and work.

16. “Managing Time”
Anotherchallenge that I anticipate is learning how to best manage my time.
In orderto provide good customerservice, it takes time answering emails,
visiting campuses, and working one-on-one with professors. Fora school to
require the curriculum, it is vital that the professors and departments are
comfortable using it; otherwise, the sale could lead to attrition. Also,
depending on the time of year, the daily schedule can drastically change.

17. How I Will Be Successful
despite these challenges
Prioritize tasks based on
numbers, urgency level, and
management
Plan agenda
ahead of time
fordaily and
weekly tasks
Asklots
of questions
and be an
active
listener
Show customerservice skills
and presentation skills

18. C
Look at a day when you are supremely satisfied at t
end. It’s not a day when you lounge around doing
nothing; it’s a day you’ve had everything to do and yo
done it.
-Margaret Thatcher
Although there are
challenges for new sales
representatives, my level of
commitment, drive, and dedication
will only help me learn to
become a better team member for

19. I am constantly evaluating myself and
my performance in order to become
more successful.
Here are three areas in which
I have proactivelytaken steps in
order to rise to more
challenges and become a
leader in my field:

20. • Accreditation Team2012
• Dallas/Fort Worth Area Professional Learning Committee (PLC) 2009-
2012
• PresenterforSMU Undergraduate Courses
• Led Committee forCurriculum Development 2009-2012
• Presenterforparents & faculty 2011-2012
• Mentorto novice teachers 2013
• Honors TaskCommittee 2012-2013
• High Ability CurriculumCommittee 2012-2013
• Presenterat National Association of Gifted Conference 2013
• Memberof several education associations, including National
Association of the Gifted
Leadership
Initiative
Leadership
Initiative

21. Balancing
Time
Balancing
TimeSome days are just longer than others, and
that is sometimes what needs to happen. But
I have become more efficient with my time
by prioritizing task importance, making goals
for myself and creating a plan to reach those
goals, and by managing communication. This
allows me to successfully reach career
goals, as well as personal goals.

22. Speaking
Up
Speaking
Up
• Confidence to vocalize questions or
offer creative solutions
• Asking questions to follow-up or
clarify
• Speaking out when observing a
problem

23. Management Dashboard Document
Analysis
Represents sales through the end of July

24. Territory with the LARGEST base
sales:
2AD
at 4167.4

25. Territory with the smallest base
sales:
2AGat 2095.5

26. School with largest base in the district…
Represents sales through the end of July

27. at 1612.7

28. Territories with strong digital
sales…
Territories with strong digital
sales…
2AG, 2AB, & 2AE
have generated the highest revenue
for digital sales
Yet…
2AC
has sold 3.7% more in digital
revenue than the national average

29. Territories with strong digital sales
earning potential…
Territories with strong digital sales
earning potential…
2AG, 2AB, & 2AE
have generated the highest revenue
for digital sales; however, the
percentage of sales is currently
lower than the national average, so
potential earning is still strong
amongst these territories

30. High performing schools…
*Represents sales through the end of July
1.Indiana Wesleyan College of
Adult & Professional Studies
(1446.9)
2.Ivy Technical Community College-
Terre Haute (825.7)

31. 3. Purdue University (636.4)
4. Indiana University Bloomington
(483.7)
5. Miami University Oxford (322.6)

32. Underperforming schools…
*Below schools have generated no earning potential in the past year
• University of Cincinnati NSG/HLTH, COLL Evening &
CC, Medical School, Claremont
• University College Commonweath Schools
• Vincennes University Jr. College
• Indiana Vocational Tech College
• KCTCS- Bowling Green- Glasglow
• Indiana State University
• College of MT St. Joseph

33. Underperforming schools…
*Schools below have shown decreases in revenue from the previous
year month end
*Numbers show difference from previous year
1.Ivy Tech Community College-
Terre Haute (-238)
2.Ball State University (-176.3)

34. 3. Franklin University (-154.6)
4. Purdue University (-119.3)
5. Cincinnati State Technical &
Community College (-80.9)

35. My Plan:
1.Prioritize my accounts:
• Important Accounts (Schools like Indidana
Wesleyan CAPS, Ivy Technical Community College, &
Purdue University
• Spend the majority of my time visiting and calling on these
accounts that generate the most of the revenue
• Growth Accounts (Schools like Ivy Tech
Community College-Fort Wayne, Sinclair Community
College, & Miami University-Oxford)
• Spend a routine amount of time with these schools, and especially
concentrate on them during the peak sale times of year
• Peripheral Accounts (Schools like Ivy Tech
Community College- South Bend, Ivy Tech Community
College Valparaiso, & Ivy Tech Community College-
East)
• Accounts that generate the lowest revenue of the territory, and
would mostly call and email and go by only occassionaly