There was a vision that was Rome

Our Sales Vision

• Transactional

• Reactive

• Product Centric

• 1 Dimensional

• Varied • Sell Regus 1st

• Proactive

• Inside Sales

• Simplified Contracts & Payment

• Consistent

• Join• Membership• Multi-channel • Engage your Way

• Web• Apps• Mobile

Easy to Sell Easy to Buy

LEARNINGS FROM AN EMPIRE

AN EMPIRE NEEDS AN EMPEROR

BEING A GREAT SALES LEADER

1. LEAD RATHER THAN CONTROL

2. LEAD FROM THE FRONT• MAKE DECISIONS • COMMIT TO THEM • BE ACCOUNTABLE FOR THEM

3. SHARE THE SPOILS IN SUCCESS• SIMPLE THANK YOU EMAILS• PERSONAL TOKENS OF APPRECIATION• RECOGNITION IN FRONT OF PEERS

BUILD YOUR BASE

Improving OUR Foundations

All• Easy to buy

• Contracts• Payment Options

• Visibility• Exception Based • Action driven

• Technology Better• Oracle• Dialer • Webchat

• Improved Training• Self Repair Toolboxes

Field

• Customer Experience• Improved Collateral

• Improved Highlights• Brochure• On Stage• Proposal• Touchpoints

• Structure• Redefine ASM role• S&M leadership• More Corp Sales

• New products• More to Sell on a Tour• Lower price points

Inside

• Customer Experience• Pitch Regus & any

Product• Positioning Brand• Sell Anything/Anywhere• Nurture leads longer

• Structure• Diversified Agent• Dynamic Staffing Model

• Improve Sales Skills

• Process Simplification• Make it easier

How is your FOUNDATION?

1. IS YOUR PRODUCT SET UP PERFECTLY• SHOW OFFICES• WELCOME SUITES• CO-WORKING OFFICES

2. IS THE TEAM “ON STAGE” EVERY SINGLE DAY

3. ENSURE YOU ARE PRICED PROPERLY

4. CAN YOUR TEAM EXECUTE OUR PROCESSES?

How Do you Know ?

THERE WAS A PLAN

KNOW WHERE YOU ARE GOING….BUILD YOUR PLAN1. YOUR PLAN SHOULD ADDRESS YOUR ISSUES &

OPPORTUNITIES

2. EVERYONE NEEDS TO KNOW ABOUT IT

3. TRACK PERFORMANCE AGAINST IT

4. REVISE YOUR ACTIONS BUT STAY TRUE TO YOUR GOALS

“ IT IS NOT THE LONG HAIRED MEN I FEAR …. BUT THE PALE AND HUNGRY ONES ”

KNOW YOUR COMPETITION

1. KNOW WHY YOU LOSE BUSINESS

2. REGULARILY EVALUATE COMPETITIVE THREATS• OTHER OPERATORS• CO-WORKING• WEB BROKER/CONSOLIDATION WEBSITES

3. USE KNOWLEDGE TO ATTACK AND DEFEND

4. USE YOUR KNOWLEDGE TO BUILD CONFIDENCE

EMPERORS NEED GREAT GENERALS

BUILD YOUR LEADERSHIP TEAM

1. RECRUIT STRONG LEADERS THAT WILL EXECUTE YOUR PLAN – WHERE ARE THEY?

• SOME ARE WITH YOU ALREADY• SOME ARE WITH YOUR COMPETITORS

2. INVEST TIME IN THEIR DEVELOPMENT

3. LOOK AT THEM AS YOUR SUCCESSORS

SIX INCHES OF pOINT

BEATS TWO FEET OF BLADE

CREATE AN TEAM OF EXPERTS

1. MAKE IT CLEAR EXACTLY WHAT YOU EXPECT

2. TRAIN TO THE STANDARDS• USE COACHING TEAM MEMBERS AT ALL LEVELS• AD’S MUST BE ABLE TO LEAD FROM THE FRONT

3. EXECUTE BASICS FLAWLESSLY

4. BE CONSISTENT

5. THOSE WHO FOLLOW THE SALES PROCESS ALWAYS SELL MORE

PEOPLE MUST PERFORM

FAILURE HAD CONSEQENCE

2000 years later…

Top 20%

Average 70%

Bottom 10%

MAKE YOUR ARMY INVINCIBLE

ALWAYS EVALUATE YOUR TEAM PERFORMANCE

1. FAST TRACK THOSE WITH POTENTIAL – 20%

2. IMPROVE THE AVERAGE – LIFT THE BODY -70%

3. CUT THE TAIL - CHURN YOUR BOTTOM - 10%

KEEP MOMENTUM - THE RISE AND FALL OF aN EMPIRE Happens quickly

TRACKING DOWN AN EARLIER MAP

NEVER LOSE SIGHT OF THE PRIZEPROTECT & GROW YOUR EMPIRE

1. BE A GREAT LEADER

2. BUILD A FOUNDATION OF EXCELLENCE

3. HAVE A PLAN & EXECUTE IT

4. HAVE A GREAT ARMY WITH GREAT GENERALS

5. KEEP YOUR EYE ON COMPETITION

HOW WILL

MONDAY in your

empire

BE DIFFERENT?

KEY ACTIONS• GET OUT IN FRONT OF THE TEAM MORE

• START THANKING AND REWARDING GOOD PERFORMANCE PERSONALLY

• VISIT, INSPECT, ASSESS & SIGN OFF EACH LOCATION

• GET MY COMPETITION SHOPPED AND EVALUATED

• UNDERSTAND EXACTLY WHAT IS STOPPING YOU FROM SELLING

• CARRY OUT A PRICE REVIEW WHEN NEEDED

• BUILD A PLAN THAT ACHIEVES THE OBJECTIVE

• ENSURE EVERYONE UNDERSTANDS THE PLAN

• BUSINESS REVIEW WITH AD’S TO ASSESS THEIR LEADERSHIP

• INVEST TIME IN DEVELOPING THE AD’S TO BE BETTER

• INSIST THEY REVIEW THEIR TEAMS ON A SYSTEMATIC BASIS AND REMOVE LOW PERFORMERS

• BE TOUGH ON EXECUTING THE BASICS. NO EXCUSES

Remember…

You are the emperor

Will your name be

remembered when

they tell Regus

history?