1. 30/60/ 90 Plan Objectives Plan of Action Relationship Building Execution

2. 30 Day Plan Objective: Build relationships quickly with doctors Get familiar with hospital and surgeon protocols figure out how to get our product on the shelf Lead to increased productivity and market share area

3. First 30 Days Preliminary: Start working on rep credentialing- Vendor mate, RepTrax, Status Blue

5. Thoroughly review all home-study materials (technical literature, published journals, videos, presentations, etc.)

6. Routinely communicate with other team members, manager, sales training, etc. to continually evaluate progress

9. Establish AND RECORD customer expectations (frequency of call, support, etc.)

10. Lay foundation for long-standing relationships with all customer contacts

12. Identify any outstanding liabilities (including at-risk business, technical or administrative affairs); closely work with manager to effectively neutralize

13. Identify all outstanding opportunities; closely work with manager to effectively capitalize

14. Establish relationships with any ancillary team members (dealerships, distributorships, etc.)

15. Begin competition log (products, reps, etc.)

17. Relationship Building Plan of Attack to stop by the offices map out territory by geographic location and specialty to setup an efficient schedule Goal: Stop by 30 offices a day for 10 days and get face to face time with 5 of the 30 doctors a day

18. Execution Meet the front office staff 4 ways that staff responds to a rep asking to see the doctor “Doc does not see reps” Leave literature with handwritten note saying when you’ll be back “I can only let you see him/her if they request to see you” “You must schedule a time to meet the surgeon either at lunch or a set appointment “He/she will meet with you but it must be quick”

19. Gaining Admission Learn protocol of how the doctor sees reps Ask for a quick 30 second meet and greet Give the doc specific literature i.e.: spine brochure Print out a journal article on a specific challenge with a specific spine surgeries highlight and ask to get his opinion Introduce myself and my company If they have time, then start talking or else schedule an appointment to come back and sit down to discuss material

21. 60 Day Plan OBJECTIVES Fortify relationships with key customers; understand each practice as individual Increase technical competencies Fine tune sales plan for balance of the

23. Promote confidence through technical knowledge and expertise

24. Utilize all resources to aid process!!

25. Continue customer data base; understand all inter-office politics/organization structure

26. Identify and establish all Allies in each practice (key influencer)

28. Identify “teacher” docs

30. Begin to establish individual action plans per each account to promote organic growth

31. Develop competitive account target list beyond Top 10

32. Begin to establish individual actions plans per each COMPETITIVE Top 10 account to promote in-organic growth!!!!!

33. Analyze customer data for outstanding trends, obstacles, etc.

35. Review processes and procedures with manager

36. Finalize territory routing plan

37. Complete customer data base

38. Confirm all outstanding issues (liabilities and opportunities) are completed or in process

39. SUCCESSFULLY complete all training