Introduction

• Objective: To provide a clear, structured approach for account executives to manage their day-to-day activities efficiently, focusing on pipeline management, prospecting, and revisiting past deals to meet in with the purpose of exceeding the monthly sales quota.
• Scope: Applicable to all client account executives at Ministry Brands.
• Rationale: To optimize productivity and sales outcomes through focused, efficient work habits and disciplined time management.

Optimal AE Example Week:

DAILY ESSENTIALS

DAILY WINS

Priorities & Activities

1. Pipeline Management:
   • Running meetings
     • Discovery calls
     • Software demonstrations
     • Negotiations
     • Quote / Proposal Walk-Throughs
     • Business Case Creation
   • Following up on current opportunities.
2. Prospecting:
   • Business Intelligence: Conducting pre-call research for new accounts.
   • Call Sessions: Cold calling and emailing through sales cadences.
   • Platform Admin: Updating account information in Salesforce.
3. Revisiting Past Deals:
   • Identifying opportunities for upselling or cross-selling to existing customers.
4. One-on-Ones
   1. With Team and with Director
5. Learnings + Trainings

Weekly Structure

• Mondays and Fridays (Low activity days):
  • Focus on internal meetings, pre-call research, list building, and constructing business cases.
• Tuesdays to Thursdays (High activity days):
  • Prioritize active outbound prospecting, cold calling, and emailing.

Monthly Structure

• Weeks 1 & 2 (High outbound activity Weeks):
  • Focus on prospecting, building pipeline, setting meetings