News and Notes from around the Field
A warning sign at the hotel pool where Holl and Marla stayed on their recent CA trip. I think I'll just stay on the deck with my drink......
Blast from the past
Beth Shields uncovered this photo of some Chicago team members from a few years back, man we look young. Beth also saves emails so be careful.....
The Wrigley Field renovations are progressing... the Jumbotron is up and running and the left field bleachers opened up (pictured). Right field signage is done and the right field bleachers should be open soon as well. Gatland is promising all Chicago office visitors tickets to a Cubs game so come on out and enjoy the 4 weeks of good weather that Chicago has to offer!
Blast from the past
Field Winner vs. Loser accounts summary
Out of a total of 2,168 accounts
- Winners: 115 accounts representing $1,642,391 in revenue
- Losers: 130 accounts representing ($2,053,067) in (revenue)
- Drops: 134 accounts representing ($1,253,007) in (revenue)
- New: 104 accounts representing $606,343 in revenue
Some pretty mixed news here, and not a huge surprise based on our YTD standing. I think we should look at the high total of Losers and Drops (164 accounts) as opportunities... let's try to win them back with aggressive offers, positioning new solutions, and demonstrating our value. Revisit them, why did they decline or go away? Also go through your inactives, because the "new" category represents both new logo and inactives that are purchasing again... overall the emerging/inside world does a better job than the field in terms of reactivating accounts. Let's focus on this in the 2nd half. In the EDU world, there are not a ton of new market entrants that can spend much $$, so we need to talk to all of the accounts that are still in the market and spending money... just not with us right now.
ED Week story the CA drought
New Opps Created in Q2
We have created a little over $2M in campaign solution (WAT, Amplifier, Agency) opportunities, and over $13M total. I realize not all of these can close this month :-), but we'll need them just a much in the second half - it always starts and ends with pipeline development because sales is a numbers game. Thank you for answering the challenge and driving new potential business, I hope that the conversations leading to these deals are helping you establish yourselves as consultative sales people positioned to lead our clients.
The following RM's have created $1M or more in new opps so far in Q2:
I'll see some of you in Shelton this week or next, and will talk to the rest of you many times as we wrap up the first half.