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INTERNAL USE ONLY
ESO PLAYBOOK
Sales
New Approach: Team Consulting
 Every prospect as a team approach/meeting
 Training on our combined services, consultative approach, and ESO modeling will begin in January and
continue throughout the year
 We will continue to refine our sales processes and create best practices in ESO
Sales Activity Culture
 Business Unit Presidents (BUPs) and Market Leaders (ML) within EB offices, will work closely with
Sales Managers (from HCM/Payroll) to recruit, onboard, train and establish weekly activity.
 SalesForce (SFDC) will drive our sales activity and require input of prospects as well as ongoing activity
(campaigns, meetings; proposals, etc)
 SOAp tool will assist in generating combined ESO proposal and agreements
 SFDC Dashboards will be updated to allow you to better manage your activity and goals, and create
consistent reporting and measurements between offices and ESO teams.