Sales Manager Onboarding 2023

• You make wise decisions despite ambiguity

• You identify root causes.

• You think strategically, and can articulate what

• you are, and are not, trying to do

• You develop new ideas that prove impactful

• You look for every opportunity to reduce complexity and keep things simple

• You are flexible and thrive in a constantly evolving organization

• You listen well, instead of reacting fast

• You are concise and articulate in speech and writing

• You maintain calm poise in stressful situations

• You accept responsibility for your actions and build trust internally and externally.

• You take ownership of our work and focus on finding solutions, not identifying problems

• You value everyone and treat people with dignity and professionalism.

• You treat people with courtesy, politeness, and kindness

• You act with uncompromising honesty and integrity in everything you do

• You are open, trustworthy and truthful

• You learn rapidly and eagerly

• You seek alternate perspectives to improve your ideas

• You seek to understand clients changing needs and desires

• You strive to approach things in a positive way while realizing all emotions are valid

• You come to work with an open and optimistic mind.

SERVICES & WAREHOUSE

SALES MANAGER CHECKLIST

Fuse Fundamentals Checklist: PRINT THIS OUT

WEEK 1

Human Resources

Ashley Beeks - HR Manager

❑ Meet HR Manager: In-person or Teams Meeting

❑ Employee Handbook and Acknowledgment

❑ Direct deposit and CoAdvantage setup

❑ Employee Benefits Review

❑ I-9

❑ W-4

❑ Employee introduction summary and photo

❑ Complete HR Trainings

❑ Fuse Roster review and print

Software Setup

Ashley Kahne – Software Manager

❑ Office 365

❑ Add email to groups and calendars: Showroom, All Fuse, Sales, etc.

❑ Remote Desktop/Epass & Epass play

❑ HubSpot

❑ Podium

❑ Steel Cod

❑ Abode Pro

❑ Package AI

Fuse Fundamentals Checklist:

WEEK 1

Meet The Team: Showroom Manager

❑ Have your showroom manager assign you a sales mentor for the next 30/60/90 days

❑ Meet showroom team

❑ Meet the Fuse leadership team (who’s who of Fuse)

Fuse Marketing

Julia Roberto - Director of Marketing

❑ Like and follow all social media platforms

❑ Facebook, Instagram, LinkedIn, YouTube

❑ Send Headshot to marketing: julia.roberto@fuseappliances.com

❑ Get Business cards & Nametag

❑ Send cell phone, job title, office extension, and showroom location to marketing

❑ Review Fuse branding guidelines

❑ Fuse Marketing Dropbox

❑ Email Signature

❑ Discuss networking opportunities

Sales Software Training Checklist:

WEEKS 2​ - 4

**Utilize your sales mentor and showroom manager to assist with tasks**

Office 365:

**Bookmark all pages**

❑ Outlook

❑ Add headshot to Outlook profile

❑ Set up email folder rules with Sales Mentor PENDING PROCESS

❑ Create template introemail for vendors and new clients

❑ One Drive

❑ Set up folder system within your One Drive

❑ Clients & Partners (save quotes & Invoices)

❑ Architects, Builders, Cabinetshops, Designers, Homeowners

❑ Vendors:

❑ Set up favorites folder with manufacturer websites and information

❑ Vendor Rep List - Print out and pin on desk

❑ Fuse InformationFolder:

❑ Storage Program, Warranty Program, Net Terms & Credit App, Selection Sheet, Pre-site doc, W9, Trade partner information, Vendor Stock check

❑ SharePoint

❑ Print Fuse Roster and set up by your phone

❑ Vendor programs

❑ Review Fuse documents

❑ **SharePoint is under construction right now, so it is not as organized as we would like it to be. Review documents within SharePoint and ask your mentor what to utilize**

❑ Calendar

❑ Calendars to be added:

❑ Showroom and Marketing& TrainingCalendar

❑ Add 1:1 meeting with your showroom manager for the next 90 days

❑ Learn the showroom calendar schedule and speak to your manager on when you will be working Saturdays

Sales Software Training Checklist:

WEEKS 2​ - 4

**Utilize your sales mentor and showroom manager to assist with tasks**

EPASS:

❑ Get Epass Play on your remote desktop

❑ Attend Epass 101 class with showroom manager or sales mentor

❑ Within EPASS Play Practice:

❑ Adding new clients, Creating quotes using showroom display kitchens, working through EPASS SOP’s

❑ Work with your sales mentor to review important details and SOPs

❑ Review EPASS SOP’s

❑ EPass – How to save ePass to PC

❑ ePass - How to Search for Available Model Quantity

❑ ePass - Customer Account Management

❑ ePass - Adding Warranties after the Sale

❑ ePass - How to Build a Quote

❑ ePass - Search Clearance Items

❑ ePass - Apply Payment to a Finished Invoice

❑ ePass - How to Schedule a Pre-site on an Invoice

❑ ePass - Generating Reports in ePass

❑ ePass - Setting up your Epass grids

❑ ePass – Understanding Pricing

❑ ePass - AR vs COD

❑ ePass - Searching and using filters

❑ EPass – General

Sales Software Training Checklist:

WEEKS 2​ - 4

**Utilize your sales mentor and showroom manager to assist with tasks**

HubSpot

❑ Download HubSpot on your phone and turn on notifications

❑ Connect your Outlook with HubSpot

❑ Attend HubSpot 101 class with your showroom manager or sales mentor

❑ Start HubSpot Academy

❑ HubSpot SOP’s:

❑ HubSpot - How to Create a Contact

❑ HubSpot - How to Create a Deal

❑ HubSpot - Add a Task to a Note

❑ HubSpot - Pinning a Note (post order)

❑ HubSpot - How to Create and Send Sales Templates

❑ HubSpot - How to Create and Send Sales Sequences

❑ HubSpot - How to submit a service ticket

❑ HubSpot – Creating Contact Lists

❑ HubSpot – Marketing emails

❑ HubSpot – Organizing Tasks

❑ HubSpot - What to attach to a HubSpot Deal

❑ HubSpot – Podium Integration

Sales Software Training Checklist:

WEEKS 2​ - 4

**Utilize your sales mentor and showroom manager to assist with tasks**

Podium:

❑ Download Podium app to your phone and turn on notifications

❑ Review how to send a payment link

❑ Review inbound lead coordinator position and passing leads off with Marketing

❑ Review how to send review links through Podium

❑ HubSpot Fuse Review Page

Steel Cod:

❑ Set up 1:1 training with Steel Cod rep – Anthony@steelcod.com

❑ Review Steel Cod with sales mentor

❑ Find out what questions to ask when speaking with clients

❑ Review Steel Cod features

❑ Steel Cod Premium video

❑ Adding notes to specs

❑ Steel Cod Example – Crystal Leek

Adobe Pro:

❑ Download Adobe and get login credentials from Tim Brohawn

❑ Practice adding signatures and markups with sales mentor

Ramp:

❑Setup Ramp with your direct deposit

Sales Software Training Checklist:

WEEKS 2​ & 3

**Utilize your sales mentor and showroom manager to assist with tasks**

Package AI:

❑ Bookmark Package AI webpage and save credentials

❑ Review Package AI video from Catalina

❑ Package AI SOP’s:

❑ Package AI - Checking recaps and status of pre-site

❑ Package AI - Viewing Options

❑ Package AI - How to access text messages going to clients

Product Knowledge Checklist:

WEEKS 3 - 12

**Utilize your sales mentor and showroom manager to assist with tasks**

Appliance Knowledge:

❑ Review all brandswe sell with a focus on our key brands

❑ Sub-Zero,Thermador, and Miele

❑ Download vendor list, print on your desk, bookmark all vendor websites

❑ Review appliance selection sheet and practice filling it out

❑ Set up one on one meetings with vendors to learn about their company and products – speak with your showroom managerto review schedule

❑ First Month: 2 showroom trainings

❑ Second Month: 3-4 showroom trainings

❑ Third Month: 3-4 showroom trainings

❑ By the end of 90-days you should have attended at least 8 showroom trainings with vendors

❑ Attend Basic Product Trainings with Sales Mentor or Vendors:

❑ Cabinetry 101

❑ Ventilation 101

❑ Induction 101

❑ Gas vs LP

❑ Appliancesizing

❑ Steam/Speed/Microwavevariances

❑ Reading Specs

❑ Showroom display layout

❑ Refrigeration 101 – Flush/proud/integrated/panel ready

❑ ADA appliances

Fuse Sales Process Checklist:

WEEKS 3 - 6

**Utilize your sales mentor and showroom manager to assist with tasks**

Sales Information:

*Review all items with your Sales Mentor and Director of Sales:

❑ Weekly recaps

❑ Storage agreement

❑ Extended warranties review

❑ Vendor Rebates

❑ Margins

❑ COI’s

❑ Fuse Customer service

❑ Tax exemption

❑ Builder Contracts & Lein releases

❑ Sales SOP's

❑ Client FollowUp Procedure

❑ Quoting Procedures

❑ Pre-Site and Post-Pre site Sales Tasks

❑ Completing orders

Project Success Team:

❑ Sit with PST team at the corporate office

❑ Review PST procedures here

Sales Process Checklist:

WEEKS 3 - 6

**Utilize your sales mentor and showroom manager to assist with tasks**

Delivery & Install:

*Email Scott Benett to schedule:

❑ Delivery ride along day

❑ Install ride along day

❑ Pre-site day

❑ Warehouse walkthrough

❑ Sit with each corporate office operations to understand their positions

Trade Programs:

❑ Vendor builder & designer programs

❑ Fuse Trade Partner Program approval process (NOT PROMOTED)

Showroom Operations:

*Review procedures with your showroom operations

❑ Showroom process (Walk-ins & phone calls)

❑ Payment processing

❑ Invoice conversions and splits

❑ Admin support review

❑ Setting up service tickets

❑ Setting up showroom meetings

❑ Package AI Issue review

❑ Product allocation

❑ Quote signature & terms and conditions