Presentation Title goes here.

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B.E.A.M.
Building Effective Account Managers
Training Toolkit
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Introductions

• American Red Cross
• Penn-Jersey Region

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Philadelphia, PA
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Philadelphia, PA
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Guy Triano

• District Manager
• 5 years
• 3 positions in Donor Recruitment

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Helen Munizza

• Manager, Training Development
• 16 years
• 12 positions in Donor Recruitment

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What Weve Learned

• Use It or Lose It

• Show Tell

• Honest Immediate Feedback

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Take Away

• Tool Kit with Instructions

• Ideas for Training New
  Account Managers

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Topics

• New Account Manager

• Finding Balance

• Building Blocks

• Training Toolkit

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Hiring New Account Managers
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• Salesperson Motivator
• Educator Event Planner
• Customer Service Representative
• Account Manager

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New Account Manager

• Skills

• Talent

• Experience

• Education

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New Account Manager

• Strengths

• Weaknesses

• Untapped Potential

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Finding Balance
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Traits

• Goal-Oriented

• Presentation Skills

• Follow Up Skills

• Organizational Skills

• Motivational Skills

• Attention to Detail

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Traits

• Ability to Handle Resolve Crises

• Time Management Skills

• Problem Solving Skills

• Building Relationships

• Leading Others to Reach Goals

• Securing Commitments from Others

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Balance Scenario/Example
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Trait Impact on Job

• FIELD
• Presentation Skills
• Motivating Others
• Building Relationships
• Getting Commitments

• OFFICE
• Follow Up Skills
• Organizational Skills
• Attention to Detail
• Time Management

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Field Getting Commitments

• Commitment to Reaching Goal
• Commitment to Recruitment Strategies
• Commitment to Scheduling Donors
• Commitment to Patients

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Office Attention to Detail

• Verifying Details on Paper Computer
• Completing Projects Accurately
• Managing Routine Details

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Office Time Management

• Meets Deadlines For Assignments
• Manages Field Time and Tasks
• Manages Office Time and Tasks

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Training Coaching
The weight that helps to balance
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Evaluate

• Determine the difference between where they are
  where they need to be
• Coach Train to the level that is needed

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Hands On

• Teach Back
• Mock Presentations
• Homework
• Meetings with Sponsors

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Teamwork
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Building Blocks
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Foundation of the Building
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Orientation

• From Day 1 to 3 weeks
• Build the foundation for future success
• Fundamentals of donor recruitment (RAP)

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Teaching the Basics
Fundamentals of Donor Recruitment
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Recruitment Action Plan

• Goals Sign Up Productive
• Recruitment Committee
• Active Recruitment Strategies
• Donor Scheduling

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Recruitment Action Plan

• Reminder System
• Recognition
• Scheduled Donor Appointments (Counts)
• Set Up/ Logistics

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1st Floor of the Building
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Rookie Snapshot

• From 3 weeks until 6 months
• Completed prior to six month anniversary

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Field

• Observe Different Types of Meetings
• Evaluate Strengths Areas to Improve
• Provide Continuous Feedback

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Office

• Observe Organizational Skills
• Evaluate Strengths Areas to Improve
• Provide Continuous Feedback

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Rookie Snapshot

• Purpose To provide extensive examples and
  feedback for the employee and their supervisor
  prior to completing the probationary employment
  period

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(No Transcript)
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2nd Floor of the Building
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Training

• From 6 months to 12 months
• Weekly Meetings with District Manager
• Field Reviews
• Initial Servicing Meetings (Planning)
• Presentations

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Field Reviews

• Initial Servicing Meeting (Planning)
• Presentations
• Recruitment Committee
• Assembly
• Presentations
• Proposals

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(No Transcript)
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3rd Floor of the Building
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Ongoing Training Feedback

• Team Meetings - Monthly
• Department Meetings - Quarterly
• Custom Training Courses

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Building Maintenance
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We Are Building

• Knowledge
• Confidence
• Success
• Satisfaction

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Training Toolkit

• Training Components
• Rookie Snapshot
• Field Reviews
• Initial Servicing Meeting
• Presentations

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Summary

• New Account Manager
• Finding Balance
• Building Blocks
• Training Toolkit

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Thank you!