GMS_Sales_Training_Manual_Expanded BDS

GRAPHIC MEDIA SOLUTIONS | Corporate Sales Training Manual

GRAPHIC MEDIA SOLUTIONS Corporate Sales Training Manual Direct Mail • Large Format Signage • Digital Print

Enterprise Sales Onboarding & Training System Prepared for: Graphic Media Solutions Sales Team Purpose: Train high-performing $1M+ revenue sales representatives

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GRAPHIC MEDIA SOLUTIONS | Corporate Sales Training Manual

1. Company Overview Graphic Media Solutions (GMS) is a full-service marketing and commercial printing company specializing in Direct Mail Marketing, Large Format Signage, and Digital Print production. GMS partners with businesses of all sizes — from independent local shops to regional enterprise chains — providing the marketing materials they need to attract, retain, and grow their customer base.

Our Mission GMS exists to help businesses grow by delivering high-impact marketing materials that increase customer engagement, brand visibility, and revenue. We are not simply a vendor — we are a strategic marketing partner. What Sets GMS Apart • End-to-end service: design, print, mail fulfillment, and campaign analytics • Competitive turnaround times with local and regional production capabilities • Expertise across multiple verticals including grocery, restaurant, dental, and retail • Every Door Direct Mail (EDDM) certified and USPS-compliant mailing services • In-house large format printing for signage, banners, and trade show displays Our Competitive Advantage In a landscape crowded with digital noise, GMS delivers marketing that is physical, tangible, and targeted. Our campaigns reach consumers at their doorstep and inside their favorite stores — where purchasing decisions are made.

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2. GMS Sales Philosophy The single most important mindset shift every GMS sales rep must internalize is this:

"Businesses do not buy printing. They buy customers, visibility, and revenue growth." Your role is not to sell ink on paper. Your role is to sell outcomes.

The Marketing Partner Mindset Every Sales Rep at GMS must position themselves as a marketing consultant — not a print salesperson. This means arriving at every conversation with a point of view about the client's business, their competitive landscape, and the marketing opportunity in front of them. Three Core Principles • Lead with ROI: Always anchor your pitch to measurable business outcomes — new customers, foot traffic, revenue, and brand recall. • Be consultative: Ask before telling. Understand the business's current marketing activity before presenting solutions. • Think long-term: GMS clients who run recurring campaigns generate the highest lifetime value. Build relationships, not transactions.

Sales Rep Standards High-performing GMS sales reps embody the following standards in every interaction:

• Professionalism: Dress, communicate, and present as a business partner — not a vendor. • Preparation: Research each prospect before the call or visit. Know their business category and likely marketing needs. • Persistence: Most deals close on the 5th to 7th touchpoint. Follow up with discipline. • Positivity: Rejection is part of the process. Maintain energy and enthusiasm across all 100 weekly calls.

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3. Understanding Print Marketing Print marketing remains one of the most trusted, effective, and measurable channels available to local and regional businesses. In an era of digital saturation, physical print cuts through the noise. Why Print Still Works • Response rates: Direct mail averages a 4-9% response rate, compared to 0.1% for email blasts or Digital display (Data & Marketing Association). • Tangibility: Physical materials create a lasting impression — customers hold them, display them, and refer back to them. • Trust: Printed materials are perceived as more credible and less intrusive than digital ads. • Targeting: EDDM and demographic-targeted mail allow precise geographic and psychographic reach. • Measurability: Unique promo codes, QR codes, and dedicated phone numbers allow direct ROI tracking. Print vs. Digital: A Complementary Relationship The most effective marketing campaigns combine both print and digital channels. A postcard that drives a recipient to a website, or a banner that reinforces a social media campaign, creates a multi-touch experience that dramatically improves conversion.

Print Channel

Key Strength

Direct Mail Postcards

High response rate, tangible, trackable Cost-effective saturation of entire zip codes Point-of-purchase influence, immediate action High visibility, event and trade show impact

EDDM

Retail Signage

Banners & Displays Brochures & Flyers

Detailed product/service education

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4. Products and Services GMS offers three core product categories. A strong sales rep becomes fluent in all three and identifies cross-sell opportunities within every client relationship.

Direct Mail Campaigns Direct mail is GMS's flagship service. It combines print production with USPS mailing logistics to deliver marketing messages directly to residential and commercial addresses. • Postcards (4x6, 5.5x8.5, 6x9, 6x11): High-impact, low-cost entry point for most campaigns. • Promotional Mailers: Multi-panel folded pieces that communicate complex offers or product catalogs. • Every Door Direct Mail (EDDM): USPS program that saturates carrier routes at a discounted postage rate — ideal for restaurants, dental offices, and retail stores. Sales Tip: EDDM is a great entry-point sale for price-sensitive prospects. Low minimum quantities and no mailing list required. Large Format Signage Large format printing encompasses any oversized print application designed for visibility at a distance. This category is highly visual and emotionally compelling. • Banners (vinyl, fabric, mesh): Interior and exterior applications for sales events, grand openings, and seasonal promotions. • Posters: Retail and event marketing in standard sizes (18x24, 24x36, 27x40). • Window Graphics: Perforated, frosted, or full-color vinyl graphics applied to storefront glass. • Trade Show Displays: Retractable banner stands, table throws, and pop-up backdrops. Sales Tip: Signage is often the easiest and fastest first sale. Retailers and restaurants frequently need seasonal signage on short notice — be their go-to resource. Digital Print Digital print covers shorter-run collateral printed on digital presses. Fast turnaround and low minimum quantities make this ideal for local businesses. • Flyers: Single-sheet promotional pieces for events, menus, and specials. • Brochures: Tri-fold and z-fold formats for service businesses, real estate, and medical practices. • Rack Cards (4x9): Slim format perfect for hotel lobbies, waiting rooms, and retail counters. • Menus: Full-color folded menus for restaurants — a recurring revenue opportunity with every menu update. • Booklets: Multi-page saddle-stitched or perfect-bound for catalogs, program guides, and annual reports.

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5. Target Industries GMS thrives in specific verticals where print marketing has a proven track record of ROI. Sales reps should develop deep industry knowledge in at least three verticals.

Industry Vertical Wholesale Grocery

Primary GMS Products

Weekly ad inserts, EDDM promotions, in-store signage Seasonal promotions, loyalty program mailers, banners Large-scale signage programs, custom display systems EDDM menus, grand opening campaigns, seasonal flyers New patient acquisition postcards, appointment reminder cards Patient communication mailers, health awareness campaigns Oil change and service reminder direct mail, seasonal promotions Just listed/just sold postcards, neighborhood prospecting mail Sale event banners, promotional flyers, window graphics Seasonal service postcards, referral program mailers Voter contact mail, door hangers, yard signs

Independent Regional Grocery Chains

Large Format Grocery Chains

Restaurants

Dental Offices

Medical Practices

Auto Repair Shops

Real Estate Agents

Retail Stores

Home Services

Political Consultants

Developing Vertical Expertise Top performers do not sell generically. They develop a point of view for each vertical — understanding the seasonal rhythms, competitive pressures, and customer acquisition priorities that make each industry unique. Study your top three verticals. Know their peak marketing seasons, their common objections, and their most successful campaign types.

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6. Prospecting Systems Consistent prospecting is the foundation of every $1M sales rep's success. You cannot close deals you have not first discovered. Every GMS rep is expected to build and maintain a territory prospect database of 500+ qualified businesses. Prospecting Sources • ZoomInfo: Enterprise-grade B2B database for company size, revenue, decision-maker contacts, and industry filtering. • Google Maps: Free, highly effective for geographic territory mapping. Search by business category and zip code. • Chamber of Commerce Lists: Local business directories often available as member benefits — rich with decision-maker names. • LinkedIn: Ideal for identifying marketing managers, owners, and office administrators at small and mid-size businesses. • Industry Directories: Trade association member lists for dental, grocery, and real estate verticals. • Referrals: The highest-conversion source. Every closed deal should prompt a referral request.

Building Your Prospect Database Structure your database with the following fields for each prospect: • Business name and address • Primary decision-maker name and title • Phone number and email • Industry vertical and estimated annual revenue • Last contact date and next follow-up date • Current marketing activity (if known) • Estimated deal value and products of interest

Pro Tip: Dedicate the first 30 minutes of every day to adding 10 new prospects to your database. In 50 working days, you will have 500. Consistency compounds.

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7. Sales Call Flow Every GMS sales conversation — whether phone, in-person, or virtual — should follow a structured flow. Structure creates confidence. Confidence creates closings.

Stage

Objective

1. Introduction

Establish rapport, confirm you have reached the right person Understand current marketing activity and business goals Connect a specific business need to a GMS solution Present a tailored recommendation with specific products Anchor to value and ROI before revealing campaign investment Ask for the order or secure a next step with a specific date/time

2. Discovery Questions

3. Identify Marketing Opportunity

4. Recommend Print Campaign

5. Present Pricing

6. Close or Schedule Follow-Up

Keys to Each Stage • Introduction: State your name, company, and a one-sentence value statement before asking for time. • Discovery: Ask open-ended questions. Listen more than you speak. Take notes. • Opportunity: Use the prospect's own words to reflect the opportunity back to them. • Recommendation: Be specific. Vague recommendations create hesitation. • Pricing: Present as a campaign investment, not a print cost. Show ROI before the number. • Close: Use trial closes throughout ‘Does this seem like a good fit for what you're trying to accomplish?'

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8. Cold Calling Scripts Cold calling remains one of the highest-volume prospecting methods at GMS. The scripts below are starting points — personalize them to match your natural voice and the specific prospect.

Opening Script "Hello, this is [Your Name] with Graphic Media Solutions." "We specialize in helping [industry, e.g., dental offices / restaurants / retailers] attract new customers through targeted direct mail campaigns and high-impact promotional signage." "I was hoping to connect with the person who handles your marketing — is that you, or would that be someone else?" Discovery Bridge "Great — I only need about two minutes. Quick question:" "Are you currently running any marketing promotions this quarter, or is that something you're planning?" " [Listen and respond to their answer before continuing] " "What does your current process look like for attracting new customers to [business type]?" Voicemail Script "Hi [Name], this is [Your Name] with Graphic Media Solutions — number is [phone]." "We help [industry] businesses grow through direct mail and signage campaigns — I had a specific idea for [business name] I'd love to share. I'll try you again [day], or feel free to call me back." Call Handling Tips • Call between 8-9am or 4-5pm — business owners and managers are often more accessible before and after peak hours. • Do not read from the script robotically. Internalize the structure, then speak naturally. • If a gatekeeper answers, be direct and friendly: 'Hi, I'm hoping to speak with the owner — is [name] available?' • Always end every call by scheduling the next action: 'I'll follow up on Thursday — does morning or afternoon work better?'

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9. Door-to-Door Sales Scripts In-person prospecting is one of GMS's most powerful differentiators. Walking into a business creates instant presence and credibility that a phone call cannot replicate. The key is projecting confidence without pressure.

Walk-In Introduction "Hi, I'm [Your Name] with Graphic Media Solutions." "We work with a number of local businesses in this area helping them attract more customers through direct mail campaigns and in-store promotional signage." "I'd love to leave some information and maybe grab two minutes with the owner or manager — is [name] available today?" If the Decision Maker is Available Transition immediately into a brief, curiosity-building value statement followed by your first discovery question: "Thanks for a moment — I promise I'll be brief." "We just ran a direct mail campaign for another [restaurant/dental office/retailer] about a mile from here that brought in over [X] new customers in 30 days." "I was curious — how are you currently driving new customers to your location?"

Leave-Behind Protocol When the decision maker is unavailable, leave a professional packet containing: • A GMS company overview one-pager • A relevant case study or sample campaign result from their vertical

• Your business card with a personalized handwritten note Follow up within 48 hours with a phone call referencing your visit.

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10. Discovery & Needs Analysis Discovery is the most underutilized — and most important — stage of the sales process. A rep who asks great questions will always outsell a rep who delivers a great pitch. Your goal in discovery is to understand the prospect's business well enough to prescribe the right campaign.

Core Discovery Questions • "How do you currently attract new customers?" — Opens the conversation about marketing activity. • "What promotions or sales events are you planning this quarter?" — Identifies near-term buying opportunities. • "What marketing materials do you currently print, and who handles that for you?" — Reveals existing spend and vendor relationships. • "What does a new customer typically mean in revenue for your business?" — Establishes ROI context for your pricing conversation. • "If you could wave a magic wand and solve one marketing challenge, what would it be?" — Uncovers the emotional and strategic priority. • "Have you tried direct mail before? What was your experience?" — Surfaces past objections before they become current ones. Active Listening Protocol During discovery, follow the L-A-R framework: • Listen: Let the prospect fully answer before speaking. Silence is productive. • Acknowledge: Reflect back what you heard -‘So it sounds like your biggest challenge right now is slow foot traffic on weekdays?' • Record: Take notes visibly. It signals that what they say matters.

Pro Tip: Spend at least 60% of your discovery call listening. The prospect's own words are your best sales tool.

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11. Presenting Marketing Solutions A GMS presentation is not a product pitch — it is a prescription. You have diagnosed the business challenge during discovery. Now you are delivering the solution.

Presentation Framework (P-R-E-S) • Problem: Restate the specific challenge the prospect shared in their own words. • Recommendation: Present the specific GMS campaign you are recommending. • Evidence: Share a relevant case study, testimonial, or data point that proves results. • Solution Summary: Recap the campaign, timeline, and expected outcome before presenting investment. Example Recommendations For a restaurant within 5 miles of residential neighborhoods: "Based on what you shared about wanting to grow weekday dinner traffic, I'd recommend a 5,000-piece EDDM postcard campaign targeting households within a 3 mile radius, combined with updated window graphics promoting your weekday specials. This type of campaign typically generates a 2-4% response rate — that's 100-200 new visits."

For a dental office seeking new patients: "For a practice your size targeting families in the surrounding zip codes, I'd recommend a 'New Patient Welcome' postcard campaign of 7,500 pieces with demographic targeting for households with children under 18. Given that a new patient is worth $800-$2,000 in annual revenue, the ROI on this campaign pays back within the first 5-10 responses." Visual Presentation Tools Always present using physical samples or a digital presentation that includes: • A printed campaign sample relevant to their industry • A simple ROI calculation built around their business metrics • A timeline showing production, mailing, and expected response window

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12. Direct Mail Campaign Packages Structured packages simplify the buying decision and create clear price anchors. Present packages in ascending order — always start with the Starter Campaign and let the prospect self-select up.

Package

Details

Starter Campaign

5,000 postcards mailed locally. Ideal for businesses testing direct mail for the first time. Standard 4x6 or 5.5x8.5 postcard, EDDM delivery. 10,000 postcards with demographic targeting. Includes list acquisition for targeted household profile. Ideal for dental, medical, and real estate clients. 25,000 mailers plus in-store signage package and promotional flyers. Full multi-channel campaign for established retail and grocery clients.

Growth Campaign

Expansion Campaign

Upsell Opportunities Within Each Package • Add a second mailing (same creative, 30 days later) for increased frequency and response rate. • Include a QR code and basic landing page for digital tracking. • Bundle signage with any direct mail campaign for a 10-15% package discount. • Offer a 3-campaign subscription for a quarterly rhythm that keeps GMS top-of-mind.

Sales Tip: Always pitch the recurring option.

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13. Signage Sales Strategies Large format signage is often the fastest and easiest first sale at GMS. Retail businesses update their signage frequently — seasonal sales, grand openings, holiday promotions, and product launches all create recurring buying events.

Why Signage is the Perfect Entry Sale • Short production timeline: Most signage ships within 2-5 business days.

• Lower initial investment: Signage jobs can start at $150-$500, lowering the commitment barrier. • Visible results: The prospect can immediately see and use the output — building trust for larger campaigns. • Repeat purchase cycle: Signage is seasonal and perishable — every sale creates a natural follow-up opportunity.

Signage Buying Triggers • Seasonal promotions (back-to-school, holiday, summer) • Grand opening or re-opening events • New product or menu launches • Trade show or conference attendance • In-store sale events

Signage Upsell Ladder Use signage as the entry point to a deeper relationship:

• Start: Vinyl banner or window graphic for an upcoming promotion. • Step 2: Add a coordinating flyer or rack card for handout distribution. • Step 3: Propose a full campaign — signage + direct mail to announce the same promotion to households nearby.

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14. Digital Print Opportunities Digital print is GMS's highest-frequency, lowest-barrier service category. While individual job values may be smaller, digital print builds relationship frequency and creates natural upsell pathways to direct mail and signage. High-Frequency Digital Print Buyers • Restaurants: Menu updates 2-4 times per year, seasonal specials, daily insert cards. • Real Estate Agents: Just listed/sold flyers, open house materials, neighborhood farm pieces. • Medical and Dental: Patient intake forms, health awareness posters, appointment reminder cards. • Event Planners: Programs, sponsor booklets, table cards, signage. • Retail Stores: Sale flyers, product one-pagers, gift guides. Digital Print as a Relationship Builder The goal with digital print clients is to increase order frequency until they become a GMS 'house account' — a client who calls GMS first for any print need. Achieve this by: • Proactively reaching out before each known buying event (e.g., 'Your summer menu is probably coming up — want to get on the schedule?') • Offering to store approved artwork and templates for fast reorders • Providing a simple reorder form or online portal for high-frequency clients

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15. Pricing and Profit Strategy GMS pricing is variable and dependent on materials, quantity, finishing requirements, turnaround time, and delivery logistics. There is no universal rate card — every quote is customized. Your job is to sell value, not compete on price. Key Pricing Principles • Always present value before price: Walk the prospect through the expected ROI of the campaign before you reveal the investment figure. • Bundle to increase perceived value: A standalone postcard campaign feels like a cost. A 'New Customer Acquisition Campaign' that includes postcards, design, mailing list, and postage feels like a service. • Use price anchoring: Present the Expansion Campaign first, then work down. The Starter Campaign will feel more affordable in comparison. • Avoid competing on price: If a prospect pushes back on price, redirect to value — 'What would 50 new customers be worth to your business over the next quarter?'

Pricing Variables to Discuss with Production • Quantity (print run size) • Size and format (folded vs. flat, paper stock) • Finishing (lamination, UV coating, die cutting)

• Mailing list type (EDDM vs. targeted list) • Turnaround timeline (standard vs. rush)

Pro Tip: Never quote pricing verbally on the first call. Always send a written proposal that frames the campaign professionally — it increases perceived value and reduces price objections.

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16. Handling Objections Objections are not rejections — they are requests for more information or reassurance. A skilled GMS rep treats every objection as an opportunity to reinforce the value of the campaign.

Objection

Response Strategy

"We don't have the budget right now."

"I understand. What would your budget need to look like for this to make sense? Let's design a starter campaign around what works." "That's great — I'm not asking you to switch. I'm offering to show you what a results-focused campaign looks like. Would you be open to a comparison?" "Tell me more about that campaign. In most cases, underperforming mail is a targeting or offer issue — not a channel issue. Let me show you what a well-structured campaign looks like." "Digital is powerful — and it works even better when paired with a physical touchpoint. Our best-performing clients use both. Let me share why." "Happy to. What's most relevant to you — our direct mail packages, signage options, or digital print? I'll tailor what I send so it's useful, not generic."

"We already have a printer we use."

"We tried direct mail and it didn't work."

"We do everything digitally now."

"Send me some information."

The Objection Response Formula • Acknowledge: 'I hear that — that's a common concern.'

• Clarify: 'Can I ask what's behind that? Is it timing, budget, or something else?' • Reframe: Redirect to value, evidence, or a reduced-commitment entry point. • Advance: Always end by proposing a next step.

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17. Sales Pipeline Management A managed pipeline is the difference between a rep who is busy and a rep who is productive. Every active prospect in your database must be assigned a pipeline stage and a next action date.

Pipeline Stage

Definition & Required Action

Prospect

Identified but not yet contacted. Action: Schedule first outreach attempt. First call or visit completed. Action: Schedule follow-up within 48-72 hours. Discovery call or presentation confirmed. Action: Prepare tailored proposal. Written campaign proposal delivered. Action: Follow up within 48 hours. Deal signed and deposit received. Action: Handoff to production, schedule 30-day check in. Second or recurring order placed. Action: Quarterly business review, upsell campaign.

Contacted

Meeting Scheduled

Proposal Sent

Closed

Repeat Client

Pipeline Health Metrics A healthy GMS pipeline should maintain the following minimums at all times: • 50+ prospects in the 'Contacted' stage • 10+ active proposals in the 'Proposal Sent' stage

• 5+ meetings scheduled for the current and following week • At least 3 'Repeat Clients' generating recurring revenue

Pro Tip: Review your full pipeline every Friday. Move every stuck deal — either advance it or disqualify it. Dead deals in your pipeline give a false sense of security.

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18. Territory Prospecting Strategy Efficient territory management allows GMS reps to maximize face-to-face selling time while minimizing windshield time. Cluster your activity geographically to create routing efficiency and community presence. Geographic Clustering Strategy • Select one commercial district or business corridor per week as your primary prospecting zone. • Map all businesses in that zone using Google Maps before arriving. • Follow up with every contacted business via phone within 48 hours of your visit. • Return to the same cluster quarterly to maintain presence and catch businesses at different buying stages.

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19. Direct Mail ROI Calculator Use this framework in every sales conversation to quantify the expected return on a GMS direct mail campaign. The numbers below are conservative estimates based on industry averages.

ROI Variable Mail Quantity

Example Value

5,000 pieces

Industry Average Response Rate

2% 100 $50

Expected New Customers

Average Customer Transaction Value

Estimated First-Visit Revenue Campaign Investment (est.)

$5,000 $1,200

Estimated Net ROI

$3,800 (316%)

If customer returns 3x/year...

$15,000 in Year 1 lifetime value

Using the ROI Calculator in the Field Walk the prospect through this calculation using their own numbers. Ask:

• 'What is a typical transaction value for a new customer?' (fills the transaction value field) • 'How many times does a new customer typically visit or purchase in a year?' (calculates lifetime value) • 'If we brought in 50 new customers, what would that mean for your business?' (anchors the emotional outcome)

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20. Sales Activity Metrics GMS sales success is predictable when reps maintain disciplined activity levels. The following weekly targets are the minimum activity standards for all Business Development Specialists.

Metric

Weekly Target

Total outreach calls made

100

Prospects meaningfully contacted Discovery calls or in-person visits

40

10-15

Proposals delivered

5

Closed deals

1-2

Referrals requested

5+

Activity-to-Revenue Conversion Logic The mathematics of GMS sales is straightforward. At scale: • 100 calls → 40 contacts → 10 meetings → 5 proposals → 1 -2 closes per week • At an average deal size of $1,500-$3,000 per close, a rep closing 2 deals/week generates $3,000-$6,000/week or $150,000-$300,000 annually from new business alone. • Add 3-5 recurring accounts to your portfolio and the path to $500K-$1M becomes clear. Tracking Your Activity Log every call, visit, and proposal in your CRM daily. Weekly activity reviews with your manager are based on this data — accuracy matters. Reps who track consistently always outperform reps who track sporadically.

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21. 30-60-90 Day Sales Plan New GMS reps follow a structured ramp plan designed to build product knowledge, develop prospecting habits, and close their first deals within 90 days.

Days 1-30: Foundation • Complete full product and pricing certification for all three GMS service lines. • Build initial prospect database of 250+ businesses in assigned territory.

• Deliver 10 practice pitches with your manager or a peer. • Make your first 100 prospecting calls by end of week 3. • Goal: First proposal delivered by day 30.

Days 30-60: Prospecting & First Deals • Expand prospect database to 500+ businesses.

• Reach full weekly activity cadence (100 calls, 10 meetings, 5 proposals). • Close first 2-3 deals — focus on signage and starter campaign packages. • Identify and develop your top 3 vertical specialties. • Goal: $5,000-$10,000 in closed revenue by end of day 60.

Days 60-90: Building Momentum • Full pipeline running at all six stages with active deals in each. • First repeat order from an early client. • Begin building referral network from closed accounts. • Identify first two candidates for recurring campaign subscription. • Goal: $15,000-$25,000 in closed revenue by end of day 90. Monthly run rate of $20K+.

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22. Sales Commission Planning GMS compensates Business Development Specialists through a base salary plus tiered commission structure. Understanding how to engineer your commissions is a critical skill for $1M rep performance. Commission Strategy Principles • Focus on high-value campaigns: A $5,000 Expansion Campaign generates significantly more commission than five $1,000 Starter Campaigns, for similar effort. • Prioritize recurring accounts: Recurring campaign clients generate commission month after month — they are the foundation of a $1M annual revenue base. • Stack deals strategically: Combine signage, direct mail, and digital print within a single client relationship to maximize per-account revenue and commission. • Track your own pipeline value: Know your projected monthly commission at all times. Reps who track this outperform those who don't.

Path to $1M in Annual Sales • Recurring accounts (5-10 clients at $5K-$10K/month each) = $300,000-$1,200,000 • New business closes (1-2 per week at $1,500-$5,000 each) = $78,000-$520,000 • Add-on and upsell orders from existing accounts = additional 15-25% revenue uplift

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25. $1M Sales Rep Growth Roadmap The path to $1 million in annual sales revenue is not a mystery — it is a math problem with a proven set of behaviors. Every $1M rep at GMS has built their revenue on the same four pillars.

The Four Pillars of $1M Performance:

1. Build a pipeline of 500+ qualified prospects 2. Close 5-10 deals monthly with consistent follow-up discipline

3. Develop 5-10 recurring marketing clients generating monthly revenue 4. Focus on high-value campaigns ($2,500+) rather than small one-time jobs

Revenue Milestones and Timeline Milestone

Typical Timeline

First closed deal

Day 20-30 Month 2-3 Month 4-6 Month 5-7 Month 9-12 Month 12-18

$10,000/month run rate $30,000/month run rate

First recurring client portfolio (3+ accounts)

$75,000/month run rate $1,000,000 annual revenue

Habits of $1M Reps • They prospect every single day — even during busy closing periods.

• They protect their top accounts with proactive outreach before competitors can. • They treat every client as a referral source and ask directly for introductions. • They review their own metrics weekly and know exactly where they stand vs. target. • They invest in their own skill development — asking for coaching, listening to call recordings, and practicing scripts. GMS has everything a sales rep needs to reach $1 million in annual production: strong products, proven processes, and a clear market opportunity. The variable is execution. This manual is your roadmap. Every rep has to find their own way — now it is time to get to work.

— Graphic Media Solutions Sales Leadership

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