Training-Program-Business-Hygiene-Excellence (1)

[Virtual Presenter] Training Program: Business Hygiene Excellence Target Audience: Sales Teams, Account Managers, Client Success Managers, and Business Development Representatives..

[Virtual Presenter] 1. Executive Summary This training program is designed to instill the discipline of "Business Hygiene." Just as personal hygiene prevents illness, business hygiene prevents operational friction, lost revenue, and reputational damage. It covers the non negotiable daily habits that separate average performers from top tier professionals. Executive Summary This training program is designed to instill the discipline of "Business Hygiene." Just as personal hygiene prevents illness, business hygiene prevents operational friction, lost revenue, and reputational damage. It covers the non negotiable daily habits that separate average performers from top tier professionals..

[Audio] 2. Module 1: The Fundamentals of Business Hygiene Objective: Define what business hygiene is and why it is critical for long term success. Defining Business Hygiene: It is not just about "being clean"; it is about "being clear." The link between hygiene, trust, and reliability. The "Broken Window" Theory in Business: How small lapses (typos in emails, late arrivals, outdated C-R-M data) signal incompetence to clients. Data Hygiene Process Hygiene Communication Hygiene Accuracy of information. Adherence to workflows. Clarity and etiquette. The Three Pillars Module 1: The Fundamentals of Business Hygiene Objective: Define what business hygiene is and why it is critical for long term success. Defining Business Hygiene: It is not just about "being clean"; it is about "being clear.“ The link between hygiene, trust, and reliability. The "Broken Window" Theory in Business: How small lapses (typos in emails, late arrivals, outdated C-R-M data) signal incompetence to clients. The Three Pillars: Data Hygiene: Accuracy of information. Process Hygiene: Adherence to workflows. Communication Hygiene: Clarity and etiquette..

[Audio] 3. Module 2: Account Management & C-R-M Hygiene Objective: Ensure that the "health" of an account is accurately reflected and managed through discipline. CRM Discipline (The Single Source of Truth): Rule: "If it isn't in the C-R-M--, it didn't happen." Essential fields to keep updated weekly (Contact info, Next Step Date, Opportunity Stage). Cleaning out "Zombie Leads" and dead opportunities. Relationship Health Checks: Frequency of contact mapping (Are we only talking when we need money?). The Quarterly Business Review (Q-B-R--) cadence—internal against external. Pipeline Sanitation: Differentiating between a "Hope" and a "Deal." Moving deals strictly based on exit criteria, not gut feeling. Module 2: Account Management & C-R-M Hygiene Objective: Ensure that the "health" of an account is accurately reflected and managed through discipline. C-R-M Discipline (The Single Source of Truth): Rule: "If it isn't in the C-R-M--, it didn't happen." Essential fields to keep updated weekly (Contact info, Next Step Date, Opportunity Stage). Cleaning out "Zombie Leads" and dead opportunities. Relationship Health Checks: Frequency of contact mapping (Are we only talking when we need money?). The Quarterly Business Review (Q-B-R--) cadence—internal against external. Pipeline Sanitation: Differentiating between a "Hope" and a "Deal." Moving deals strictly based on exit criteria, not gut feeling..

[Audio] 4. Module 3: Client Profiling & Research Objective: Move beyond surface level knowledge to deep strategic understanding. The K-Y-C (Know Your Customer) Framework: Demographics Psychographics Stakeholder Mapping Size, location, revenue (The Basics). Culture, risk appetite, decision making speed. Identifying the Economic Buyer against the Champion against the Blocker. Exercise: Mapping the "Sphere of Influence" for a top account. Pre Engagement Intel: Checking recent news, stock performance, and LinkedIn activity before every interaction. Understanding their fiscal year and budgeting cycles. Module 3: Client Profiling & Research Objective: Move beyond surface level knowledge to deep strategic understanding. The K-Y-C (Know Your Customer) Framework: Demographics: Size, location, revenue (The Basics). Psychographics: Culture, risk appetite, decision making speed. Stakeholder Mapping: Identifying the Economic Buyer against the Champion against the Blocker. Exercise: Mapping the "Sphere of Influence" for a top account. Pre Engagement Intel: Checking recent news, stock performance, and LinkedIn activity before every interaction. Understanding their fiscal year and budgeting cycles..

[Audio] 5. Module 4: Meeting Hygiene (Virtual & Physical) Objective: Maximize the R-O-I of time spent in meetings. The Pre Meeting Protocol: In Meeting Etiquette: The Post Meeting "Golden Hour": The Agenda Rule: No agenda = No meeting. Punctuality: The 5-minute early rule. Sending Minutes of Meeting (MoM) within 24 hours (ideally 1 hour). Virtual Presence: Camera on/off norms, background noise control, lighting. Sending materials 24 hours in advance. Clearly defined Next Steps: Who does What by When. Defining the "Desired Outcome" before the invite is sent. Active Listening: The ratio of talking against listening (60/40 rule). Module 4: Meeting Hygiene (Virtual & Physical) Objective: Maximize the R-O-I of time spent in meetings. The Pre Meeting Protocol: The Agenda Rule: No agenda = No meeting. Sending materials 24 hours in advance. Defining the "Desired Outcome" before the invite is sent. In Meeting Etiquette: Punctuality: The 5-minute early rule. Virtual Presence: Camera on/off norms, background noise control, lighting. Active Listening: The ratio of talking against listening (60/40 rule). The Post Meeting "Golden Hour": Sending Minutes of Meeting (MoM) within 24 hours (ideally 1 hour). Clearly defined Next Steps: Who does What by When..

[Audio] 6. Module 5: Call & Email Hygiene Objective: Professionalism in asynchronous and synchronous communication. Email Excellence: Subject Lines: Must be searchable and specific (for example, Action Required: Project 10 Update against Checking in). The "B-L-U-F-" Method: Bottom Line Up Front. Put the ask in the first two sentences. Response Times (T-A-T--): Internal against External expectations (for example, acknowledge within 4 hours, resolve within 24). OOO (Out of Office): Setting professional auto responders with alternative points of contact. Call Etiquette: Environment checks (quiet space, stable internet). Voicemail best practices: Name, Company, Reason, Number (repeated twice). Handling interruptions and "dead air" professionally. Module 5: Call & Email Hygiene Objective: Professionalism in asynchronous and synchronous communication. Email Excellence: Subject Lines: Must be searchable and specific (for example, Action Required: Project 10 Update against Checking in). The "B-L-U-F-" Method: Bottom Line Up Front. Put the ask in the first two sentences. Response Times (T-A-T--): Internal against External expectations (for example, acknowledge within 4 hours, resolve within 24). O-O-O (Out of Office): Setting professional auto responders with alternative points of contact. Call Etiquette: Environment checks (quiet space, stable internet). Voicemail best practices: Name, Company, Reason, Number (repeated twice). Handling interruptions and "dead air" professionally..

[Audio] 7. Module 6: Personal Professional Brand Objective: Aligning personal presentation with corporate values. Digital Footprint: Time Management Hygiene: LinkedIn profile optimization (Headshot, Headline, Summary). Calendar blocking: Protecting time for "Deep Work" against "Administrative Hygiene." Consistency between resume/bio and current role. Respecting others' calendars (checking availability before booking). Module 6: Personal Professional Brand Objective: Aligning personal presentation with corporate values. Digital Footprint: LinkedIn profile optimization (Headshot, Headline, Summary). Consistency between resume/bio and current role. Time Management Hygiene: Calendar blocking: Protecting time for "Deep Work" against "Administrative Hygiene." Respecting others' calendars (checking availability before booking)..

[Audio] 8. Workshop Activities & Roleplays Activity A: The C-R-M Audit Activity B: The "Disaster Meeting" Roleplay Activity C: The Email Makeover Format: Individual Task Format: Pairs Format: Groups of 3 Participants open their current pipeline. They must identify 3 accounts with "Bad Hygiene" (expired close dates, missing contact roles, no recent notes) and fix them in real time. Task: Provide a messy, unclear email. Participants must rewrite it using B-L-U-F-, clear formatting, and a specific Call to Action (C-T-A--). Task: One person plays a client, two play the sales team. The sales team must demonstrate bad hygiene (late, no agenda, talking over client). Debrief: Discuss how the "client" felt and the business impact. Then, re run the scenario with perfect hygiene. Workshop Activities & Roleplays Activity A: The C-R-M Audit Format: Individual Task: Participants open their current pipeline. They must identify 3 accounts with "Bad Hygiene" (expired close dates, missing contact roles, no recent notes) and fix them in real time. Activity B: The "Disaster Meeting" Roleplay Format: Groups of 3 Task: One person plays a client, two play the sales team. The sales team must demonstrate bad hygiene (late, no agenda, talking over client). Debrief: Discuss how the "client" felt and the business impact. Then, re run the scenario with perfect hygiene. Activity C: The Email Makeover Format: Pairs Task: Provide a messy, unclear email. Participants must rewrite it using B-L-U-F-, clear formatting, and a specific Call to Action (C-T-A--)..

[Audio] 9. Key Takeaways & Commitments Summary of the "Golden Rules" of Business Hygiene. Each participant writes down one "Hygiene Habit" they will commit to changing starting tomorrow..