How to Sell a Contracted Membership

Contracted Sales Process for Marketing Consultants

Authorify | How to Sell a Contracted Membership

Overview

This document outlines how to close a contracted sale in Hubspot. 

Scope & Support Matrix

This document does not include steps on how to pitch the sale to the lead. This process document only covers the steps on how to create a quote, how to collect payment in Chargify, how to endorse a new contracted member to a CSR, and how to update your Hubspot deal.

The table below shows the point of contacts and their roles and responsibilities.

Role	Responsibility
Tiffany Prosper tiffany@authorify.com Sales Manager	Primary escalation point for all deal related issues encountered by the MCs. Engages with the Sales Operations Manager and Finance team to settle a deal related concern, as needed.
Vacant Post Compliance & Process Coordinator	Responsible for the compliance, audit, and distribution of training materials across different processes.
Christine Joy de Castro christine@authorify.com Sales Operations Manager	Escalation contact for all issues not resolved by the SDR Team Leader..

Contract Sales Process

This section is applicable only to Contract Closers. The process steps listed below must be completed within 30 minutes after collecting the payment in Chargify.

1. Attend your appointment and pitch for a contract following the Straight Line Sales Process.

1. Look for the coaching call deal on the account. Make sure you are working on an active coaching call deal - deal that is not in Closed Lost stage or Bill Through pipeline.

1. The name of the coaching call deal identifies the type of trial the member currently has – if it's an AFY, RM, or Mortgage trial. 

1. If the member agrees to plus membership, collect a signed contract from the member. Here’s how to create a quote. Otherwise, move the deal to the appropriate stage listed on the Deal Management Guidelines section. 

1. Collect the payment in Chargify. If the account is in Stripe, you may request support in #coach_support in Slack to process the payment on your behalf.

1. Schedule an onboarding call for the new member using the CSR Onboarding calendar.
   
   For real-time onboarding, you may reach out to the #csr-mc-onboarding channel in Slack. 

IMPORTANT Do not end the call unless an onboarding appointment is secured for the member. Sales commission might be revoked if the member does not get onboarded. 

1. Update the following properties on the deal you are working on:
   1. Deal name - follow the naming convention Member Name - Product Sold

1. Deal Owner - must show the name of the SDR who processed the sale

1. Amount - should reflect the full contract price if the sale is a non-contracted to contracted sale. If the sale is a contracted to another contracted membership, the amount only reflects the accurate payment collected in Chargify/Stripe.

1. Authorify Product - update with the correct AFY product, if applicable

1. Referral Marketing Product - update with the correct RM product, if applicable

1. Mortgage Product - update with the correct Mortgage product, if applicable

1. Move the deal to the Closed Won stage. This must be the last step when closing a sale. After moving the deal to this stage, no other change must be done to the same deal. 

1. Update the meeting outcome of your meeting log. Please refer to the different meeting outcomes below and when to use them:
   1. Scheduled - default outcome of the meeting
   2. No Show - used when the member did not attend the meeting
   3. Rescheduled - used when the member asks to reschedule the appointment
   4. Completed - used when the meeting was completed

Deal Management Guidelines

This section shows when to use the different deal stages across trial pipelines. 

Deal Stage	When to Use
New	Trials who did not schedule an MC introduction call are automatically placed under the ‘New’ stage.
Working Schedule Appointment	Deals are manually moved here when an SDR fails to connect with the member and schedule a coaching call.
Appointment Scheduled	Deals are automatically set to this stage when a new trialing member schedules an introduction call during the onboarding process.  Deals may also be manually moved to this stage when an SDR is able to schedule (for those who dropped off the onboarding page)  or reschedule a no show appointment.
No Show	Deals are manually moved here when a member misses a scheduled appointment.
Discussion In Progress	Deals are manually moved to the ‘Discussion In Progress’ stage when the MC successfully completes the introduction call and is in the process of negotiating with the member without a scheduled follow up call.
Follow up Appt Set	MC successfully completes the introduction call and is in the process of negotiating with the member with a scheduled follow up call.
Closed Won	Deals are manually moved to this stage when a quote and/or payment is successfully collected for a subscription change.
Closed Lost	Deals are manually moved here when the sales process ends without closing any sale.  Deals may also be manually moved here if the member cancels their subscription during their trial period.

Zero Tolerance Policy

To ensure compliance and consistency of work quality, below are behaviors which will not be tolerated and may result in the termination of your employment.

1. Data manipulation. This refers to tampering or falsification of any Hubspot or Stripe information which may or may not result in financial gains such but not limited to:

1. Updating the ‘Appointment Set By’ property with your name without a confirmed booking appointment with the member. 

1. Falsifying an endorsement to a Marketing Consultant. 

1. Moving a deal to Closed Won without collecting the payment from the customer.

1. Deleting a deal or deal information that affects the validity of the deal.

1. Incorrectly claiming a sale. 

1. Fraud. Illegal collection, use, and or distribution of PII such as members’ name, email address, address, and credit card information.

Glossary of Terms

1. Active deal - refers to a deal not in Closed Lost nor in Closed Won stage. 
2. MC - Marketing Consultant or Marketing Consultant Owner. This is the role assigned to a sales representative. 
3. SDR - Sales Development Representative, also known as appointment setters

Document Approvals

Name	Role	Date Approved
Christine Joy de Castro christine@smartagents.com	Author	12-Jan-2021
TJ Carrender tj@smartagents.com	Approver	21-Jan-2021

Version History

Version No	Version Date	Revision History	Approved By
1.0	8/28/2024	Derived from the SDR Playbook.	Cj de Castro