If you upsell the airport module to all of your existing clients and maintain existing business what will you make annually $?

Please include the math

Please use assumptions & data and Situational Info to answer

Assumptions & Data

Salary of $60,000 and Commission Plan:

• 5% of revenue on base module

• 10% on all add-on modules

• plus any incentive adjustments from time to time

Other key items:

• You have 10 total current accounts all of which purchase the same products as FPF.

• 40% of your new logo proposals close.

• 80% of your upsell proposals close.

• Takes 2 meetings with an existing client before a proposal is generated.

• Out of 3 new logo meetings on average 1 generates a proposal.

• It takes 20 reach outs to schedule 1 existing client meeting.

• It takes 50 reach outs (calls/emails) for 1 new logo meeting.

Situational Info

Objective:

Use your sales training to uncover and develop needs for add-on business and

schedule a demo or close business.

Situation:

You are an Account Executive for MYS Software (originally known as Move Your S...) a logistics software

as a service (SaaS) company.

You have a meeting with Fred Lift, COO of Fixed Price Freight (FPF), a large distributor of electronic

goods, that has been a MYS client for three years. You meet them every 6-12 months to insure they are

happy and try to upsell. You know the COO through business dealings, but you are not close socially.

Your sales manager has directed you to sell them the Airport Module. It is MYS latest offering and the

company is giving DOUBLE COMMISSIONS this quarter for all Airport Module sales.

Product Information:

MYS Logistics Software Suite

In general, your software acts as a system of record and saves time and insures compliance with the

many regulations. It typically provides 15% reduction in standard operational costs and a guarantee on

meeting legal compliance for shipping.

Base Module $2k month -

Currently Purchased

o

Inventory Module $1k month -

Currently Purchased

o

Warehousing Module $1k month -

Currently Purchased

o

Oceanic Freight Module - $2k month

o

Space Freight Module - $3k month

o

Airport Freight Module $2k month -

NEW Offering Double Commissions!

Airport module installs quickly in 1 day and three similar companies have

reduced time to coordinate cargo by 40% !!!

Airport module demos and customer service are staffed with Airport cargo

specialists!!