|Service Benefits and Features
Pinnacle facilitates the leadership, development and support of independent
sales representatives to be successful as they progress from being brand new in
the business, to becoming a seasoned professional, to leading a team of reps,
and on to building a business of successful leaders.
Sales Reps can get a jumpstart in establishing their business. They are
held accountable for their initial training through system scheduling and
reminders and follow-up by their mentor. Sales reps are also empowered to
manage their personal development, priorities, and time with their skills
assessments, goal management system and personal calendars.
Team Leaders can look over the virtual shoulders of those they mentor to
assist them in achieving their goals. They can view their calendars, meeting
plans, goals, prospects, customers, classes, assessments, certifications,
projects, and those they mentor. They can create a mentoring history with
unlimited notes and can also request to be automatically notified for specific
Business Builders can find highly qualified prospects with
professionally crafted marketing messages to attract various targeted market
niches. Business builders can effectively manage their sales to consistently
move new prospects into and through their sales pipeline. Sales reps can also
provide quality service to their customers and new partners with scheduled
initial support steps and follow-up events.
The Pinnacle Sales Performance Solution consists of many benefits, features and
sub-systems to provide its comprehensive solution for independent sales
representatives to be successful.
The Pinnacle Solution is a software engine that can be fully configured for
the specific needs of the customer, enabling or disabling any of the features
and sub-systems. Pinnacle can offer a free trial membership, month-to-month
commitment, and 30-day money-back satisfaction guarantee, direct billing,
customer support help desk, referral program, multiple membership levels,
custom company branding and web pages, custom leadership co-branding, custom
company success tracks, custom company email templates, custom information
pages and downloadable company documents.
The Pinnacle solution also includes a complete back-office for the company
administrator to maintain the company’s content, membership and related
information with no technical expertise required.
Mentoring & Coaching
Pinnacle includes a personal mentoring support system for mentors to help
the sales reps accomplish their goals. Mentors can view their sales rep’s
calendars, meeting plans, goals, prospects, customers, classes, assessments,
certifications, projects, and those they mentor. They can create a mentoring
history with unlimited notes and can also request to be automatically notified
for specific accomplishments. Mentors can view a four-generation chart of
mentorees and can email all those they mentor. The Mentoring Calendar can
display all the sales rep’s activities for easy review by their mentor. Mentors
can also make assignments for those they mentor.
Goal Management System
Pinnacle provides a goal management system for sales reps to better track
and accomplish their business objectives. Complex goals may contain multiple
tasks with detailed notes. Each goal and task includes projected vs. actual
completion dates and variance reporting. Sales reps may join a success track,
which is a set of goals predefined by the company or any other sales rep for a
specific business process. Each goal in the success track may include detailed
instructions with links to information pages and other support resources.
Each sales rep can have multiple public and private personal or group
calendars. They can also view multiple company calendars for conference calls
and other company events. The Pinnacle calendars go beyond a regular
appointment calendar to include dated information within the Pinnacle system
like goals due, classes, assessments and certifications completed, sales events
and sales activities, and project and task due dates. Available time slots may
be identified and taken by authorized users. Appointments may be recurring and
may include automated email reminders at a predefined time beforehand.
Meeting / Party Planning System
A sales rep can create a detailed meeting plan (or party plan) for any
appointment on their calendar. A host / hostess can be specified and trained
for the meeting and an invitation can be created for emailing to the guests.
The invitation may be created from 25 different themes. The meeting planner can
include an unlimited number of guests and keeps track of the guest’s RSVPs. The
host also has secured access to the meeting planner to edit the invitation,
guest list and unlimited meeting/party notes. The meeting planner also tracks
guest attendance and sales if applicable.
Training and Development System
Pinnacle provides a very robust Learning Management System. Pinnacle
provides interactive multimedia training with multiple lessons, downloadable
lesson documents, lesson quizzes, and student notes. Pinnacle also includes
course evaluations for users to rate the quality of the courses on a scale from
1-5 for the course content, presentation, presenter, and usefulness. Each
course receives a 1-5 star ranking for users to review the detailed ratings and
comments by other users. Users can print certificates of completion for
completed courses and certificates of achievement for passed courses.
Company specific training can be produced and organized in company
folders. Pinnacle also includes a public course catalog with over $50,000 of
corporate training courses included for free in the monthly membership. Public
courses include professional, personal, academic and technical courses like
Computer Basics, How to use Windows, How to use the Internet, Microsoft Word,
Excel, Access, PowerPoint, and FrontPage, QuickBooks, and hundreds of others.
Assessment & Certification System
Pinnacle provides an Assessment Engine for defining custom assessments and
certifications. They may be skills assessments, diagnostic assessments that
provide a decision tree of situational questioning, prescriptive assessments
that recommend training courses based on the answers, or certifications on
product or process knowledge. Assessments and certifications can specify the
number of times it can be taken, the wait time between retakes, if the user can
view the answers, the passing grade, and how to calculate the final grade. The
questions may include multimedia audio or video clips. Users can print
certificates for passed certifications.
Pinnacle provides a suite of marketing tools to help the sales rep find
qualified prospects. The sales rep can view the company’s published marketing
strategies. The company can define multiple lead capture web pages in multiple
languages that are professionally crafted to deliver a specific marketing
message to a target niche. Each lead page starts with a unique selling
proposition and the key benefits the target audience desires, followed by the
product features to build rationale, established credibility with affiliations,
approvals, certifications and testimonials, risk eliminating statements, and a
compelling reason to act now. A sales rep can promote the lead pages directly
in email to personal contacts or in advertising to attract qualified prospects.
The sales rep is automatically notified when the visitor starts viewing the
lead page and when they request more information. The requesting visitor is
automatically added to the Sales Management System as a new prospect. Newly
acquired leads (i.e. prospects) may be distributed to sales reps by the company
or any other sales rep. A sales rep can view the traffic statistics to see how
many times a lead page was viewed and responded to.
The company can also define presentation websites in multiple languages for
each specific solution they offer. The presentation sites may consist of
multiple web pages to present detailed information about the value proposition.
A specific presentation site is sent to a prospect by the sales rep, who can
track when the visitor starts viewing the presentation site and exactly which
pages they have viewed.
Pinnacle provides an Affiliate Management System to manage business partners
that service the same target market and provide customer referrals. The sales
rep can keep track of all the affiliate’s contact information and the agreed
upon terms for compensation. Each affiliate has his own links to the sales
rep’s lead pages that they can promote to their audience on web pages, customer
email lists, newsletters, etc. The system keeps track of which affiliates
referred which prospects. The affiliate can also login to a secured back-office
to view the referral statistics.
Pinnacle fully supports permission marketing with the delivery of valuable
information in newsletters to people who have requested it. Marketing
newsletters can be created on specific topics related to the company’s value
proposition. Each newsletter has a lead page to promote the free subscription
to the valuable information. The system will automatically distribute the
newsletter back-issues on a predefined schedule to the new subscribers. This
permission marketing technique will help a sales rep develop a warm market of
potential prospects that aren’t quite ready to purchase yet.
Sales Management System
Pinnacle provides a professional Sales Tracking and Reporting system that
tracks the progress of prospects within the steps of a sales process. It goes
well beyond a contact manager that just tracks contact information. The company
can define multiple sales campaigns with specific steps in the sales process.
The system will keep track of which step the prospect is at and the date
achieved. Each step of the sales process may include detailed information for
the sales rep like sales scripts, training or reference documents. The sales
rep can keep track of the next event that the prospect has agreed to like a
phone call or a meeting. The sales rep can keep unlimited notes for each
prospect to document all interaction. They can also attach important documents
to the prospect like applications, proposals and agreements. The sales rep can
send personal emails to a prospect and can select from email templates created
by the company or any other sales rep. The sales rep can create follow-up
events to keep track of the prospect’s important dates like birthdays,
anniversaries, expired contracts, etc. An inactive prospect is either closed
(yes), dead (no), or in fallback (stalled/maybe).
The sale rep and their mentor can easily view a summary of all their active
prospects on the Sales Board Report. This report displays the total number of
prospects and their potential and current value for each step of the sales
process. This report gives a birds-eye-view of how well the sales rep is
filling the sales pipeline, how well they are moving prospects through the
pipeline and for which steps of the sales process they may need help. The sales
rep can also view reports on their scheduled sales events, stalled prospects,
prospects on the first step, closed prospects, sales activity notes, and
prospects distributed to others.
Customer Service System
After a prospect is closed, they are automatically added to the Customer
Service System. Sales reps can keep unlimited notes to document all interaction
with the customer. They can also select a predefined set of goals for
themselves to accomplish with their new customers. The sales rep can create
follow-up events to keep track of the customer’s important dates like
birthdays, anniversaries, maintenance checkups, etc. The sales rep can send
personal emails to a customer and can select from email templates created by
the company or any other sales rep. They can also attach important documents to
the prospect like contract renewals.
Personal Resource Center
Sales reps can create custom resources to be used by themselves or any
other sales rep. These custom resources include Success Tracks that are
predefined sets of goals for a specific business process. Success Tracks may be
goals for the sales rep personally or they may be goals to be accomplished by
the sale rep for a customer. The sales rep may also create custom email
templates with replaceable tags for personalization. The email templates may be
for lead page introductions, presentation site introductions, or general emails
to prospects. The sales rep can create custom information pages that can be
referenced within the steps of a success track or can be referenced directly by
a unique URL. The custom information pages are fully functional web pages and
can include links to other information pages and other Internet resources. The
sales rep can also upload their own documents to be accessed within the steps
of a success track or directly by a unique URL.
Collaboration / Communication
Pinnacle provides several collaboration and communication tools to assist
the sales rep and their support team. These tools include online discussion
boards and online chat rooms on any topic, telephone conference lines for up to
96 callers, electronic suggestion boxes that allow the sales rep to see the
status and response to their suggestion, and company defined surveys to collect
information from the sales field, customer base, or target market. The surveys
can be dynamically created by the company and they automatically calculate the
Project Collaboration System
Pinnacle provides a complete Project Management System for multiple people
to collaborate on a shared project. The project may have multiple phases and
can have unlimited tasks assigned to the various members of the project. Each
member can view the status and notes of all tasks and phases in the project.
The system tracks the projected vs. actual completion dates for the project,
phases and tasks. Time and expenses can also be tracked with each task and
rolled up to the phase and project. Each Phase and task can have unlimited
notes and attached documents. Each Project and phase has its own discussion
board and chat room. The projects can be assigned a specific security level to
control access. A project manager can view the “What’s New” report to see a
summary of all project activity.
Support Information System
Pinnacle provides several tools to deliver support information to the sales
rep. These support tools include a company document search engine like Google
that allows the sales rep to search for any information by keyword. The sales
rep can also search the company’s knowledgebase of questions and answers with a
similar Google-like search engine or they can browse questions and answers by
topic. Company documents and questions and answers can be assigned a security
level to control access by, independent sales reps, employees, managers, and
Pinnacle also provides shortcut links, similar to Windows shortcuts, for quick
access to any information including goals, classes, assessments, prospects,
customers, affiliates, support documents, attachment, projects, tasks and