In environmental services, revenue stalls every time work changes hands.
Keep every sales cycle moving, maintain your book of business, and gain a strategic advantage. Colmez finds new waste stream leads, interprets lab analyses, pulls historical contracts, and invoices accounts, so your team avoids delays and wins more revenue now.
Curated actions
5Recommended action
Read the West health summary. Margins are down for the quarter, and three accounts drive most of the drop. Two are underpriced renewals and one is a routing change that added cost. Each has a fix.
Built from the quarter's margins by account and route.
West region health, this quarter
Margins slipped this quarter across the West book. Three accounts explain most of it. Two renewed below the current rate card and one shifted to a longer route that added haul cost. Repricing the two renewals and rerouting the third closes most of the gap.
2 sourcesRecommended action
Review the onboarding plan before Monday. It lists the top ten accounts by revenue, the main contact at each, and the open renewals and profiles they will pick up first. Adjust the account split if you want.
Built from the West book and the accounts the new rep will inherit.
First-week plan for the new rep
Week one focuses on the top ten West accounts by revenue. Each entry has the main contact, the current scope, and any open renewal or profile. Two accounts have renewals due this month, so those come first. The rest are warm intros to run over the first two weeks.
1 sourcesRecommended action
Brief your reps on the new California rule. It tightens handling for aerosol and reactive wastes, and eleven West accounts generate those streams. Reach out before their current handling falls short. The brief lists which accounts to call first.
Drafted from the new state rule and the accounts that generate the category.
ToWest sales teamSubjectNew California handling rule, who to callCalifornia tightened the handling standard for aerosol and reactive wastes. Accounts that generate these streams need a compliant path before the rule takes effect. Start with the eleven West accounts on the attached list, since their current setup will fall short. This is a reason to call, not a cold pitch.
2 sourcesRecommended action
Step in on Marcus's three stalled accounts. All three have sat at the quote stage for two weeks, and two are waiting on a profile he has not requested. A short working session should unblock them.
Flagged from his pipeline stages and the time each deal has sat.
ToMarcus LeeSubjectLet's unblock the three stalled quotesHi Marcus, three of your accounts have sat at the quote stage for two weeks. Two are waiting on generator profiles that have not been requested yet, so let me get those moving. Want to grab thirty minutes this week to work the third together?
1 sourcesRecommended action
Get ahead of the Corva expansion. Their new capacity sits near four of your accounts and could undercut you on shared lanes. Lock in the two renewals due this quarter and lead with route reliability where price gets close. The memo lays out which accounts are exposed.
Drafted from the competitor's permit expansion and your overlapping accounts.
ToWest regional leadsSubjectDefending our accounts against the Corva expansionCorva is adding disposal capacity within two hours of four of our accounts, which lets them compete on our shared lanes. Two of those accounts renew this quarter, so lock those in first. Where price gets close, lead with route reliability and our compliance record. Full account-by-account exposure is in the memo.
2 sources
An AI platform that does your team’s busywork.
Regional manager
- Onboard new hires fast
- Surface strategic insights
- Score each region's health
Salesperson
- Surface new waste stream leads
- Generate account reports
- Draft the outreach
Technical customer advisor
- Retrieve historical contracts
- Send invoices
- Update account records
Environmental scientist
- Generate waste stream profiles
- Interpret lab analyses
- Answer technical questions