Clickstop, Inc.

Annual Review
Kean McBurney
4/8/2016

Objective
The purpose of this document is to review the Team Members reflection, evaluate their
performance during their last 12 months at Clickstop, identify opportunities for growth, and draft
goals for the next year.

StrengthsFinder
The tool identifies Team Members natural talents and helps them apply those talents in their role
and daily work. Kean McBurneys top five Strengths are:
Restorative
Adaptability
Woo
Communication
Arranger

Team Member Reflection

Team Members are asked to reflect on six questions that relate to their achievements, challenges
and areas for improvement during the next 12 months. Below is a copy of Kean McBurneys
Reflection:
1

3
4

What were your major milestones and accomplishments during the last 12 months?
Facing new challenges by beginning my internship with the sales team.
i Making my first sale
Implementing plastic bins into the picking process in order to help with organization.
Assisting Cody in the initial reorganization of E-track area.
Project Team
i Finishing / Pre-packing all rubber cap dollies
ii Reorganizing the PT section of our shelving to better fit our inventory needs
iii Helping Travis begin give the back stock area a sense of organization
What challenges did you encounter in the last 12 months?
Beginning to not feel challenged in the warehouse
Starting on the sales team and learning the ropes
Is there anything we can do to help you avoid or overcome these in the future?
i Constantly keeping me busy and critiquing me to let me know where I can
improve upon.
Where do you see opportunities to grow within the Team and the company?
What are your Personal and Professional Developmental goals for the next year?
Graduate college
Get a full-time job for a company, preferably in a sales position.
How can we help you achieve your goals?
i Continue to be flexible with my schedule
ii Continue to help me improve upon my skills
What tools and/or resources will you need?
i Advisement from people who have been in my shoes
How can I improve as your Leader?
Adam: Continue to keep giving me advice. You do a good job of always checking up
with me.
Cody: Keep allowing me to be creative. More hugs.
Is there anything Im doing or have done that is holding you back from becoming
your best?
i You both have/are doing great.
Describe how we can improve our Team, the Department and the Company.

Cody: Try to get some more quality people ( easier said than done)
Adam: Keep providing tools for success and being an open mind for future sales
reps.
Company: Continue to reach out to customers instead of waiting for them to come
to us.

Clickstop Code
Our culture of ownership is our competitive advantage. The Clickstop Code describes how we
work and provides Team Members the guidelines to make an impact within their role,
department and our company.

Kudos: You contribute effectively outside of your area of expertise. This is where Kean has
improved the most. He has had many good ideas and has done a nice job of respectfully
communicating them. Kean has been used as an additional helper that fills in where he is
needed. He has done a nice job of helping out in many areas. I have given constructive
criticism in past reviews and can honestly say that he has improved in every area that I
have asked. He does a nice job of thinking through an idea or question before he brings it
forward.
Opportunity: You embrace constructive criticism, and respectfully provide honest feedback
to others. Kean, you have done a great job taking feedback in your internship time, and
growing from our conversations for the better. As you move into the next phase of your
professional career remember that feedback is critical for us to grow, and you will still be
learning in your next opportunity. Also, dont forget to provide other individuals feedback
in a respective manner to help them grow. We all have opportunities to better ourselves,
so when you see those opportunities take advantage of them.

Kudos: You seek to understand our strategy, market, customers, and suppliers. Kean wants
to know why things are done the way they are. Many people just care about what they
have to do not why we do it that way. He has been in two roles now and understands how
sales income and shipping issues can have a ripple effect on our clientele. He wasnt really
asked to use hard data and facts on the shipping team. In sales Kean asks great questions
to understand how his decisions impact the business. He cares a lot about the company,
and how his work connects to the overall goals of the company. In my opinion this is what
has made Kean a great champion for Clickstop. He takes great pride in his work, but also
wants to understand how his efforts connect to the overall goals of the company.
Opportunity: You are aware of how your job performance directly impacts our customers.
Kean, throughout the internship we have discussed sales processes such as quote

strategy, follow up, and qualification methods. These are all essential to your job
performance, as it helps us understand our customers better and how we can meet their
needs. Through qualification you understand how we can define value to our customers,
and this helps determine how we can position ourselves to earn the customers business.
These behaviors are essential to any salesperson, and if you follow these behaviors you
will be the best you can be for our customers at all times, and provide a great experience.

Kudos: You consistently perform at high levels so your team can rely on you. I feel impact
can be seen more when that person isnt present. When Kean didnt work we are able to
tell that work wasnt completed as easily. He was able to come in and assist where needed
and really help the Shipping team complete their daily duties. Kean improved his sense of
urgency and accuracy throughout his time on the Shipping team. He is a high performing
employee and has been a go to person for new employees. Kean has taken ownership to
all tasks given to him as well any process improvement idea that he has come up with.
Opportunity: You see what needs to be done and take ownership to make it happen: This is
an area of opportunity that will continue to be built upon over time and experience. From a
sales perspective, when you see opportunities with customers that need qualification or
follow up it is expected that you take ownership and ensure all of our customers are
qualified appropriately. I encourage you to push your teammates to follow this same path
as well. This is what acting like a founder is all about. If you were the owner of the
business, you would ensure you took ownership to make things happen. Job titles
shouldnt matter when we are talking about who needs to take ownership to make an
impact on the business. As employees of Clickstop we are all expected to treat this
business as if it was our own on a daily basis, and take ownership of tasks to ensure they
are completed. Continue to look for opportunities to take ownership of projects or tasks, as
it will also help with development of your sales skills.

Kudos: You consistently offer encouragement to your teammates. This is probably Keans
best attribute. He always has a positive attitude and it reflects well on everyone he comes
in contact with. You want to be successful and care deeply about the success of this
company. I feel that Kean has trust in me and his co-workers. He has very optimistic
approach to life in general and feels that he has a bright future. Continue to promote a
winning team spirit!
Opportunity: You Inspire Greatness in others with your expectation of excellence. Kean,
you have high expectations for yourself, and I know you expect to be great in whatever
you choose to do. As you move into a new phase of your career, it will be important that
you inspire others on your team to bring that same level of greatness that you expect from

yourself. Look for opportunities to inspire your peers to push themselves to heights they
didnt even know were imaginable. Collaborate with your peers, and help them uncover
capabilities that they didnt know they had before they worked with you. Constant growth
and development is an expectation, so never settle to be anything but your best every
day.

Kudos: Kean has grown a lot in his three years of employment. Kean is always thinking of
a better approach in any situation. He has created many new solutions that have improved
his and the teams processes. I can tell that he likes to think about the future and what
impact he can have for his team. He has improved in bringing his ideas forward. In his
first couple years of employment he was shy about expresses ideas. He has really stepped
up and offered many good suggestions that have benefited the team.
Opportunity: You re-imagine situations to discover best solutions to challenges. As you
continue to develop in your role, look for opportunities to make processes more efficient. It
isnt enough to say something doesnt work well; we all need to go beyond that and
suggest actions to improve processes. This is what Think Big and Make it happen is all
about. If you have ideas on how to improve things, create a plan of action and go for it!
This is what leaders do on a regular basis, and I know you have those capabilities! It
follows our core value of be adventurous, embrace and drive change. Dont be afraid to
step up to a challenge and take the correct partners to create progress.

Kudos: You are a great listener and ask thoughtful questions to help you better
understand. Kean likes to be in the know and make sure that others are in the know as
well. He listens thoroughly and makes sure he asks additional questions if he doesnt
understand. He has done a nice job of improving his verbal communication. He is and
always has been respectful to everyone he comes in contact. The Shipping department
can be stressful at times but he is able to remain calm and complete work. He does a nice
job of relaying ideas and bouncing ideas off the appropriate people. I like the fact that he
is able to finish and take ownership of his idea.
Opportunity: You are concise and articulate in your communication, written and spoken.
Kean, one area where we have discussed areas of growth is in phone tone and
communication. You have taken the feedback and made great improvements, but I would
challenge you to continue to look for opportunities to improve your skill set. Look for some
potential webinars, books, or classes you can take that will help you feel more confident
on the phone and in email communication. Of course experience will help improve these

skills, but I believe that looking for some additional tools would do nothing but better your
sales skill set for future opportunities.

Kudos: Your coworkers and managers know you to be reliable, honest, and trustworthy.
Kean has integrity and can be trusted at work. I feel he has a good sense of what he can
bring to a team and tries to offer help in those areas. Kean has had additional projects that
were not part of his job description. He takes all of these projects very serious and is able
to take ownership of these tasks. Kean is able to take responsibility of his success and his
failures.
Opportunity: You make time to reflect on your past performance, learning, improving and
growing from it. Kean, you have a great opportunity ahead of you with your choice of a
professional career. Graduation day is coming soon and he will be faced with decisions on
where his career will start. Utilize resources, ask questions, but ultimately make up your
mind on where your career will start. I think you have a great understanding of yourself,
and what you want out of your career choice, not a job choice. I want you to know I am
here to support you in any capacity I can when you have questions or need to talk through
challenges.

Kudos: You adapt quickly to changes in company structure, market trends, technology, etc.
Things have changed considerable since Kean started at Clickstop. He has always been
able to roll with punches and adapt. Kean is always thinking of ways to improve and that
become more apparent over the last couple of years on the Shipping team.
Kudos: You cultivate relationships with coworkers, management, vendors, and customers.
Kean has had the opportunity to intern in Sales and seized the opportunity. Kean has made
many positive relationships throughout the company with not just the shipping team, but
teams across the building. His positive energy is contagious and he is a true champion of
promoting a winning team spirit.
Opportunity: You collaborate and proactively share information: As a sales team we make
it a priority to share information amongst each other proactively so we can ensure we are
all performing at the highest level possible. As you continue to learn more about the sales
process and learn information about products in the industry or on new processes, it is
vital that you share that information with your peers. Communicating openly with
confidence and respect is a core value that ties directly into this. Knowledge is power, so I

expect that as you learn more information you share it with the team to develop their skills
and make them stronger sales specialists.

Kudos: You learn rapidly and eagerly, and stay flexible in your approach and findings. Kean
likes to learn new things and be challenged at work. He is always looking to improve
himself and his team. He wants to work in area where he feels he can contribute most.
There were times on the Shipping team where he felt undervalued. He respectfully had a
discussion with me and worked together to correct this.
Opportunity: You look for ways to learn and improve so that you can contribute at a higher
level. Kean, as you move into your professional career it will be important that you are
always looking for opportunities to learn about yourself, and how you can learn your role
quickly. You are always eager to learn, and I cant stress enough how critical this will be to
your success. Ask questions so you have a solid understanding of expectations, and how
you can contribute at a high level early on in your career. Be opportunistic, and when you
see a chance to make a big impact go for it! Keep the same drive and work ethic you have
now and success will come early on in whatever role you decide to pursue.

Shipping
Kean has been a great addition to the Shipping team and the company. I have felt for a
while that Kean is a full-time employee with part-time hours. He has been a major contributor
and really wants the team, company, and himself improve and be successful. It has been my
pleasure to see Keans growth and look forward to seeing what he can accomplish at Clickstop or
another company.

Sales Intern
It has been great watching Kean learn and grow in his intern role. He has taken
feedback and improved his skills, and I continue to see him learning on a daily basis.
Kean is a team player and he is always willing to help someone out that needs his
support. It has been great seeing Kean learn professional sales skills, and I am confident
he will make an impact in any endeavor he chooses to pursue.

General Clickstop, Inc.

Mission Statement
To create a business that is sustainable, enjoyable, and provides opportunity for those who seek
it.
Core Values
Promote a Winning Team Spirit, Be Adventurous Embrace & Drive Change, Expect Greatness in
Yourself & Inspire it in Others, Think Big & Make it Happen, Communicate Openly with Confidence
& Respect, Make Time for Fun & Family
Below are a few examples of Kean McBurneys participation in the Clickstop culture
Competitive fitness committee team member

Kean has had many ideas and is able to make them happen- Think Big and Make it
Happen
Willingness to do whatever necessary to help the team succeed- Promoting a Winning
Team Spirit

2016 Goals
Goals are a key element of sales, theyre important to establish, track and celebrate! It is
imperative that goals are co-created with an emphasis on challenging, yet achievable. The
goals will push the Team Member outside their comfort zone and create a path for professional
development.
Commit to a minimum of five opportunities from Clickstop Code
1. Continue to look for opportunities to develop communication skills, written and
spoken. Kean, as you continue to focus on your professional development one area we have
identified that you can continue to build on is your communication skills. Some areas to focus
would be being clear and articulate in your verbal and written communication so your message is
understood clearly. There are some really great workshops online and also classes to work on
these skills that I would encourage you to explore. Communication in sales is extremely critical
as it helps the customer feel confident in what you are selling to them, and also when presenting
quotes. You have taken feedback this year and I have seen great improvement, but continue to
look for opportunities to work on your communication and the confidence will come naturally as
you get more experience.
2. Ask Questions, Get Sales As a sales professional we have talked about the importance of
asking great questions to ensure you understand your customer and their situation. By asking
qualifying questions not only do you get a better idea of the customer, but you get an
understanding of how they define value and how we can meet their needs. Through call review
we have found opportunities for you to ask some more qualifying questions, and this is critical in
any type of selling a person does. As you continue working on the phones look for opportunities
to ask these questions and focus on listening after the question is asked. By listening you are
controlling the call, and it allows you to pick up key information from the customer. Success in
this goal would be reviewing your customers that you have qualified, and seeing if you have
gotten all the pertinent information we look for when qualifying customers. If not, what can you
do to ensure you get that information the next time? Also on quotes, look at the information you
have gathered and see if you have all the important information on the quote. Did the customer
give you projection information, lead time, and how they potentially define value? These are
some tangible examples of how we can gauge your progress. If you continue to ask great
qualification questions you will find great leads and opportunities that will turn into long-term
relationships that produce great results! The book that I gave you would be a great tool to get
started in sales skills development.
3. Be an expert, never stop learning As a salesperson one way to exude confidence to
your customers is by being a product expert on the items you are selling. This can only be
achieved by researching products and looking for tools to help build your knowledge base. In
transportation there are many great tools out there on the web, print publications, product
videos, and seminars where you can learn about the products. When you have more knowledge
on products your confidence level goes up, thus you sound more confident selling on the phone
or in person. You have learned a lot about our products over the internship, and I challenge you
to learn as much as you can about the product you sell. Continue to ask veterans on the team
questions about products, as they have a plethora of experience and can be a great resource. An
example of progress in this goal would be presenting product training to the team in a sales
meeting that showcases your understanding of a category. Our salespeople that present in
meetings on specific products are seen as experts in that category, and they are likely to be
involved in a lot of collaboration on large opportunities or to clarify technical information on the
products. Be a student of selling, and as you learn you will become a stronger salesperson that
creates a higher level of impact on the business.

4. Focus on the importance of strategic and timely follow up. This is a big focus for our
sales team currently, and a topic that is critical to a professional salesperson. It is not enough to
be an order taker, or a quote generator that doesnt follow up with their customers. There are
proven studies that it takes multiple touch points to earn the business of a customer, so it is
crucial that you plan time to follow up with customers via phone and email to ensure they keep
our brand front of mind. When you have quote opportunities make sure to set yourself tasks and
reminders for follow up, and be strategic on the message you want to deliver in that
conversation. It is a good practice to bring a new piece of information to each follow up so it
doesnt sound rehearsed or robotic. Adding personal touch points that you may have learned
about the customer goes a long way in developing a relationship when you follow up. As you
continue on the phones remember to set aside time for strategic follow up, and I can promise
you that you will see positive results. Set yourself tasks for follow up, and when you are following
up what will be the new information you are presenting to the customer? Listen to your calls after
follow up to see what went well, and what could be improved upon. Also, listen to the calls of our
business development teams to see how they handle follow up. When we talk about Acting Like
a Founder, if you were the owner of the company how would you want your sales team working
every day? I would believe that youd like to see them following up on each and every
opportunity. I expect you to keep that attitude on a weekly basis. Success in this goal would be
seeing some of your follow up turn into sales and customers that become repeat business, thus
increasing GPA.
5. Complete your wheel net project for the sales team in 2016. You mentioned that you
would like to create a template for our sales team that would help them with customers who
have questions on wheel nets based on their tire size. You have started to collect data, but you
will need to collaborate with other individuals (purchasing, marketing, etc) to confirm your data
and get more information on some of our products. I think it would be great to see you present
this tool to the sales team in a meeting format where you can share your ideas and how the tool
works. This would not only be a great way to work on your communication skills, but also for you
to create a large impact on our sales team. This could be a tool that helps us secure new
business in 2016, and also have those customers come back and buy again because they trust
our products and had an industry best customer experience. Continue to update me on your
progress and take the appropriate partners needed to complete your project. This project was a
great example of Be Adventurous, Embrace and Drive Change. You saw a problem, and you
proactively came up with a plan to fix the problem. Now is the time to drive the change and
complete what you started!