How to Build successful sales?. I am sure you have experience failures in building successful sales. You employ sales executive and sales manager and expect your sales to go up. But nothing happens. You were wondering, what went wrong?
I have gone through this many times. Many failures. But I will share with on what worked.
What we need is to manage the sales team effectively.
1. You must have KPI target for them.
Not only the sales figures, but also the following sub measures:
1. How many leads ( per month)
2. How many account he should follow up ( peer month)
3. How much potential business ($) that he is following
4. How many sales meeting
5. How many quotation ( # or $)
6. How many invoice ( # or $)
You may find this is too much, but lets try it.
You will see drastic changes later on.
What I dis was build up the CRM Sales Management process in the software that we deveoped.
Inside the software you can manage all the KPI above. You can see the dashboard. The target. The actual.
When you set KPI, you must also be serious about it. if you staff missed the KPI target, then you should take action. Then it will work.
![](data:image/png;base64,iVBORw0KGgoAAAANSUhEUgAAA3kAAAD0CAIAAACpVHgZAAAgAElEQVR4nOzdd1xV9/3H8RPTTE2TNEnbxKymTds0Sf2lMaNmmB2jUeMeuCeoICB7I7IduMGBG5UhIKDiALc42CoiS2SPe7ncyx3c9fn9ITGmSe494x6u4vv5+P4T1MsbhOsrd8EQAAAAwH2vvr7+zJkzhw4dOnDgwEEQ4MCBA0eOHMnLy1MqlUTEWPtvFgAAAMDKGhoacnJyZDKZtYf0EHq9/vr167m5uTqdDq0JAAAA97vc3NympiZrr+hRjEZjfn6+RCJBawIAAMD97uzZs2q12toreprCwsKGhga0JgAAANzvzpw5g9a0OLQmAAAAABFaUxxoTQAAAAAitKY40JoAAAAARGhNcaA1AQAAAIh+ozX1WmW7TGm49R8GnVql0RvZX6TqQuLGLfsLOnku0kqbGxsbG6WKrgswaOqS1/nPXeSbVab+cZ5aofrp4g0alVLVyWqgQadWqXUGIqKW4szNWw42cfi4OEBrAgAAABD9emvqivavGvvt7LjiWiKilour/DcXKdlHmeJQlGfg5hw+azTSkwnL7e0cHRwWuniEHKuSElHtuW1BgVvL2uUa7a0NxtKDS4fZeF+s0xIR6Vtj3WYv8N8jYXP50twov+W57bcuRqfRsCvUX9Pa2lpfX9/Y2NjY2FhfX9/a2mo0/nRhaE0AAAAAol9vTXXOri0udjPnRW5u0hK1nAtdtLa4Q15VlF/W0EFEpG4uyr3cqlTcvFx04fSRhMSEU1fqW8svJMbvPX6ljqjz+IZQ/9CN+/Yn7ok/WinVdl2qtOxgyp7du/dfblQRUcP1KyX551P2pZ0uqtF3/Q5jRXrkbI+ll1uNRqPhesaymR4rr0laj6z0sHOOSDl0qUV3K+b0xakrRw0cGpheQETa6/vmTxgxw21vKxERNVzO3r17d+qhHOmPH0xd0bG43XtSD1+QE7Ve2GU7dnLwht37MnOqqsuvXrvZoWqryM/Pu3hiz+7dqUdOt/w41qzTp08HBgYGBwcHBwcHBARkZWWhNQEAAAD+16+25tltMdHb0nbEhMeel5L8UqTnpvKOyq0ejmsOVRAR1Wd72vqdu1mx1WPWTLelMasXz3VwDlu3bcMKr9mOq661t5/bHjjD1jt6+4al7i5eG5Pb9UTtFXvXhoauiV63NjJseWqNQpa50nn8TM+V67cfzKnQ3Xq32tqNvou2nG7sWmFo2Brkvenw+f1RzhOmLFyz/Uht56179Ttz43csWxoRGBV7Q9Z2Pnlj9MrIkLD9EqKmosyIkCXr1q1fExq6KaVYQ9SQfyA8eMnaddGrQsJ3HCmtyN1lN2aCV+S6zXuPnt2/xsVrS2XdRa9JNosiYtauWRPssnBpcgnLu/61Wm1iYmJAQEBAQMCOHTs6Ojru/FW0JgAAAADRb7TmmS1r1yUW1dXuD/DbeL2qeLXf5rKOG3GBXhuPVRERNZ5a7Bx6saZyh7/T6qMtRLIYt7mRR1qIJDHu3on55SdiAz3XZhMRyXM8F/qfbmuvOLQhMDyhxUhE7fHBoYevlh5e5+uyOvtn77ajYIVLRHat6vaM7PXhscm5RZmxS1Zl3nGDY+el3RvWxh0/sHf52s1bd+7affLowWVh+1qpJTHAe1N2NREpK7KXBURXaFoS/L23nK4jIkXp0WVBsVWtxSvcQi7IiYgaTm/x9NtRVXfRb75rapmeiBqzNjl6xdaz/tRJJJLVq1evWLGitrb2f34JrQkAAABA9NutuWpPHpF0d7jfqu3bo4J2VnRU7Qrw2pR1g4io5dySRWEXa8p3BvhsP9NC1LDF13vHOQlR3SZf78Tzpcc3h4VvPashIkPFWhefpLL63MTlc8fMdnF3WbTIef4CxwNFVZlrlqyIz9P/7N1eW+nmnXJF/uN/y1OW+m08UFiQEe0XmXzHwzE7L+2OWb3zUkvjwelf/bA0Jb+x9EhY0L5WqtlgN9vW3sXFxcVxwVzX4I3lHbUb5s2yc3B1cXFxXDDHPXzL9bK8cJfA43V6Iqo5ucXLf0dl7cUIl+CzLURE1dmbPXxib3L57FVUVFy+fPmXb0drAgAAABD9dmuu3HmBiNou73efM3bynM03tXW7/Jw3ZjUQkbEy3W2e38Xaqp0BXltONRHVb/bx3Hqmhah2o49P0sXr2ZtCI+PyiYiaji+a63e6rb38YExgeEJT153lnZpOacYKv4hdF3U/e7+akzFui1al31qjLc9wcvI9VdNWmrHa939aMy56xbYcHckP7dlwvtagKEwJDkpqpeYEf+/N2dW3fpNBp+7U1u7y9d56qvbHt2hUjeeW2Hudaib68XbNytqLYYsWn2wwEtGNrE0evltqLPFZRWsCAAAAEP16a6pORC8L33xGS0SGth0+Np987VVC2tKUZY6uoeujYzYtdZlo43GhriLWzTE6q4Godp3zwpgTTUQ3Vzs7784pzd7oYzPDc/PGmOAAr+AtR+QGIllZ3OqQ8PUbY2NjN6+PvXTz5v5Ij8Wx537emqS7eX55kLNfxIaYmJhQd4fw1AudREV7QpwXdz31h4iIOnO2RAVHZ99+YGXDub3eHjuaiRoLDoSHhERvjo3dsH7L7owaLdXlp4WFhMRsjo2NWb8t/kitunl/yLyF/qu3JGad3b/GxTO27OY5f1vPY3VGIqrMXLPQdUO1Xll8MrNcSi3XTpy6Wk+qhuPHc24q/mepGWhNAAAAAKJfb0190/WSK+XNt56J01ZVeCo7V0pE2pYTh/Zt37Ez69zFSxevS5Ty8vxL1xvVRMrruZfKmtREytLc3But8paqgrSEvbvjdu46mNP2Y6QZJaXpSXG74uL2JB252d5Rf62guKLF8Is9Bklp2p5dO3fuyjh5RXvrz1Vdzi2u1tzxW1orrl2+3nT7z6pbqgvyK289zLOu8OjOXXG7dsYdOFmkICKimvzDO3fF7doRd/D0ZTWRsiZv394d8RlnKipLCooq5cqWogv5jSoiIkV9aW5+eYdede38iRsykpTnnL/eROqmc+fy6jrQmgAAAADc4ecGiQGtCQAAAECE1hQHWhMAAACAiOjs2bMqlcr87wMu0JoAAAAARET5+fnNzc3WXtGjGAyG3NxciUSC1gQAAID7XVNT08mTJ9vb23VgCZ2dnaWlpbm5uXq9Hq0JAAAAQPX19efOncvOzj4Owtz6HObn5996WAJaEwAAAICI6NYNciCcVqs1GLpejgmtCQAAAABiQWsCAAAAgFjQmgAAAAAgFrQmAAAAAIgFrQkAAAAAYkFrAgAAAIBY0JoAAAAAIBa0JgAAAACIBa0JAAAAAGJBawIAAACAWNCaAAAAACAWtCYAAAAAiAWtCQAAAABiQWsCAAAAgFjQmgAAAAAgFrQmAAAAAIgFrQkAAAAAYkFrdtGpm/Oys89er9ff+m9ta/7J07lX6nQcL6dTXnM++2xFi1LQGnnlyezs7Ozs7BNnajU/vbm9+lp2dvap3Msybddb2qqvnM7Ozj6b36DQE5FB2Vx4Ljs7+2RxlYTXO+6sLrh47nyZStB6AAAAgC5ozS6ysrj+DPPA36flygxERI2p7z3w8Ns/rG7jeDl15yJeZJ52SrzCe0l7+ZmAkW8wP3p/8rK8GhUR6aWlfoNeYxiGeemzo01dv/lI0A8PMQzD/HNZViMRSc5G9+vFMAzzjVc6p3cqL8/Or5ISNXu8/ceH+0y+zHs9AAAAwB3Qml3aK+I/ZxiG6fPDqhNERM3pn/R+6r2x62UcL6cuZ/nrzAueaeX8Zhharnp/+wLDPDt98dqYmJgVHmMfZ5i/jl9a10lUkfLZn5h3bQL3pGU1qLt+/5HgsS8+3Pu5Z/7PcUsBEZXs9er/3HN9Hn1+mA+H1mwp2D/p3T8uSr5JZCg+nLYv5UI7v/UAAAAAP4fW7NJesfuTB5742z9fff69SSebidoOftrn6Q8nxnbQzZDvhs31S9ESKStSJg0YHp1VVpkdMeCr2S4Lxw34z3sLl2cVHo8a+J/+39svrzVSW17Uv5jX7Dxcvvqq3zv9h23IrjISERnK0pZ8/J9+/fr9n+PG42oioqbN8yaP+HbsmNGf9HvP5kB11z3l1UdCXmIeGBN+8Md7zhVx7oOYXv+34eTx0LFv9f4d89zfP/aMvXB7dmbQ6Lf/+Po3X/f/xH4bESW6ffXuV1+/8cLbQz1TiIjU1TEu3/Xr1+8/X4xMutZ1v7u+MtN22Dv9+vUbNDfouoGo/tSst3ozDPOHVz4LTjmWEuE2126rhBRxDjOmTg2IirTt907/7yYHFnYYiaitJH3Op+/2+3Tcii0rxg8Yv7VAYjQ0rfcY8+47/fr1+69j1BGVztg9f18AAABwT0BrdmmviPuAefwH36BJ7/17kOd+verUF32e+tBmq5JKJjz8RL/hqzVE7YWrX2V+7xSXV5Q4h2GYZ1948Y+/78X06v3aP17/05MPMw/2iy1sbb8W+x+m12PPPP/qX1566uEHH312yFGZru5oxHsv/vnvb/fr1++NF599Ze7afAM1BXzwIsMwTz7/8t/emnVCeutxocZTq8c/+NCHe0t/esBka86a/3voCdvovR6D/vbog8xjT708Ifjg7aDLDBjxj7994O49/dPh/g3tkvAxA6d4egx88x+DPTKIlLF27/+p72v9+vV7642Xnu9vc+hmp77t0rxP/vjy62/069fv9Vf+/OGcteUVZ2b/+/cPMswTz77rHZ8W/O2bf3zB/ibJln3+V4Z5sO/f/vnS0w8xzB/sNhcYjFVuH/yBYR7p++rrLz/3O4Z5ZeWpyqJU9yeZh1/425v9+v3nw++cT1R1dP/fHQAAANy10Jpd2ivi3mceHB2ReXbvwr/3G3r40tGhf3r2Q5utSiqd8cwLA8bHaIjkxTFvMX09EwovJ9syzMsRB66XHVz0IPOg3ZacygvL/sw875dZ1lK25U3m0Y+9k4xEhRvtnn6A8Uq+tHn+R8yTH0fsSEhI2Dji1Wdf+rdHLUnCPnr5kWcHxJfd+ewjXWbwIObRL1NKFbff1HJ+0/u/YyZvr9JUHv26LzNqZe6dszMDhr/22hcrN4V89umYAznHJn/+SeCGNd+/8dpgn6MkzXj3D33eGuaRkJCwbfmc55nfO+68VH7M9yHmzza+GxISEhZP+fhR5j8JLYaqNP9XezGOyS1E8tAv//3q311rqX3l168/1OftHWVGKt/0ItP7e/eMtpptL/V6dIhfup7ocNg3jzOvx5wtO75mOMO8unDp1oSEhLMlTQQAAABwB7Rml/aKuPeYXkNDMg2GVo9v3vp46pQPnnrx08nblHRt+h/6fmITayBSl27px/T1SCgsTpzD9Pr3poutrWcCf9/r78vO1MurYt9k+voeKW8pi/4H80rQkWoiUpxa/q8/MtMjkyKm92fu8NBfhpxRSsI//kvff04p0P9sRkGcfR/mL1HnW2+/peqA75+ZZ4PPyg01h77qy4xa9T+tOeylvl+mnEyfPuC/cwPmffTBxNRTGcNee+k732NUuev15+58t8xw//jT211/9ibmsSVn2ypTA195gHFOlRIpfmzNtqWf/evl12dfIyLtyeEP/HG454Hmi8HMH9/wOywhoubzK/7GvBp2uqal/OiYfs/euqxn/z06/WpzN/xlAQAAwL0CrdnlVmsOCdxvJKo9EPDXZ3/3CPP4FzN3Kals5jMPv/KF000tFW4e34f5s39iUXHiHKbXWzHnGhuzffs8+E50XquiNOYNpq/fkfKWsi1vMY/81yNBT5QfY/tUL8YnNXeL/ScM86b31oTk5OTkfYlJB7KbNPWBH776/N8nXlT/fEbhnk+fZv787uxTDToiUlYcGv33PzAvDjvRbKSq/V+8wIyMunjn788MGPbCc59k3yyPnDjgw3c+eG9UUFnd2W9efGGQz1FqP/j+4w+/NsAuLjk5OTk5KTH+ZFH11RSvR5jeQ51WJCcnJyfvS0hIKG7S1B0Of+MJxj6h+Y7bNdsiB77113+53CCijmODH3humEdGW82Ol3s9MtgnVUuGg8FfPcb8JexYNRE1lpxLSU5OWO/35iPMd+Gn8IBNAAAAuA2t2UVWtu0NhvnMI0FNRMbqoO9fZRjmPxNj1SRfMbgvwzBPPf/Ci889yjBPe+8tKNg9mWFeWX26oeGIK8P8Nep8c3vJ6heZJ9wOXm8u3fQPhun1+z++9PLzTzz4QJ9+M/JV+vqjS//zh959//7Gm2+++fa7nzrHXCBqcH/jmd7P/5DzPy9lqVcfi5rVl2EeefrPzz///HNPPsT0+ofz1gs6Ik3xng/6MIPCc+787RkeX/Z56K10uXzfggEMw/SbtkuhPvpB7z4fO6YQqbbN7f/kk8/8880333zz7Q+/XpBZptG358//6PfPvvDqm2+++eZb7349d32tkTourX/7MaZX73+57dy3+Ns3//i8/U2SLnn3ledetC0nIkXmQOaRz+2TtMabnh88xTC/e/61t9758LWnmTfXnCovSAvq/87bb7755ht/feGJx//knoCXSwIAAICfoDW7dNQdnTvwc4+tpzuJiEhyftP3AwfaLjmgI2q5uH3UJx+9P2CA56qoGQNtNp2oqDyxdODn0/dfkUrzNw/6YmZKqUx5c/+UgaNjL9XJatNmDLRZuiJw8OD3PvjvqNjTNUREZMzd4Tjwvff69+//8fig/GYNUWus7fiRk4Kudf5yi/FKUsCn77/Xv3//9z76Zllm1a23aqpOOI0a6Jt47c7femGr16hhc84qqP5w+BdffuK/v5o0ufYjR7lEnyIiai9bNve/7/Xv37//p45rslRaAxG1FyXMGPR+//79+w+YsPl4lc5I1FboM/u7jz782Htz4pbABZMmrW8hxZ6F0ydMWVNPROpc98+Gu605QUS6qkz7H4YOnxqWtM/nVeaVwKwarbp6udOI/v37v/f+B/bL09oNuFkTAAAAfoLWBLZ0rcU7163bHBsbu3mTz7QBzKNvx+Tg0ZkAAABgCloT2NK1Frl91ff2s4r+a7+lSdhP4gQAAIAeD60JHOiklae6XKyV6c3/AQAAALi/oTUBAAAAQCxoTQAAAAAQC1oTAAAAAMSC1gQAAAAAsaA1AQAAAEAsaE0AAAAAEAtaEwAAAADEgtYEAAAAALGgNQEAAABALGhNAAAAABALWhMAAAAAxILWBAAAAACx9IzWNFw7tnuJi6urS3DCybI7f6HqdOrutEsqa+0CAAAAuL/1gNY03jyzZarNoqQTeXlH97g6uR8rk9/6BYPictD4QfMi9sutOxAAAADgftUDWlNXlLIuZNtxDRGRPDHYfdm+y0YiIu35PeETJ0wIWpvZbt2BAAAAAPerHtCad9DVRHs6bDhWTUTtV1JWR8bu3bp88coMtCYAAACAVfSk1jTmxwXP8VhRJjeQqnbrmtBjJQ1Xk9f4Rx1QmPuTBoNBJpNJAAAAgB+pVKJSSTo7uR21WtLj/v2Vy+VGo9FEdXTqO6MvRc/fP39+Bt+TNn974XYjmXovd48e05qGskOrZ8+Zn3JFTqS7vC/aa2lSY1v7ua3BHqHxjRq96T9sNBrVarVSqVQBAAAAD/X1qpkzVe+/z+18/72qqMja0y1JqVRqNBrTranQKj7b+hmzkGHc+B4nZlT8qDtbU6fukEpaWyVSuaJD3t4maW1tbe/QGQTnlSVqtme0pqH04HoH2/nJxRIiIqPqeKz/jDkO7m4ucyeNGTZq8rZT1fdG+QMAANyjmpvpnXeIYbidp5+mvDxrT+9uHdqOYbuHMV4ME8D3+DDTUqbd2ZqlmTF244ePnThuyFdfDho2euKYkeN8Nla28c8fo1ZWlnu2pEV4rvaI1pSXHQ9zCzler/vpTUajQa/r7FTm7AjzjkyR6pGaAAAAYmpupo8+4tyaL71E+fnWnt7dxGhNg17XqdFoNJUrZk/233FJo9FodCYmsNB4zHGSW44lXsqnB7Rm57FVC4aOd1izaUP0+nVrVq/OLGj48ZcMF7YFuYam4LlBAAAA4kJrsiZGa/6oYb397NDEK0RE1JoRG+XvFxAYHJac10jUUXD4zJG02AD/5ZnFLUT18WGLA4PXZJ48m51d0klE+uaM6GAv74A128/pSHk8xnXAv963i0qqElxRPaA19XXXzh86lLE/NTU1JWXfvn0XyyU/fu6N0uprxaX1WqvuAwAA6PnQmqyJ2Zp16xbMCom/SmTM2eppOz9k1664GJ/J301eVqOtWTFtxCcTnWJj4y9W5m8Ltp/vtHLrjtWzP/tq5JxtHaTcv8LFzj18+444P/uFqzJz89OXfvfB135xJxo6hH68PaA1AQAAwNrQmqyJ3pqJV0mnv1l+rblD09EubcrbPW3YvJM3K9cvGDx3TS4RUXnCmCELT6uJiFI9poxzjW+6kTFu0NQdRTUyWVtOvNuI0f7F5Re8p7vnWOKuYbQmAAAACIbWZE382zUvE5GivvxQlOv34ydOHDvk8y/nnr5ZscFh9tLU60RUl7l0zIKoGgMRUcWhzR6++4vOr/l24Gfjp02bOnXq5AkjJrtFXTh/0HWy07F6CzzjBa0JAAAAgqE1WRP/ds3rZGjb4DbbZnbEZSVR28l5Ex2OVZTGOMxdmnKNiKTZa0bPjCwnIqIbB6LtvZNLLkaPnr6k/I4nnRsqUueOc8putMDHi9YEAAAAwdCarInZmrVr7KYv2VdBuhKXqdPX56mI9KdWzev33sTjNRXR82eG7yshImrJmj1k0vbLKqLWmCkjRznukbcXLxw6eHFKGRE1n9+3amdWc8tp19HT0ios8PGiNQEAAEAwtCZrYrZmfYyTXcS+EiJ1Tqzb8OGDRo+a5uTvNmf8vMyi0s0u81eklRIRka7yzJa5Q8ZMmT5n3ugJE9z2qojqz+yaO/y7MWMnTBwzM+ZEuYpUuxw//2haUE61WuDHi9YEAAAAwdCarCm0ii+2fcE4MYw737OIGZMw5tdaU9/RJpWrtEREemX9jdKSkvJWpVollynV2g5Zm0KtIyKjUnqztq6psaW5uflYjNfk0IO3fr6irK7y2rXSqjrprcvSyBvKb9TINUJfzh2tCQAAAIKhNVlT69RLTi4ZtmPYsN18z85hK3NW8v556IbKE85TJ3hvTEpM2jx31txNWeWW/QD/B1oT7n0nT9KSJZxPTo61dwMA9CBozXtKY27SYl9PDy/fmCOlYr8vtCbc+1xdOV+7MQwFBVl7NwBAD4LWhN+A1oR7X0AAn9ZctszauwEAehC0JvwGtCbc+9CaAABWh9aE34DWhHsfWhMAwOrQmvAb0Jpw70NrAgBYHVoTfgNaE+59aE0AAKtDa3Ki1ZJGI+hotdb+GNhCa8K9D60JAGB1aE32lEqaMYNeeknQcXYmI8/X1+xmaE2496E1AQCsDq3JXkcHDRrE51+uO8/Eib/SmjpFYc6R85USU+/d2Klid5NoR2NFQVGliucH+RO0Jtz70JoAAFaH1mSvo4OGDRPamtOm/bI1VeUZ8z97pf+0rfWGX7/JU15xZufWfRXsfsJ5SVLwxGkRVcI+VkJrQk+A1gQAsDq0Jntitab6RHSg08L548bN3H35jpsjjXp91480N1ZkLB07zr9E95t3vhv1+tu/uzQ1cqbdymrBHy5aE+59aE0AAKtDa7InUmuqbyyZMjwg4XiM5xj76PNERKSvztnrNP7778baBO4u0HReD5855I3X/z1v3f6ik0nBQdtuGolIc2pLROS2c3pdR/ZG/3E/jBk3euio+UEFEkNN5nK0JgAREQUEojUBAKxMKqePBqA1WRGnNTuuJdoMmXm0Rn9t26IfZq5oItLXZM2fMGnTyfK6y4kh3qtKldry9IiJE7wLZR01mSsmTQ4uNRKRan/QPIeIgzVVWZG+y/NbVFp1+dKZEwIT868fXzcHrdmdatprdhTuiM2Ljc1nfXJjs6qyDEaDVQbXyet4DD5WeUxv1FtlcL28fmfRTm6D82KPVmXp/Xyt0poNioZdRbu4foaPVBzRGXQW+YzxUNJSEpsXy2FzXmxsXuylukvWGnyt9RqPwRfqLlhrcGlradcMLoPP15631uDrkutb8rdwG5wbe67mnLUGE9H52vOxudyuKLbkbyltLbXW4At1F3gMvtZ6zVqDL9Vd4jo4tmhbydWT9MlAq7Rmbn1ubC7H77v82CvNVyzy6eJDnNbM3eY5bckBIqK6jGnjpmXW6mTHVk6cvvTmHb+nNnv9rFmRdURNx1bPnBVRZiQi1YFwJ6fQ9HYNERkLshLXx6x2GD3cc0N20ZGYufPQmt0o5VoK48swixjGjfVxYgbtHNSp77TK4IzrGYwf58Ffb/tarWf3mGFLO1R2iPHnOHgR8/mub5TeblZpzSOVR5gAzp/hT2I/6dB2WOQzxsOys8sYV4ZxZT3YlWEWMQ4HHaw1eGXOSh6D7TLsrDV47YW1jBvDuHAbPCdtjrUGR1+KZtw5DnZmZqTMsNZgIpqTPodx4vJ958Iw7szq86utNdguw47H4KicKGsNdjjowHmwP7Ms1YM+/9Yqremc6cw4c7micGEYNyb8dLhFPl18iNKa8mjbb97/doKHu7u709T/+8fHEQfKb2YsG2O/5c4npd84snbGjLBqosajq2fOiiw3EpH6YKTzohWH2zqub3acZWPnEhK+zO6HYd6bTxSjNbvZgbIDfUL6ML4ME8D6eDNj4sdYqzUPVxx+IvQJroNH7hmp0WusMvhY5bGnwp7iNtiXGZYwSuXtbpXWPH7j+NPhT3P9DA/ZNUSpVVrkM8bD2gtrGX+G8Wc92J9hfBmPox7WGhxzKYbHYJfDLtYavClvExPAMH7cBjsdcrLW4C0FW3oF9uI22IexP2BvrcFE5JTpxHhz+b7zYx4MfHBj7kZrDXY57MJ1cK/AXtGXoq012OOoB9fBTNijazMC6PNvrNKaPlk+jA+XKwo/hglgVrRpju8AACAASURBVOastMiniw8RWlNxZe+UQZOiEtP2p6WlZaQvtx8z3TeuIHvH9GkhFUREpFOrOvXGm0dXT58R2UjUdCxqyrSwG0RE2rTgBR4rD144tHbU5LAKBRFRguc0h+gstGZ3Q2uKDa3ZDdCaYkNrdgO0ptjQmqKzfGtqj0ZM+XL26ttPPm8/v+7b76elnz0dYDdtacKpS2cTFixwO1Sm1FUmzRkydldxnaJ8n+2IaTGH84pzk2Z/9O6CqMy81KiRc/zOXb6ckxz+2ev/mrfmSH7G6sl4zaPuhNYUG1qzG6A1xYbW7AZoTbGhNUVn+daUZaz3W7v/6k+3c7aVrPVzjS9qlVUcD5w9duT0BasOXtUZjKRp3rvEZkLgrjatvjQzZsbo8fN9PNbH7EpJL1ZrpXEh08eNn+qyOGr37g0795wquZC5dl1qs+APl39rVpzZf7i4QlJRfuVKq+AZ9wC0ptjQmt0ArSk2tGY3QGuKDa0pOoWCPv9caGuOGdPzf0ZlbeEeJ5txQz/+5L//HezgtapQYjAYDNVZ8ctisxUWHHjXQGuKDa3ZDdCaYkNrdgO0ptjQmqLT6ejECYqLE3TOWfPlIDgRdB96U0n+9uCAxaG7L1w5tdp19sSJ478d+OXUJRnsfsym5XUqNfrbiW/UtDbW1jVKOi0U/WhNsaE1uwFaU2xozW6A1hQbWhMsywKP19RJ6gpysrJPXrh6o1mhUmq11nl1xo6qg0t91l1VEREZOmXHYkMW2tnaLnBfnXRGobVAb6I1xYbW7AZoTbGhNbsBWlNsaE2wLMGtKa/ZGDx38vAh05zd12xLP5B62iqd0nr9YtjU736YE1yiISLjjROb59sF5UmJZIUhjvZ7LzYJfxdoTbGhNbsBWlNsaM1ugNYUG1oTLEtoa5anR9l5bKiTNiZtcNuZlDxz0A9rz9daZBkHmvqda4Nd5i1Y6LrqqoaI9Oe3h/iuPKIhIpIlBXuuSLbAzwZAa4oNrdkN0JpiQ2t2A7Sm2NCaYFlCW/PCtuCgsKMKTW3sUtd8FV3e7DLKeVe7Raaxp5NX1zc1FKcFukddVhKRse7CXhf7wFPVcnlNToi7W1qxxOxlGI1Gw28zGo0Z1zN4tObovaPVWrXRYOrCxWA0GjPLM3m05og9I1RalVUGH604yqM1h8aPVHrx+blBxqVLDSb/0s0Ozq7K5teaCo2i+z/DBoPBaDCuOb+GR7q5H3G31uDoi9E8Bi/KXGStwRtzN97+l4z9YMeDjtYaHJsfy6M1F2Qs6P61tzkecuTRmhsubTB9PS+eRZmLeLTm+ovrrTXY/Yg7j9Zck+7PrzWNeXlCro0NBoP3MW8erRl1Lkqkz7DxHnl6eLcR2prS/ERPb79Dpy7tXu9zVUdV2z2GLdgitcg0jhSX93m6rLisJCIyqJuPbQlzXjhr5qwFIZsOS809P8hgMEgkkqampubf0C5p33NpT+/g3hyukQMYxocZtmNYXWOdpFXyW5csknZJe0JuQp/gPlwHD9k+pLah1iqD9+XvezLkSW7p5sd8u+v7Vmd7Hq3ZERjY1N7e3NLCe3BKQcpToRzj2If5esvX1fXV0lapZT+BZrU0t7S1toVnhXNONz/GYb+DtFXawvdzJWTw0uylXTPYD/Zl5qXMk7ZKW1tau3mwrFW24sQKboMDGMaXmZs8V9IqscrgVadWPRD4ANfBs5Jmtba0dvPg5ubm1pbWluYW22RbxofbFUWvwF7Ljy+XS+TdP7i1pXV+ynxug/2ZBwIfiMyOtNZgh/0OXAczoY9EJLjSR5xfx8fQt680K6tJzvMjvTXYOd2Z21WxP8MEMEuOLmmXtFv2E9jc3NzU1NTW1mYwGLojfe4RFnhuUO6+dXOnTJ8+aejiDdsd5sxad7hU+GXy0FaU5OWy4rKKiPTXDqyzXbSuTKqUVhz1njRv16V6s3/caA7P2zXjR2t0GrMXLgbet2uqdWqrDOZ3u+awBP63awoczPt2zY7ODot8xnjgf7umlfC/XdNK+N+uaSW8b9e01mCj0Sjkdk2rEHK7plV0/+2aAgcLuV1TJOJXz71EaGs2Xj1+Mqe6uezwyuVLw8Iitp+ussQqPrpaU01EHZkR/n5xeURE1L4v1Csq5arwy8fjNcWGx2t2AzxeU2x4vGY3wOM1xYbHa4JlCW3Ngr2eA18fMMPFw8/Pz9PDe/mOk939YM0ftRUmuDkuLVYSke5y8vJpDmuqlEZja94SR/v4XDwPne1gtCZ7aM1ugNYUG1qzG6A10Zr3OaGtqZbmeY4YMj9y36kTCTO+e+uJ59/+YdSwYY4rrkm6+5EKsitpQX7rS1RERHp1w76oAIfZdnb27muTz3XoLHD5aE2xoTW7AVpTbGjNboDWFBtaEyxLaGtWHVtp77S0UktEpFcVLZkyzjN0k7fd4ImRmZZ4AXUOjHqtSnXHzw3Sq1obGxqa2yz1Q4zQmmJDa3YDtKbY0JrdAK0pNrQmWJbQ1ryeEmgzL/L2XdQ39oZPcE0sL95mMyPkmrV+VKU40JpiQ2t2A56teczTWoPRmmJDa3YDtCZa8z4ntDUN0pLAeWOdw4+oiYi0SX7TJ0ce11bttxntfU5tgX13D7Sm2NCa3YBPawYwHodcaMcuWrSI2/HyopISgYPRmmJDa3YDtCZa8z5ngdc8ai7Jjfa2nTht0sTJ40Y6ryht6mg4snz0nMgy3K6J1uQCrdkN+LTmYsYjbSENHsbnk5yaKnAwWlNsaM1ugNZEa97nhLbmldTQwKWpbdrWq5eLioqv3GzTkrZytcfCFYeu97CXMUVrig2t2Q14tma6I4234fwZfuIJOnhQ4GC0ptjQmt0ArYnWvM8Jbc2mgsSlizdU6+94k9HQ2dmzbtIkIrSm+NCa3QCtKTa0ZjdAa4oNrQmWJbQ1W8uPzX//Cxv3qIIWi+y5e6E1xYbW7AZoTbGhNbsBWlNsaE2wLKGtKanMTdkePuLdtz4aOn2+ne0i37XFbRYZdtdBa4oNrdkN0JpiQ2t2A7Sm2NCaYFkWeG4QkfrKiSNpGQdPnElc8OVQ15XHOixxoXcbtKbY0JrdAK0pNrRmN0Brig2tCZYltDV1itI17rN++H7o6OlOu09cOnYg69ylCuu0lcjQmmJDa3YDtKbY0JrdAK0pNrQmWJbg13JPWzLbcUVxedmmRTbzvdy+ef8du+XHVBaZdpdBa4oNrdkN0JpiQ2t2A7Sm2NCaYFlCW/Pidqd5TnFNkoYdq9yLVFSaERq6K697fzhlN0Frig2t2Q3QmmJDa3YDtKbY0JpgWUJbs70ofr6db2bOhZVBdkebSFd+aPGiXRKLTLvLoDXFhtbsBmhNsaE1uwFaU2xoTbAs3q1p6JA2S9s1RNqL+yJXbtu52n9hwOb0zK2hi6KOWidVRIbWFNt91JpktR90gNYUG1qzG6A1xYbWBMvi3ZqKRN8pvusv6ImIDDqdTll5dsn8H6baR1zqkbdqojXFd1+0pg8zJG6o8loxHTrE+VRWCv8kozXFdl+0pi9jn7GAirl/GR85Qo2NwjejNcWG1gTL4t+a8Z7jvdac75EPzfxVaE2x3Ret6csMiR+h9FjEZ3BQkPBPMlpTbPdFawYy9mnzaMJEPl/Ge/cK34zWFBtaEyyLf2smeNt4rz2vN/87ewi0ptjuo9b09+IzODxc+CcZrSm2+6g1p03n/CXx6KOUlCR8M1pTbGhNsCzerdmR7D/l0/e+tZk6adi3X/8wYfHpmrq6hiaJTK7pofmJ1hQbWhOt+UtoTbHxb83pMzh/STz2GFqT5WC0JidozbucgMdr+tg4hR6qqb0e7TF14ICvx06aPPmHz/v+td+ctWd0llx4t0Brig2tidb8JbSm2NCa3QCtida8z/FuTflOx6HOUed/eoPRaKw94+PgELLphNVe0EVMaE2xoTXRmr+E1hQbWrMboDXRmvc53q3Zee1k2sm8ejw3yNRBa3KB1kRr/hJaU2z3UWvmbRL+rvnh2Zq5MdYajNYEyxL6Wu73D7Sm2NCaaM1fQmuK7X5pzdDHNh6JIBcPGjyY25kxg6qrBQ7m05qhj0YfDSM3L86Dp02jqiqBg9GaYFloTbbQmmJDa6I1fwmtKbb7pTUj+mzcH0j/fpfz5meeoaIigYP5tGZE7+g0f3rnQ86Dn3pKeLqhNcGy0JpsoTXFhtZEa/4SWlNs90trhvfemB5EH33GefNrr9GVKwIH82nN8MejMwLp0684D37lFeFxjNYEy0JrsoXWFBtaE635S2hNsaE10Zq/hNYEyxLUmjeyop2DVhY03hdPELqPWpOs86JVaE205i+hNcWG1kRr/hJaEyyLf2vqyzJtx48JTrnQrCRS1MR4jBk2ekzAznM99KXc76fW7JCRjPvRCL01FK2J1vwl/q2pVPL5MtZqBQ5Ga6I1fwmtida8z/FuTcOJVbazgvbdumIu3hEwddGW4uqzS2ZM2XSy1WLr7ib3RWv6MiMTx2iC/OmZZzifGKEvz4HWRGv+Ep/WXMy4pDuQ7TzOX8Mvv0yZmQIHozXRmr+E1kRr3uf4v5b7bvfxvtF5RESK4qA5sxLKjER0dv2iib6JaovN48Igqyi43vbj3b+K6sL0vXv2xB8sqVdZ5OLvo9Z0deJTQsuXCxyM1jRz0JqsB7ukOdC4iZwHP/QQpaYKHIzWNHXQmqwHozU5QWve5fi/lnvakqlOUVlEJDkWMXxW2E0DEVHpzuBR8za1WGweB5VZKxfMCSpUEhHJbpwOXOAYFL5yZaDPosC116VC7xej+6o1PV35lNBKod+0aE0zB63JerBLmgNNmsJ5cJ8+lJYmcDBa09RBa7IejNbkBK15l+P/eM3KAxETFq6sk93Y7DrLZ1fOrTeeWuM40X9fdz+N2agtOrRt1pcfj5wfeU1LRNqcWK9JXrs6iIiaYjwcoo9WCX8naE0zB63JbjBakxO0ptjQmmYOWpPdYLQmmCDkeeia9JXzRnz/mV3Qrlq10aBuv3Ftv/OESSsPVVlqHFvqm3t3b9sWE+XjsfqKioiMHZLmFsWt4m2NC3BdnXFd+Ds5WH6QR2uOTRirM1rnad1HKo/waM1RSWM7vdz4lNCqVQIHZ1Vl8WjN4Qmj1T4efAYLvtP/RPUJHq35ffxIVYA3n8EREQIHE9G6i+t4pJtnhhNNmMR58BNP0KFDAgdvyN3AY7Br+kKaPJXz4D59KD1d4ODN+Ztv/0vGdrAv45zpLPD98ra1cCuP1nRIn08zZnL+DD/2GO3bJ3yz82FnHq25KWMJz9a8elXgYNcjrjxaM+bAYp6tWVwscLDnMU8erbnuQCDP1iwoEDjYN9uXR2uuOi/0ny1gif996M2N7URkUHdo9EREqhvngheO8NudZ7DYNtaMBp3BKL+a6uO64rLyZ7/SfG7XAgfPszXK3/iTP16A0ahWq5W/TaPWJF9O5tGaI3ePlClkapWpCxeDRq1Ju5r2RAjn1hy+d6SC1+M1OyMjlRqNkMEHSg48Gfok55sJ9/zQ7r6Ix2BtaKhSo1GqVLwHZ5ZmPh3GuTUH7R4m8+ZT89qgICGDVUqVRqVZcXoFn5sJUxYYx4znvPmJJzQpKcrOTiGDV59dzWOwY/I8wwTuN8T26aNJTBQ4eF3Outv/krEd7MvYp9urVWoV379cIYNjLsTwaE275Dn6Kdxr/rHHNHFxvD/DSqVSpVKplCr7DHse6bYu2Y/++ynXzca//EWdm8v/q0KlUqlUjgccOQ8Oe2x1ig99/AXnwS+/rL5wQeBgl0Ocb4hlwh6NSvHmEcfGF19UnzsncLBHpgeP1ow8GalR8/9nywSNRmM03hcvB8kS79aU7vJxmmO/9FSNdW60+yVZcZKXy89aU1lxzHPWxBUHS82+DJPBYJDJZBKJRPobFDJFfH587+DeHK6RAxjGhxm+c3hjS6OsTfZblywShUyxr2Bfn5A+3Ab7Md/HDZc5OfAoIWVoqEShEDI4tSiVc2v6MYPihkpdFvIYrAoKEjg4rTiN8w2xfszXu4a0ujvzGezvL2SwVCqVy+SRxyP5pFuSnWHkGM7/hPTpo0hIkCiVQgavOLmiawaXwfaJc/RjOcexsXdvxe7dQgYrZIpVp1ZxGxzAML6MXaqdrE3WJm3j/a55D157Zu0DgQ9wGxzIzEmcqbXhfFO38dFHFdu2CfkMy6QyqVQ6L3Ue48Pt+65X2OOrErzog4+5bja8+mr72bOSjg5+g9ukbW3SNvv99twG+zMPhD22ItGDBnzGefBLL7WfOiVksEwqc0x35DqYCX1kaaI7jzg29O3bfuKEwMEuGS7cror9GSaACc0KVcgEXan+KolEIpfL0Zp34t2a+uqLh5cumvzRwKHeGw9KrXBj5v9qK/pZa7ZdOxY8b2JI0nm5hf66D1bcY/ehH606em/dh55dlc3nPvREq92HfvLmST73oSfcT/ehC34Joe6+Dz0jQ+Bg3Idu6lj9PvSPOacbvfYalZQIHMz/PvSBX3Me/MordPmywMH870P/4lvOg196iQoLBQ7Gfeh3OYE/o1JRdCrBdcbY4aOn7jjbqLLqy7jf2ZoGaUmMl9vaQ0K/fO+E5waZOXhuELvBeG4QJ3hukNjw3CAzB88NYjcYzw0CEyzw89D1itZL8SGDv/puju+q08U3rHWfujR/t+O80EIVEWnPbfGZYhuWXXi5uDA/Ly/vRrOZx2uygdY0c9Ca7AajNTlBa4oNrWnmoDXZDUZrggkWaM0uxvo9Kz0nj5kRfbTCKm3VUX1+z86MGi0RaXL3r/fxD1yyeHFgQICvr29STq3wO9LRmmYOWpPdYLQmJ2hNsaE1zRy0JrvBaE0wwRKt2XBpY9SSgMCgsIiIaZ+998WUdT3yh1SiNc0ctCa7wWhNTtCaYkNrmjloTXaD0ZpgAu/W1JzZFj59xLjps2dPHvLfP7/48livmISE+MR9hy5dqbtbnppuUWhNMwetyW4wWpMTtKbY0JpmDlqT3eB7tTWNRj4HOOLdmsrkgBkDv3Y6lFdQUHyl7EatZX7o+F0MrWnmoDXZDUZrcoLWFBta08xBa7IbfO+1ZsjDKw8F0pSZ9Prr3M4nnwh/pv/9hv996HqdVmvVJ553M7SmmYPWZDcYrckJWlNsaE0zB63JbvC915qhj6xM9+XzJfHMM3TxosDB9xvLPTeop0NrmjloTXaD0ZqcoDXFhtY0c9Ca7Abfk62Z4UdfDuI8+MUXKTdX4OD7DVqTLbSmmYPWZDcYrckJWlNsaE0zB63JbjBaE0zg/9ygszsiZwwZ9Pn4eXGnK5qamiXSjrvghweJCK1p5qA12Q1Ga3KC1hQbWtPMQWuyG4zWBBN4t6axQ9JYmX/QbdzXg34YN8lm5IC3Bsxesu3M6fNXK5p75MM40ZpmDlqT3WC0JidoTbGhNc0ctCa7wWhNMMFi96FfiA+dNWvmDJu5wesOSy11oXcTtKaZg9ZkNxityQlaU2xoTTMHrcluMFoTTBDemtq89K1+ru5L4w7Lut5i0Ai+0LsQWtPMQWuyG4zW5AStKTa0ppmD1mQ3GK0JJghtzZaCvfaz5y4ODp49bPBUJ4fxY2ZGbD3dI19rE61p5qA12Q1Ga3KC1hQbWtPMQWuyG4zWBBOEtmbuDmfbRTulSln80oUJZwqjHIe6br2Ex2t2HbQmF2hNMwetyXowWpM9tKaZg9ZkNxitCSYIbc3raYtnzltXVnNj83LnSx3UXpgYGnZAaZFpdxm0ppmD1mQ3GK3JCVpTbGhNMwetyW4wWhNMEPx4zfbytQEOy7fHBbnO2l1i0FxJdHHZ1WaJZXcbtKaZg9ZkNxityQlaU2xoTTMHrcluMFoTTLDA89ANrZdzi4svpkbbTh8zc8aCdadrhV/mXQitaeagNdkNRmtygtYUG1rTzEFrshuM1gQThLZm2eE1zu4brksU7U03zhxKOHCqpEc+WJPQmmYPWpPdYLQmJ2hNsaE1zRy0JrvBaE0wQXBrHl075sPPR0ycNMlmzMABH34zc2nujWadRabdZdCaZg5ak91gtCYnaE2xoTXNHLQmu8FoTTDBIq/lbtTptFpF5bbwqf94/n2vjWfx3KCug9bkAq1p5qA1WQ9Ga7KH1jRz0JrsBqM1wQSL/dwgIiJSJfq7rcwss+hl3i3QmmYOWpPdYLQmJ2hNsaE1zRy0JrvBaE0wQfB96NkJ27ZlSzQajaZTb6SCbd4/2G+RW2TaXQataeagNdkNRmtygtYUG1rTzEFrshuM1gQThLbm1fTlI979bKSNjY3NuO8+H/DG3/vPWpaFx2t2HbQmF2hNMwetyXrwvdeaBx2prY3q6rid+npSqwUORmuaOWhNdoPRmmCCJV7zSKuUSiQSyfVYv7kjJ3idbzEKv8y7EFrTzEFrshuM1uTkvmjNQMYpbQHNmkOPP87tPPus8MFoTTMHrcluMFoTTODfmjcuZJ4srVXU1d2o7pE///x/oTXNHLQmu8FoTU7uo9a0mcx58MMP0759AgejNc0ctCa7wWhNMIF/a1Zf3O4wacKoL7789NMfXANjShRERM056evjTndYbN5dBK1p5qA12Q1Ga3JyH7XmlGmcB/fuTSkpAgejNc0ctCa7wWhNMEHQfei1+WfWe7t5+m06di4tzH7a+IkTBn3y6Xj/VOu0lcjQmmYOWpPdYLQmJ2hNUwetyTos0JqcoDVNHbQmdxZ4vGZHY13ljdqGmsqb9Y0NTU3tKq3wy7wLoTXNHLQmu8FoTU7QmqYOWpN1WKA1OUFrmjpoTe6Etqa2rTR8vo2dd5KM6Gb+2fIWi6y6G6E1zRy0JrvBaE1O0JqmDlqTdVigNTlBa5o6aE3uhLbmtWS/kVOW3DQQUWduauiCuUtOlvXIl9dEa5o7aE12g9GanKA1TR20JuuwQGtygtY0ddCa3AltzUs7F9k5bJZ0/Zf2WEyA56qTd8Pra0qvHl4R6OjktexgYYNFLhCtaeagNdkNRmtygtY0ddCarMMCrckJWtPUQWtyJ7Q1pQV7p4yYEHe+ues/i5J8HLdLTP8Z8XWUnVgTFX74Ul7e0TgXB9fDpTLhl4nWNHPQmuwGozU5QWuaOmhN1mGB1uQErWnqoDW5E/7cINXh1T7jv5m1NiMjI+PAcp9Fi3ee0VtgmBDai3GR3muO3fqPUztjks7VCL9QtKaZg9ZkNxityQla09RBa7IOC7QmJ2hNUwetyZ0FnodORDVnd7g5L3RY6BSy5YT1X9jd0Ja6bc2WjHOnD8TFxCQU1SotcqkHyw/yaM2xCWN1Rus8puBI1REerTkqaWynlxvn7z2GoVWrBA7Oqsri0ZrDE0erfTz4DF6+XODgkzdP8mjN7xNGqgK8+QyOiBA4mIjWXVzHI908M5xowiTOg594gg4dEjh4Q+4GHoNd0xfS5KmcB/fpQ+npAgdvzt/c9S8Z+8GBjHO6PU2dznlw796Umipw8NbCrTxa0yF9Ps2YyXnwY48Jf/F5InI+7MyjNTdlLKGPP+O8+bXXqKRE4GDXI648WjPmwGIa+DXnwa+8QpcvCxzsecyTR2uuOxBIX3zLefBLL1FhocDBvtm+PFpz1QF/+uo7zoNffFF4HN9vLNOad5dOybYl06Z5ROzaGxezbuWSqLjiJjM/MthgMMhkMslvU8gU8XnxvYN7c7hGDmAYH2b4zuGNLY2yNlMXLgaFTJFUkNQnpA+3wX7M93HDZU72nL/3GEYZEiJRKIQMTilMeTL0SW7p5scMihsqXbSQz+CgIIlCIZFKeQ9OK07jHMd+zNe7hrS6O/MZ7O8vkct5D5ZKpPI2eeTxSB7p5phoqx85hutgY58+8vh4SUeHkMHLTyzvmsFl8IKEOfqx4zkP7t1bHhcncPDKUyu5DQ5gmEDGLmGWbvxEzoMff1yxY4fAwWvOrHkg8AGug2cnzNDacP7fD+Ojjyq2beM9WCKRtEnbpBKpXaod48Pt+65X2OOrErzog4+5bta/8ors7Fnem9ukbW3StgX7F3Ab7M88EPbYikQPGvAZ18GGl16SnTolcLBjuiPXwUzoI0sT3enjLzgP7ttXdvy4wMEuGS7cror9GSbk4bAkVxrI+ZZjw/PPt2dlmR4sl8uNxp7587r54d+aeq1KJmltaW1tbW1trDgXaTd62KgxY0fPCI7JtvLPDVI3r3cd57TxhJ6ISL9/heuyPUWm79Y3Go1qtVr12zrVnSlXUnjcrjly90iZQmb6wsXQqe5Mv5r+RAjn2zWH7x3Z4erE9XuPGEa7dKmqs1PI4IPXDnJuTV9myJ4f5O6L+AwOCxM4OLM08+kwzrdrDto9TObN55Zj7ZIlQgarVCqNWhN1JorPXdIpC4xjOKcbPfFEZ2qqkM0atWbNuTV84jh5nmEC9zv9+/TpTEoS+FWxPmf9rbjhMDiQsU+2NfD4GZWPP94ZHy9w8IYLG3jcrmmXPEc/hfstx4891rl7t5DBapVapVLZZ9jzuJlwXbIf/fdTrpuNf/mLJjeX92a1Sq1WqR0POHIeHPbY6hQfHulmfPllzYULAge7HOJ8pz8T9mhUijePO/2NL76oyckRONgj04PH7ZpLUz153Olv7NtXc/as6cEajQateSferalIC3Gd+IPNnLmzptjY2Iwb1u+V596btuTc5Yq6pnaDJRdyp23dGRW46fStp5/rTqzzCN90Qfjd2DzvQ4+33n3olbzuQ0+81+5DT7Dafegnqk/wuQ89Hvehc4D70E0d3IfOOiy67kPn93jNq1cFDuZ/Hzq/x2sWFwsczP8+dH6P1ywoEDiY/33o/B6vmZcncPD9hndryrMiFzt5hKSdKiMiUldFOk4PTquw3DAhNBe3h7tEpemJiNr3hPhuPVoh/P8v8NwgMwfPDWI3GM8N4gTPDTJ18Nwg1mGB5wZxgucGmTp4bhB3/O9D1zVeWrd44bBvBjqE7r3ZkQtINwAAIABJREFUXr/B3y4ktcyCy4RQN1/ZsTwgfGlkZETokrV7y9os8GMz0ZpmDlqT3WC0JidoTVMHrck6LNCanKA1TR20JndCnxtUeT7Jc+KYkUO/eve/QyIP3rDIJovQNJUeSYmP359dJbXMXdhoTTMHrcluMFqTE7SmqYPWZB0WaE1O0JqmDlqTO0s8D13VeGqn/6f/+uc7E7yPX21QaHvm42HRmmYOWpPdYLQmJ2hNUwetyTos0JqcoDVNHbQmdxZ7zaNOyeUor+n93vlg5soT1mkrkaE1zRy0JrvBaE1O0JqmDlqTdVigNTlBa5o6aE3uLPz6mtczt6/dedLKr3kkDrSmmYPWZDcYrckJWtPUQWuyDgu0JidoTVMHrcldT3wtd3GgNc0ctCa7wWhNTtCapg5ak3VYoDU5QWuaOmhN7tCabKE1zRy0JrvBaE1O0JqmDlqTdVigNTlBa5o6aE3u0JpsoTXNHLQmu8FoTU7QmqYOWpN1WKA1OUFrmjpoTe7QmmyhNc0ctCa7wWhNTtCapg5ak3VYoDU5QWuaOmhN7tCabKE1zRy0JrvBaE1O0JqmDlqTdVigNTlBa5o6aE3u0JpsoTXNHLQmu8FoTU7QmqYOWpN1WKA1OUFrmjpoTe7QmmyhNc0ctCa7wWhNTtCapg5ak3VYoDU5QWuaOmhN7tCabKE1zRy0JrvBaE1O0JqmDlqTdVigNTlBa5o6aE3u0JpsoTXNHLQmu8FoTU7QmqYOWpN1WKA1OUFrmjpoTe7QmmyhNc0ctCa7wWhNTtCapg5ak3VYoDU5QWuaOmhN7tCabKE1zRy0JrvBaE1O0JqmDlqTdVigNTlBa5o6aE3u0JpsoTXNHLQmu8FoTU7QmqYOWpN1WKA1OUFrmjpoTe7QmmyhNc0ctCa7wWhNTtCapg5ak3VYoDU5QWuaOmhN7tCabKE1zRy0JrvBaE1O0JqmDlqTdVigNTlBa5o6aE3u0JpsoTXNHLQmu8FoTU7QmqYOWpN1WKA1OUFrmjpoTe7QmmyhNc0ctCa7wWhNTtCapg5ak3VYoDU5QWuaOmhN7tCabPFvTSsNRmuaOWhNlmGB1uQCrWnqoDVZD0ZrcoLWvMuhNdni05o+zJiEsZ05Z2jTJs5H8LUbWtPMQWuyDAu0JhdoTVMHrcl6MFqTE7TmXQ6tyRaf1vRjxiSN71xgx/lLmWFo6VKBg9GaZg5ak2VYoDW5QGuaOmhN1oPRmpygNe9yaE22+Lem2yLOX8oMQ2vWCByM1jRz0JoswwKtyQVa09RBa7IejNbkBK15l0NrsoXWNHPQmuwGozU5QWuaOmhN1lfFaE1O0JqmDlqTO7QmW2hNMwetyW4wWpMTtKapg9ZkfVWM1uQErWnqoDW5Q2uyhdY0c9Ca7AajNTlBa5o6aE3WV8VoTU7QmqYOWpM7tCZbaE0zB63JbjBakxO0pqmD1mR9VYzW5AStaeqgNbnrua1p7JQ01tQ2SDqNlrk8tKaZg9ZkNxityQla09RBa7K+KkZrcoLWNHXQmtz10NY0dhYdiHZznDV7rtOKfRc0egtcJFrTzEFrshuM1uQErWnqoDVZXxWjNTlBa5o6aE3uemZrKkoz/NxCzkl0nbVHnOy8jt5QCr9MtKaZg9ZkNxityQla09RBa7K+KkZrcoLWNHXQmtz1yNY0FiVH+CxJlBARtSWFekSlXjEIvtBDlYd6h/Zm/BgmkPXxZ8YmT9C7u3D+UmYYWrdO4OCjN472CevDbbAfM2rfWJ2XG5/Bq1cLHJxdnf1k+JNcBw9LGt3p48Fn8IoVAgefrDn5VORTXAcPSRypCfDmMzgyUuBgIlqfu77rqpbl4ACGCWI8DzjRhEmcB/fpQ5mZAgdvzN/IY7BrxkKaPJXz4N69KSND4ODYwthb3/scBi9mnDPsaep0zoMff5z27xc4eFvxtgcWP8B1sEPGfJoxk/PgRx+l5GSBg4nI+Ygz48PtqrhX5OObDyzh2ZrXrgkc7HrUlevgByIf23BwMc/WFBzHnlmeXAcz4Y+sPxjIszUFx7Hvcd+u/+1nPzjs4dUH/Xm2ZkGBwMH3mx7ZmuoT60J8Np3UEhF1Zq13Cd1wXmvyDxgMBoVC0d7eLv9t8fnxD/k8xCxiGDfWx4X5fvvw1gV2cobhfMLDTYxhY1/hvod9H+Y2eBHz3bbvWxbO5zM4JETg4NTC1Mf8HuM6+Outg5uc7PkMDgoSODi9OP1x/8e5Dv5iy6BGV0c+g/39BQ6Wy+URWRGMK8O4sh7syjAejMPeOfLhIzkPfvhheUKCwMHLjy/nMXjenlnyUWM4D37oIfmePQIHrzy58tb3PofB7szcPTPkY8ZxHvy738l37RI4eM3pNYw758Ez90yTj5/AeXCvXvLt2wUOlsvlc5PmMk7crooZ/99F7fWUv/sB580vvCA/f17g4Hn75nEf/OCyeHf5ex9xHvynP8nPnhU42CHFgfNgvwci4t3kH37CefBzz8lPnRI42Hm/M+PM5YrChWF8mZB4F/mAgZwHP/us/MQJE2Pa29uVSqXRaKEni/QIPbI1O46uCPLZds5IRKQ+vMbVa8Uxjck/IJVKvby8ZsyYYfvbps6cOmTCkMHjBw+ewPqMHzx6yui548bZDh7M+djYmBjDxtRZfAaPmjJ67njrDJ42a9r3E7/nPnjU3PHj+QyeONEqg0dOGTVngnUG29ra2ky34bD2xzN+6jjb0aM5Dx4yxHbqVIGDJ82YxGPwuKnjbEePseZgTl8VEwaPmzrWdgyvwVOmWGXwWOsNtrW1HTd1HNfvu8ETh0yaOsF2xAjOm4cNs5050yqDbaZOsB0xkvPgoUNtTf5bxsb4aeN7/uAJg22mjrcdafnBU6dOjYyMVCot8OC9HqNHtqb6xPoQn40nOolY3q5pNBrVarVSqVT9No1aQ1oiHZGWw9F36lU6nYqI89FqTYxhg89gnZUHG7XG+2Kw1jqDVSqVVqPl9AV86+g6dSq9ns9mjUbg4E5NZ7cO7uzEYNaDeX0ZCx6sUql0Gh3Xq2LSUmenVmUwcB5sNKrUaqsM1mruxcHcv4yNRuFXFHfVYKVSqdFocLvmnXpkaxqLUyN9lyS2EhFJE4I9ovZfFf54TQAAAADgqke2JrVdTnad73GmRausPrTQzierWmXtRQAAAAD3o57ZmqRTFWSsc184Y7qj99as0k7cqgkAAABgDT20NYmIdLLWxkaJHJ0JAAAAYC09uDUBAAAAwMrQmgAAAAAgFrQmAAAAAIgFrcmTXt3R3qa8/WBQrbpDIlUTUduN64UFBSVlTbd/Sd1SUVhQcL1Gducf13Uo2tvVXa++pVfWV1wrKiwsKCyuqGsT4yW52mvKCwsKrl5v0N0ecHtwdVlhQcHVsib97cGtFYUFBaU1bT8brFS0t6vuGFx6a3B5rSiDlY2Vhfn5lS0/vRauTtMhkaiJSHbz1sfSeHuwprWysCC/9Kb0fwfLbg9WNVR2DS6rkYr3EN6ONqmsQ/vjYKVEoqJf++R3SqqKCvKvVf9ssF7V0S778SvKoGqouv7jYIkYg41aRU1ZSVFRYUHh5apG+a23qeTt7R16IkND6ZWCgsKKmvbbv7+t5mpefnF1i/rOC1G3yRSqro9Xr5HduHalqKgwv+hqTasoL2Isq7man19YXt9x+y0qebtMoSMyNJZeKSgoLL/503eZrLYkL7/4RvPPXoNC0yZTKLsGGzTt1aVXiooKCwqv1rR0kGV1tpdfu1xQWFRcXFxSWnajtr5DR0SkVshlCh2RsfH61YKCwvLqnwa315Xk5xfdaPr5YFn7zwdfvTX4ZrOlBxMRkazmekFBQVmd/PZb1Ap5m1xLZGwqu1pQUFhW/dPVQnv9tfz8oqqmn/1da2Tt8o7OrsGd8pvXbw2+Ut2sEGMwkermlaKCy9ck2ttvMcilMqWOiJRVxYX5+ZdrW2//KA9dQ3lhbsG1JoX+zovoaG1TaruuKjrlzWVXiouKCguKrzcrOi28VdrWob79rg3NVUV5BVfrZbevGH5afuNyYX7+5dqfvt10DRWFuYXXmuQmlrf8tFxuqeUGeUub5o4rIJW0rUPz04egkMqUWiJS3Rpc03x7sL6xojC3oKTxVwZ3XVynoqX8x8FNFhqsbpMp1Lc/n+qbV4vyC4qrG29/iRoVbbKOTiJSV18pyi8ovvnTt5u+qbIot+BqQ7vuzgtUtrYpf3xysVbR+uPg0qZ2C39t9HhoTX4MaUtsfVdmdX1jGbXnU6KXJ+bVX9k357sRUyZP+uGbKZvOVRCRpuVqmMOoiTYThoxZuL+k5cc/roxzmxG89eKtL+r2gt2jvv5+0vTpk6fNDduZo/u19ydkav3VZLshI6dOshnxzaS1x0v0RES63LSYZfG5DSWpc7sGT95w5rqRqLO1NGLhqP9v7zyf4lrSNP9fbOxOb2zE7G73zERMjOnp7Z7u6Z6eayVdCWGKcpSlsIUTwnsv4b1AGOFBIEAIgfDeW+G9N4UrbJ1yUO7ZD6cwV7d7jG6xG9HD80nlTv5I5cl88s038zDZzIfmztWz4suLKN/4WYXn6Nmk0+XUbx6xLC05fLvIwn7VHyn4s6UQD4cJGVymKd0xtGeJNGSa8brM2LLRg4Vah4dmPA7L9B77ZfeCFlCdrMQ9pVqwmd9RnN5O7V9e46IywDo0s5dkU8y9pd8zsuDzuXzbiPzeW+oktMSEvzklvmmdfDXVmB1dMnSwUOdwo/K1gPp0NcGdZsFmfmfmWDGxd/lr9btgm+D0bpLtfOEd874Rk8/n8m3CcruVf7C8H6e93lePvnjEE/BZfMfkqgkA0BxWZacU9yzNtqWzvjZlsflmpi71mycATuZaPAQPaRYMU6vwsaveWbMSx+fmdO2Sf+98bdy9Lx4LBHwLgVte27LBgY9XOqI8WUwLLtXSr331EAA0x9U5KUVdS/OdGayvTVkcvqmxY+36MYDTxXYvq0d0C4axZejI1UijW08Q8LLbReSL5frEe18YCQR8lqVrTsuSgXEPPkb6Cjl8gY3QyeR3f/kbus8CAWhOP+Sl5HcuLvRmc742ZXF4po8dqleOAJwtdXmTwLzgwf0rH7mVbMPLbNkigVebku9fAmc1/NgndP9AOtFopZPJdyw2l8rzblo4AADtWX1Bam7bwnJ/LvcbUxaHa2okrFo6BCBZ7fW1MaJbMI25gf17Vz5SlGrDTWtYI19stL548OUjgYDPsnTJqJszNDAAZU+u3+PfPmLZcP0y6/U+R7mQHp/eubze8iqIdo/KtGAxrMLGDi8A3XJ7ni3rEYVO5/hk71x5oOM2H7qwcYPsKuRNLzy+/NpMIOCx7EMaZw7/SLmfpYvJcJZl2Rhp1nXbA2WOnIfmTAbDNXX1VAUA54svE9I7lm6QC0I/Hp4DWG7Ps2U/pNAZbO8s0RX5SbsvU9iwfkXu+eVXZgIBj2UX0jBtGHJisdTVwnv4akJ0PhHOsiwbv3x9vpyRmNa6sN6eH0q/R2VasOmWwaNiJYC17kJ79kMKg87yfLl15d4k3X4Muw8rpPVXtGV4f/mVqUDAY9kFfZgU48dLPR/F4xcOigFAd9aeH0b/xpzJ4lAtfHrJCerFWlbSi6bZta6icNq3VCaLTeMGDh8oAWz0lgjZDylMBtMtbeMKWNYXwLCpWSR7PGVntu+XX5oIrHgs28Ca8QMDAP9n0p3X/AwddaT6/eIn/0WY3a9vkmrp+yyvsr4+X6N/scr6CGCjIYLGCd/UKNqirYTx3QBG0lwePymQAtDs1j13/puf/Hfv8hny1/Pvo/mxjbcFq1jyMfpnRkIPgP2uRBrTZ1oGQPkhy6Osty/I9At++jCA7eZIGjtkXaPojLe1j20HMJbxxMglhwCg3WuIdv27n/yZR+kkecml2jheTN1tAeO4xNvCOrUdQG+yA92jkACA8/psj9e9/aFmX3BS+gHstsfRLAJW1IqeRDu7yGYAU688HjpkSQDoDprj3P7uJ//NtegjOeVfq4/nRdXcGjCpi448h7/+s5+/6BQBgO6i8ZVHcU9/hPmX15XP8FtUK/tThTYRDQBm8jy/s8s4BQBxa6LXz//sv7rkD5Mz6I3GRM6zd7eKO1QSbpfW8723jmazXwTVdTcwf/t1bPcxgPYXQo5n8an2OOcJM/TdNqAu8uBYJnQCUB/PZds//un//PvMEXIyoPjw0t/z9fRt4SpFSc7M9IFTAIOZ9kb8+AMAZ4s5LwLreprY//zV83YxgO6Xjhz3glPtSb4bK7B8A9CUenN4se06QH26kOto+rM//9u0wSMAwHljZsDTwonbAr6Sei/ageZfOgEAZyt5L/w/9Dbz/uWr8OY9AH1ZzqwnOSfa00IPln/ZKqCt8OOyo5q1gOZsscDF/Gd//tcp/eQwfNHyKvBJ/thtcSpXIlhmfkUTACaLPOh2SXtaQLpe8MKvtrdV8Pt/CWoQARjKdbVwyjrRnr32YvmWLAJ4F2jJjGjQAFpipciN9hf/468Su8kZlKYjL8glZ+S2gAHZbCX1nnnhlATYS3XghFevANAsfkjISGqtzfrnX9M+7ABQvvJguGUMENKZYB4vf1IBrAeyGCHVKwBOV/qCjf7hL35h3EzOmC42k8O9X/QY1GICAOR7E8ncr/73X/729bwCgFo6/UzASu07BcQxVgz3kikAmqW6hIyk1trs3/+GViMCoMz1pD992U/IZoP5vNwJObAezKYHvVsmyUOM/uEvfmHcRJKrtpLDvVO6DGmAdsaaHH/7v/7mW+GYDADku+NJ7C9/+le/K13QT341K02JL+Nb63O/+EfKu00doCrwYT5J7SHk82GWnFcfZYAojEf3r1wEIFkbDDf+5c/+/mHdtg4AVDtpz7wTO/b/aPH/QSkPp9OtHvz0p7/Mm5QCkE3l/O7nDwvnzwFUhHJsI2qVADbaEl/GNTcUfvWPpm9WNYC2xN/COamTUCw/E3AyBglg97klzefNHABiY+g55dc/+9v7tZtaAFDvZjz3jmnZNRTwfzbdec3/sBSr7+0dnB0p5l4vycdgQi2dz/B6Prq7N9jVsybRANCuf7Cnew8dLMVxWdndRwBU6++FNJe+I8jnyqztnISm1NCSMdIJtWc7+ZQM3Rau8mCgs2vpRAUAe+1OFGHzLqBazvCMGBHtDnV1r55pAGCrQUjzHDhYThSwMjvEADRbHxypTt2HUCyW29g5O5hRgwpHSCfUlfvEq7j/toBxNtnTtyJWATjqSjIXxm4BuFjN8gwf3tod7upePlUDwE6zI9W9b385WcBKb90FoN1pdDQXdohxsfLWVujsYGYekDtARgD68lw9C7pvDRgAjicbA13sLJiCrKY1ALqLtWzPsMHN3eGu7uvKN3/as7eaas1KbRQBwF6zs7ldyz5Ua+9s7Z0dzCh+2X3k7GWgwM09r+M2eXU1qfYh72a/9yfMtSUFpi1tb3R1Dx2SddyWJrBOnN8b8KJaN20DwFZrsqVl1M45FlpSBDaOVsbsV/37AKCW5EdbJ+lDhreglWor28jxUwBQn26N9E+dApLlzuSAF4uize7uQbEKAPa7Mq0E8XMHQz406/p1ANjpeiHgP986x3JbmqW1o5UxK7NnBwC0suJYm7iWzdsCvtRyReC37OD1cwCQrHYn+SUviLZ6ugcPLgBA3Jst4EXPHoz40QW1qwCw1/tSwA3dUGKt86WltaONiUV65zYA6BSlcTYx+qj5Lei429Xc5v2aDgAxVmRJ95/S4WK7P9k3aWFnq6drYO8cAI4HcgXcyFnxmD+NX72kBSAeyBawg1cV2OrJFNg42hgzU1s3AEB3Xh5vE1W/elvAwPbb548EiSIA0Pal+1sFVKiAjaailMTyzeW5jsEZMqA9mOnnFFyxMFEmtPCfVQHQ9GV42vuVq7Tqurwwa4Eth+LUtK0BoDuceR4krJo9/1cK/SwpeipjLQVCSxPLsqkzAKczJbbmbsMEAEyUBFk9yT4DtlqKUhLfbK5ckw9l+TsGlS9Mljuw/GcuAGgGsrzsfN+otJq6vHArSxuuuVPjlgYAjmafBwsrpw1Hfi7KivOz5VmyLPxHpQCUXRVxAoGQbyJ4M61PrVlteZ0SV7q5Ot8xME2G4kdzghz8yxZmKh0YPpNKANrhHB9b79fnWk1zYYSVwJZrJqxbvwCAk4XoEPvyKUM9ZuViuCZRYO1gZcIrHD0GoNyebu0ZJ0Fny54JHDNOgb3uN8mxr9fXFjv6p8hQ/ERhiND39cJ8tSPDc0wOQDdWGGDtUajQ6tpKngkEdlwz+9rVcwA4XY4NsSsZv3vE+Wfqzmv+h6UmDkXEcVOsh2diC3lnn00WO0fV3LzLezIcGB75p3v9LjTXt2sEgIvTNi8K692CVk2Id2UHlYHOQTmDWgA6UQr3y3uPOXQGzdImbuTY4N3ctUYL3M3tY0VqKGdLnZ5X37xp+rOd6W45p/uDbown5ctnANSSTh+KReWcVk2Id2Tid6EuAVn9GgC63TTLr+8ZsRkMOs8qZvjwNhZ4AaiOd+cyPPgRhWMaQDH3xulZ1c2Er6FcV6pL5vHBsDvD+fX8CQCNtNfXjP5mWqslxDsycU3EE9/0bjUA3X6G1bf3HrIYDDrPMmrg4BaAtaLcYJc3rUMv3R0SPiwDOF+ocIqovJmiO1rgbu6cfnTw0YvpXDRzBECr6Pen0F9PaLTSQ5H0qO65q3dqhwqATpxle//edxYMJp3Lj+zfu4WnXmmWIs1/d59iSaXSbJ3SpuVqAFMNaV6ZQzeyb5WFfnRhcodk7i2HEfLxHAD2xzLtqe6jZ5CeHBzJFpNs7TI6RQC0xLDPvV89ZNiYm9FdfAvXzzV/uNzP1XFflrV/TGnWM1MTMxuXzBUAwGxTmtfLgRu5ZBevA+j2CS3EYjWXGTSsAADxdK6Q+nT4BNKTg0PZcoq9bVrrFgAoPvp/9+vv6NbmZnQnr/xVQwPrpVwPtzL1KNFHTxdaX7q/6L0BrH4TzLSOaSSWaviMgAGZDsDRXIEDxXngGLKTA7FiNd3JLoX0l8qJwIe//o5mQzWjO3jkLisNDaw5KvSzc35WurW1/S7eySX67Tmw3pnpltp9oyRtZRhLEFkvXfnAp/v1SjQAThZKHCkOfWLITw/EirUMZ7vEuhUAuJgONvrNA6o1lUITur1aMjgwsNcQ842ZD7k81Bhh9pVjulyDxsK4+Oq16y9J18KsjKOqZ9YbUpgOGWTEdbLcx87+xZ5We3h4KNnp9mW71K2pAJzMvRH85pfGPDuzx6yglKYTtaEypdXHh+KT08lIS7uij8cAdhtSqIKkdR0ALDWE2/BjD1S65uL4uHc3rLl0PdzK+HnV9EZjqsUl+VSlr61dyp5WR5L7cVw+rKkAnM6XC/7pV8Y8e7PHrKCkphPVjybXyHcOjw9n3rmwfQfPAGiOD8UnJ5PP+fbFH8mlDNmHwvjoyhvZMvKt5zbG4ZWT2y1pDLs0ct45+y7A1jpxR6M7OhRL9vr82U7vl5QAJEtV1v9EVrVFQELD8Y8F1p4eHRxL5uJs7HP6vx/cvThIdDT2eDWohaa1JD6yfPH6I+VOtJ1xaPnETkcG0yZ1SwcACx9CbARxm2rd0ZH47GAwkOv4bkEBgFh9b/vbXz7m2ps9tvCL+3D042v4P5nuvObnSfEuzNkjqZU0hrOV4aFvr5eKRC1xj7+jvZ5RQNxhRXF7L5IBUB21OBkxisZIg3ea72kXlDukA6Ccj3cXRr0ZEe2IZptzPZxfLN9OOqG4N53ywCRnaA/AYtWzkIprV7HbkWzywLxoSoajbjtz16pNAoD6pN3FiJ4/Qhq8s2If+4DsAS2A88UkT4fnr4d2dkRzrXkeTqmLtwCsPplLdaE+pDwpHxCpgeXqqOA3/VfAB92pZg/M8sYJnPQKzV3KV88AaM66XY2oOYPkVFZS6i/0fdmjAaBaSfVyiCge2NkRLbYXuguT5g3s51XzNS99CroAebazML1jH8BqTXRQae/V6Kqv/I9nkAw6mru8XjoBoJX2uj02z+wj87fk5YEO3i861QDUa2k+DmEFfTs7oqWuYg9hwqzB7fHZaISLY0rtjEgkGq1K8/DMO1Dpul75JXXtXH5DO5zr8oDq2nes1Y3mUxgRkzoA2B/NZBk5dZMLX7qFcK5VZtcOAPVOm7e9S0Hnmkgk6siJ8QmtMOyGpqWqgF/96v8ElA1vb4v6X8c4PK+UqnTdOX6JHduXX9GNFjy9T3HqFmsxXkRlhI1pAEA8kcMxcujQL3wtP+ML0tu3AWj3uvwcXHLbVkQiUXd+nE9w2dEtjB3EVAlH4Ni/R7ZcdWeOX1zbVSRVN1Hied/MoeNAi6nXNHrIiAoAjqbzuY9sW8l1RqxGW1ulNm8A0B30+Ds6v2pdEolEPUXx3gElYgObN83WxxYfy4cUc/N7xi71M7uArjfPP7bl2rdNlXo/MLVv3dVitoxGDRpUagGczBXxHlo3b5LA67E2giQylinuC3R0ympaEIlE/SVJXn5FB4Z2mypxj7M51SP+bXdfjfvDv/7OPeeYIMpS/cvmL28YnaQymPrYIXlTg43SZxSnXHJ1fKLMl8mNXiM7rv1WF5pj/YYawMFoodA+oHF6T7S9WhYWEJnTa8hkdOW4H9O6eOwEgOh9gqm13o0t1oUzLSKW9g4r0gJK567IicpQmpEwcUODrTfX5JNv/BicqFU9edsTulPduhqA+GOxUEiSr5WFBURm9xiEXD5dZsP0GbqaNCvGfJk2JWOnAHSK7aJk/5KZq5CFtDqC8cgubk2j26mMMhNmk53EzNsAhsWzZbLLPex0pQlrVi4AHI2/drDzq5/cE22vVzwLepbZaYBhRDUTzLHOHbiZ+qloiuc94IVNynS42C9N8SuaukqGltVGWnxnHbWs0u1Xx5rZZZCdxPz7EDojbJ6c4B/3PKXbVy+V2fl6AAAQPUlEQVQqARxPvXG086kd3xNtb1RGBoent99iWOhPUXde8/NE3PCaxPuo2IZx/Wi23p7Oefzls5oZHYCjHmeaU/miBIDqtM3HnF2tn1MdkV7zk9HtYr/GxYTbcAvLetv9+VbGvw+sGNUAgKw2Jq7uo365c6Mrk//4i/DqSR2Akz5XhlPZ3CkAtaTTz5xVNU9+65j0mp8MFqrDeldj7od1wwOT0q7X2tDce6Wy9uTE2mFyhwS2el5ZPv598NsxDYCzQTeGQ/H0EQCNtNefwqjQJ8GekF7zk41WmuPmp4+ZNYbduCId83h4j+WblPMqnvX1F1zfzBXivC0l4f3ABvn59yqfGPFgOORPiAFoFf2B5vQy0sRBQnrNT0YI3VmbmzGjyuD7QG5IslTkYOrUc3BaFRE/fECWrx4v9DYxMyscOgJwPlHKZgQOywFgfyzTgeYxQvp51VwET+81b0rUG29F95s26FrTck0Y5UksefSAdK3UwdSh++DsXUSsfmUXmskSf1Mz07wBMQD19Bsew3+AAADxdI4jzW2I9PPqxeeWgvS2rU8uvj+UbEPznjD8xm7VQJaXnXfR5c7tnZKgmP4d0kxop8oCzUyNX/XtA9DOVvLovr1n+rimM9VlgIwcaZdjLr3mTYk/vrAxdx8jYEhJRt0oFmE1C4CqMdKOyk3YgqQqLLZ3i/yP1E2Xh5iZGGV27wDAQhWf6t11rI9rupg79pFJsLrVuCuveUOHE5m2FNcRCQwuzcFgpI2Ne2BsepTf05DyjZPFvNCXq/pWfFQXyX7IdWpbB4DVqlimXZpIBwCT5T4Owhf6PWI7LU/ojvXrn3qzkVxnuye5hszclH70t9B7zb2WNIZl3LIGAJYawh3t4se31grC0lcuyeujuI+4jq1rOgDr1XFMez35VKWv0D71krzVleFU9wPy0XwXW6dXhthrA8lkqe1Nr0mM+lnovab8cCwrOG1Jf/+dNMXwH7Ltm1c0ADZrExg2KeTsY/ZdgNAmiQwZYr/jKV1Ys/zp1HmsyNXWIdMAmZuKqRDuTa8p7UqxM2Lya2bPASiPJ7IDU/W5ptqz1gTBQ5ZNw6IawHZ9MsMqcV0LAAsfQuyt4sl/Q9ztxrCvXvx0ZWmi1N3mMnB7p3+n7rzm5+mG15SNR8Tkz+xcADidrbd9bJzWfellNMsxXPqLFjEA5UypJd1rUD/sHF3HNY9minJryZ15yt0GH8bTniMDs8qWOpxMjBKa9C4M8qmImLzJbSUAyXyT/ePHKR2XXka7Hm/JSGncA3AxXy6ge/Trj+U5vo5rnsy+zq1dVOgAnB80+9GfdBp2Q55ioyq3cli/0j0ZSmNU9IylphaMbSoBSBdbHYyNk9ou97TqNhMF9MQP2wDUS1UC6tOeY/KDk+u45un865z38zItANVhmz/VqX3vh6X+CEm2mioyYmNiY2MDKL//Lc09df5gMTk5b3RdgR9WPrZTrGlx1ZsAtKvVVtQnHfrRTHId15QslOZWzxIaAOqTzgCaY4uhezXdzmhBfiMZOztdKPfihA4vDUYkvCNTYdcaMxgmnPez+saqPe5wp/BqVgFguTqaY5u0SYYgbnhNxVJvTnEnWfdb3elPBTHLBj1PQTGazxTGr6gBQLJS5cUJHl4aioirPDrXAdhoyWYas95N6xur7qzHy5xXtQgA63VxHJsEMl1S7zXbtwGcr/TlFnWQt9rOQNZTy8hFg5+noD3K87Z3L/iofynu9IuqOFTqAGy251gYMysmL50M0edD5VTOAcBWYyJbEL1GAt/wmqq1gbyiNnIU3RvOceNFzBt2PWGukmnqO6ACAPnUa2tOxOT2yPO48n25DoCoq4D9mPFm/HIUlw/6mrPeTGsAiFpS2PzIFfJ+veE11euDuQWtpIE4GMt344TOGnoBRLYxVPGmiyy5Ps7ZPbV9Y7kh9EWnFgDO+zL9qVz3kUsLcziea0fzHFcCULXEP7UPrSInF3qvuaEGIOqvz68ZJ1vucI6fl3/52adl/giRXvPjCQDJUoUDxannBIBuINPXPqB0eqEl/EWHBgAu+jL9qRy34ctu6mgi347u+VEBQNWW8NQu5O0lOek11QB2Bq7JR/L8Pf1KT39Q/mfoD3vN8VMA+9NvA1PaNACgGsoNorJcB3f1wZPj6SJ76tMRGQBNZ7K7TWC5flpEes2VcwB7Q4357z6SLeJjYaCnd8nxj8f9ntfUTZZGUmn2nRv6Znc4W+WX2KIGAPVIfiiV6dQv0gOfzr22N38yKAGg6U33svYvPSPNMek1l5QADkaa8qpGyftyvCTYw7PQ8DvI/qR15zU/T5LKQLsncU0a4KjvpX9K3o4KUK0mWdM9MvqkUMsIQiqTq3UX9VE8nl/xMXH2LsyKEfz2srM9fOVq6Zs1oAUgXYqyZqS2rhMEsdyS6RhQcmjYtTzNdqYj0zmhRaLTyAlCKpfv9b7yT8nZUgGa9VR7pltaNwHNJbCqKVbA9Sk4IoiaCGt6YMXlMsFRvrvA+2WfBoB8JdaOmdy8ShDEaluWg1/hgWGBVUc5Htyw0mGCII4nypx8M3sbc8NfZG2cA9qNdCHDNbmdgEZ+CdyaYM31zBETRH2Uvblv6eWU+bjYy8ojtYs8ZS/BnplQv0gQxHrnK6F3/t7t5OYBx8m2Vun9CuVceVBi+to5oP1+5cvkKq26I9mW7Za1T0gaY4UUr5LLKfNZqY+1W1KbCoBiM0nIiK2dJwhisztP6JWzY2hg3clYsCUrd+iAIIiJd8lusS0fPzwLK+nUANr9QQ8KLaF5Q6U5lxKETKHU6o5fOpu4Z/ZJiK04O6Zr7qg+mUE1E8zkpHWIAFxstLtz+VXzBEGctOVGXaUyG0zy5Wg7bnzjAkEQXQUhT6Iax+oiQ4raVDroDod9zOmx9WsXJLBcqcVplqupa1q3hBAlOTCcsy/TRdTzoSx2SssmAPV2lxePXz5LEMRZV2G0R0Kz4VfEiNVAR9O4Zv0q/9r7MP+C5nMddEejfjRaVO3yhebiEliS40ZxSemQELupTgyHjMt0Ee3SMy4nsWEdgGa315vHLZuSEMRZb3GMW2yDoWt4yodGc8/tIwiiPtHOKuTteGNcaH6DQgvdyVgAnRpZvXiu1QNrIM33MHNKapEQ++lPLOzSevR9gG4lkseOq10BoNkf8OWxX0+cEgTRXxrnGl1n8EyQ880W7kOTtJ5tYv6NwMKqZkk+WvAktnkDwNHEG76RoHL+RHMhJwhCrlSpT8b9WY8Tmlck4gFnukXi5T42nahRaGJTu6YCsNuTY2/tMbBLSIjN/OdBMRXThuzbiBEvCjd/5BiAVrYcwTcKr5qRSKZ8OMzohrWxMs+Ypg0Ax5MVlkaCirkT7YWCIAi58kJ9MunPMo5vWpEcDrrQmQlt25fkTQ6mtjVrKgB7vbn21h59u4SE2CyIDIounzRIn3E2Xsw3cx+48q2SYU8Kr+DjKaDrzXaJblwBcDJTZWXEL5s+1lwBn00HsY1i6pckx6NPmczY5sulur1WRxOrd0vnAPYHCoWCpz0iQkJsF0cHR5ZOGABYMeHP4Gb1HQCQrTTYP2bljYg1KiVBEHLlee+rp8/rFgGczb23NuIVTxxqVJfAxFwo1yiyZl5yOuZhQY9qWNdf8KDTyVTwdkEBQDxc4iBw6domJMROaWzws5Kx2xpG/kR15zU/T7Lm1NDIvH4AK/V5RW87lQBEna6Mbx/SODw2m0GjWLqFjIhxIdvJC7IwNTU293m5cnI1Opy+jfJPrJggOzK5qCXYgk2hUPjuaeNHhu6Q9wd9OPfuU9g8NptJp9l4B+a9Kq5436kAsNvtbvHtA3MOj81m0iiWrkFDB1DJ9gpCWGamxhSvtKVrmNPqmICEsnHy7lLstYey2RQKhf809aPY8Ftt1LLVwiB7OsWYaRfZJz7f6i4tetMiB7Df58m+Ajbnu/gP7EElPywK45iZPjbzSFm4hjmrjQ+MLdGfYHou7ozgcigUCs81eWT/ljYzAdh+5e9bPLy/2VtZVNYoAyC+WflUnpNvrwgq+XFJBJdiamTqnjR3fZKwtC4hKLpQf4LpxWH3Mx7X3MyM+yRxaO9Wdj6eLNf4UBmm5jRbv/w1mXq0OKmqdxmA5GMB49E3FDafw2bTKSZOz15tqiHbHY1yNnpoRrWJqzq92uShXk7z9Ckd0idv7oyWuJjQjKkWT56Xb8sMHiSEbKv3uR3DxIzK98hYkarGXqdU9iwCkE4Us4y+MWPxOWw2g2LiFJa5fgH5/liMi9EjM6oguuJUcQmsWUv38i7uJ9NddLvjpa4mNGMq0ymibPMWgNVH49G+Tz8skHe9brg4uaJzDoB8spTz+BszCz6HzWaYmwhD0lbPIRdPxj15/MjMXBD15kRxGRPWbmT5+hT26JdM9yffPDWlm1CZjmGv1w0PrD1cqntqTDGjmDOdkxaJi6mKtIq2aQDy6XKe8demFnwuCRyUuqKA4mgm4amJkSmF/7z06ApYt5Xt553Xqc9SEM9UuJkxTMwZDiHFq4Y+Fx0AoJ5rzeB/84hmwchq21HjvDElsm1VCmDxffj9bx9Y8HlsNptGMQ581SiH7niy2pN37x6VE1DUJ79C3u8Ncwnu3FYDgO5iojpR8MjYiM4Pyek8OzfoNFo+E+/qWz2jDxIezzUFWN+/b27h/qpTqlK2vIhuXZECWKqJePDtAwuenjwgq0EG3clktSf/3j0qx6+w9/Jof+j2+8JdQjp+SP7KYOTS+Vr/JzETV9kasuk4V7/3szJA2Zga1bIkAbDyIfLht/cteHwS2C+zTgrd2Uytt+X9+1S2b17XdVM9HIxwCWzdIO8I1fSHZKtHJkY0XlBW+6lBgJULyR6+FePHAERticb379G5ZD9m6ptWUJyU3rF0AmC9IebhvfvMS2Cf9Joz4Gyu3s/q/n0qyzOnQ3Z5PD6Oh5+5BLSskUOGarY+1fqRiRGNG5DRcnoLe93+tHXnNT9TOq1Wq9MB0Gl1OrJlarVqtUqpkMlkMqlUKpMr1Pr3L6RS6Sf7XK9+TkqtlEul0qvnExgWVKNRKRVyEkumUKjUOnwP+PIjuUK/7VJ7IZVKlf+/gMniVEqpVCojnwChu65hzR8E1l3I/i1gDQl8S9uNbxSq0+mum8Qnlf8JsPrT334P+PzWgVUKmVQqVap0AHSaa2S1+uISWSpX6gcBnUohlX5icD5BxoVcKpXKbg9Zey6XSqVKFf41YMUlsFohlV6PGv8asKEfn3CjtOsbRHvZKv4AsH7v0A+B8f8UGNBeKKSXLVN3WfQPgJWXwMofAuu+D6ySy6RSqVJ9Gw8X0+tCLpMq9IZeq9FdYqhVqnO5TM+sONdjqs9lhEzxA2TtjXd0SqlUKpXfAvKnzU9zISek+pnQv5Nc+8ML3iq57tMirse9fwtY8+8BlhkW+LqGdVqNSnWhuKa60GiuvqT5o8DSPwR882wOmVQqlatusTn/yerOa97pTne6053udKc73em2dOc173SnO93pTne6053udFu685p3utOd7nSnO93pTne6Lf1fGtMI58dqiH4AAAAASUVORK5CYII=)
Visit our website to read more about it.
http://my.officecentralcloud.com/crm5.html
I have gone through this many times. Many failures. But I will share with on what worked.
What we need is to manage the sales team effectively.
1. You must have KPI target for them.
Not only the sales figures, but also the following sub measures:
1. How many leads ( per month)
2. How many account he should follow up ( peer month)
3. How much potential business ($) that he is following
4. How many sales meeting
5. How many quotation ( # or $)
6. How many invoice ( # or $)
You may find this is too much, but lets try it.
You will see drastic changes later on.
What I dis was build up the CRM Sales Management process in the software that we deveoped.
Inside the software you can manage all the KPI above. You can see the dashboard. The target. The actual.
When you set KPI, you must also be serious about it. if you staff missed the KPI target, then you should take action. Then it will work.
Visit our website to read more about it.
http://my.officecentralcloud.com/crm5.html
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