Salesbenchmarkindex.com



Leadership PrioritiesActivitiesSales Strategy Development and implementationCreate/maintain dashboard of performance-to-strategyDevelop thought leadership for 2010 planning effortsImprove link between Sales and Marketing (e.g. better enable Use Case selling) through better field marketing engagementSFE Initiative Rollout and adoptionDetermine measures of adoption and track performance Create, track, and improve Compliance measures Support sales ops needs of emerging channel reseller organizationRecommend corrective actionsEnable/support organizational change management techniques (quick wins, publicity, communication, etc.)Define/Enable new policies for VPS participation in pre-Sales processTerritory DesignReconcile with Sales Organization Structure (Roles, Ratios, Size)Update with customer segmentation data obtained from quarterly Deal Win assessmentsCoach and lead Sales Operations teamProvide ad-hoc coaching support for RVPsAugment management and leadership abilities w/exec. engagement skillsCreate a Virtual Bench for sales operations staff candidatesException Handling Review ‘special’ License AgreementsAuthorize exception case business termsExecutive SupportProvide ad-hoc support, analysis, and info to VP of Sales and GMMaintain Forecast review cadenceProvide data-based recommendations for action (i.e. don’t just present data)Sales CompensationAlign compensation plan with sales strategyAssist in design, alignment, and deployment of sales compensation planSupport 3rd partiesProvide data, content, and feedback to external entitiesSupport sales-related tool, software, and services procurementsSales Force DesignPerform yearly sales force sizing exercises using 4 methods (activity, finance, pipeline, and ROI) and make recommendations to executivesPerform yearly sales structure analysis around effectiveness and efficiencyPerform yearly sales role update and synch this to the structure analysisDepartmental Improvement Opportunities Generate strategic and tactical recommendations based on participation in quarterly regional Deal Room Reviews pre-Sales “templates” (e.g. Solutions presentations, proposals, demo scripts, business cases)Develop optimum campaign response actions (negotiation terms, discounting, implementation conditions)Identify implementable ideas from Sales-specific conferencesSupport development of Pricing and oversee pricing guidance complianceDevelop ad-hoc Revenue Generation Programs Avenues to capture feedback from the fieldForecasting improvements and scenario (“what if”) analysisUp-selling and cross-selling techniquesProcess and OperationsPrioritiesActivities Sales Contract SupportProcess contracts and communicate with field AEs and LegalAlliance Partner Referral Fee SupportProcess fee payment and communicate with AP, Channel Org and field Application EngineersProcess reportingReference Account SummaryCustomer Account SummaryEnterprise Deal SummaryNew Customer Account SummaryReferral and Business Development SummaryPartner Implementation SummaryOperating System by DollarSFA/CRM Administration Reconcile CRM with Finance systemPerform Currency UpdatesGenerate ad-hoc reportsResearch AssistanceAccess internal Legal repositoryMake exception condition changes in CRM for individual repsObtain and deliver historical dataKnowledge ManagementTrack and monitor a series of information resources – sales contracts, customer data, customer reference language, enterprise deal infoTrade Show TrinketsMaintain inventory Distribute to reps as necessaryRFP CentralDevelop RFP response contentImplement a new methodology for responding to RFPsSupport sales teams on RFP Q&A approachCapital PlanningProvide AE new hire tech support Capital equipment (new hire and replacement)New process supportDevelop and formalize documentation for various cross-functional processes (e.g. channel partner payment)Channel / Reseller SupportProcessing payments Supporting CAEs in helping drive reseller rep businessCompetitive IntelligenceCollect Win/Loss informationAssess competitive status and conduct CIPresent results to sales team with tactical recommendationsLead GenerationTrack number and quality of Sales Qualified LeadsDetermine most productive lead sources from sales viewProvide comment on digital content relevant to the sales functionServe as point of access for improvements to sales collateralTalent ManagementAssist in design and update of sales role scorecardsServe as key interviewer of candidatesSupport semi-annual talent review and development processRun sales performance management dashboard and rankingsInside Sales Support operation with tools, tactics, data, and processAnalysis & ReportingPrioritiesActivitiesWeekly ReportsForecastExec dashboard Deal TrackerSales Headcount ReportSales Process reportActivity analysis reportGreen Sheet + Blue SheetsBi-weekly ReportsPipeline ReportsQuote-to-CashRep onboarding statusMonthly ReportsOperating Review DashboardExec UpdateCRM utilizationQuarterly ReportsPost-Mortem Reports Win-loss Deal analysisAE tenure reportQuarter at-a-glance reportPipeline Disposition ReportOut quarter Forecast Projectionsearning call ReportsBoard Prep presentationAd-hoc ReportsTime Analysis Study & Reports (minimize administrative tasks)Field Productivity Reports (increase level of AE’s attaining quota)Assemble Quarterly market segmentation data from ‘Won’ dealsField EnablementPrioritiesActivities Onboarding process for new hire AEsSales/Partner Bootcamp built and executed 90-day Enablement PlanDevelop and improve the Day 1 Manager's PacketConduct and support sales rep BootcampReconcile Onboarding Guide with Topgrading process implementationSales Process Maintain version control of Sales ProcessUpdate existing Sales Process to reflect best practice processesDevelop new Sales Methodology tactics and offer them to the fieldIntegration of Systems Engineering into the pre-Sales processesEnsure Sales Process built into existing/new tools: SFDC, MH, Quoting, ROISales force internal Communication PlanBuilt and launched Sales Communications planSent first 2009 Sales Newsletter Ensure cadence and content with regular Field Training callsMaintain Field communications policy and usage (email, phone, management rollouts)Create and maintain Quarterly NewsletterInternal Leaning Management SystemDesign ongoing syllabus to ensure offerings are in line with current strategiesEnsure courses follow best practice learning techniques (length, content, presentation)Maintain Field certification model for VSU/product trainingsSales portal supportLaunched version 1.0 at 2009 SKO Updated taxonomy with Sales Engineering to ease use Work on Sales Source taxonomy to ensure easiest access to informationLook at new ways to make Sales Source more usable; SS 2.0 (GoogleApps?)Sales Tools to facilitate sales processBuild/deliver Solution Overview and introduce at Partner Bootcamp Executed Sales Kickoff 2009Meeting with EMEA RVP to establish individual training plans for AE, SEIdentify/prioritize/execute on sales force need for tools Knowledge Management (e.g. StreetSmarts)ROI calculatorsQuoting (e.g. Firepond)Solution Generator and/or ConfiguratorAssess build vs. buy vs. outsource decisionsOngoing Sales Training and Development PlansPlan and execute yearly Sales Kickoff and 1/2 yearly Regional Meetings Work with RVP to establish training needs for each Field Sales personDevelop or outsource courses (work with HR) to ensure training is doneLook at management opportunities for field SalesSupport Sales Methodology Rollout ensure adoption through various enablement actionsImprove Sales Training and Development Plansrequires strong support from HR ................
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