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Setting Expectations with Team

Setting Expectations with Team. Playbook. Expectations of sales representatives. Sales versus target Customer account plans and business reviews (#) 5x target in pipeline Sales calls per week (#) Training and education (3, type) Accountability and Ongoing talent evaluation.

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Setting Expectations with Team

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  1. Setting Expectations with Team

  2. Playbook

  3. Expectations of sales representatives Sales versus target Customer account plans and business reviews (#) 5x target in pipeline Sales calls per week (#) Training and education (3, type) Accountability and Ongoing talent evaluation Consider a formal correspondence prepared annually that outlines your expectations and review regularly during the business year.

  4. Expectations of sales representatives in SFDC What To Coach Where To Coach Target report Churn report and account plan report Opportunity report Sales call report Event scheduling and tracking Sales Performance Page Sales versus target Customer account plans and business reviews (#) 5x target in pipeline Sales calls per week (#) Training and education (3, type) Accountability and Ongoing talent evaluation Hyperlinks Consider a formal correspondence prepared annually that outlines your expectations and review regularly during the business year.

  5. Sales versus Target • Sales are up or down…WHY? • Account plan execution? • Sales calls – meeting expectations? • Training & Education – meeting expectations? • Churn analysis – existing versus new sales • Top 10 performance • Pipeline close rate • Refer to game plan Sales Performance Page Reports

  6. Customer business reviews • How do we win? • Work with customer to establish annual account plan • Strategy – marketing, effective use of co-op, etc • Goals – sales, product specific, etc • Events – schedule as many as possible in advance • Review progress quarterly • Accountability to each other • Determine effectiveness • Adapt as needed • Set new goals as appropriate • Help rep understand ROI of rep’s time spent with customer • Customer 360 report

  7. Account Plan Report

  8. Goal Report

  9. 5x Target in pipeline • Example: • Target $2M • Pipeline $10M • Assumes 20% close rate • Benefits: • Great dialogue with customer at any time • Understand close rate by customer • Track win / loss rate against competitors

  10. Opportunity Report

  11. Sales calls per week Total calls – 20 Customers / Dealers / Influencers / BAC – 17 Prospects - 3 (1) Monthly contractor roundtable (Prospects) (3) New enrollment contractors monthly (CEP) (1) BPP per rep per month (1) Quarterly BPP roundtable per rep (2) Customer ride-alongs per month (10) Average days to close cases Maintain dealer P.O.P. marketing and displays

  12. Sales Call Report

  13. Training and education* (2) D.I.Y events per month (1) A.I.A. box lunch per month (4) Box lunch presentations per month (commercial reps) (1) Road show per quarter (1) Customer P.K. per dealer or as needed per year (1) Belgard line review (3-4) Dealer boot camps (mgr) per year (1) I.C.P.I / N.C.M.A. / C.A.P. per year Training session to create events

  14. Metrics Sales versus target – Sales Performance Page (SPP) Top 10 quarterly business review – SPP 5x target in pipeline – SPP Sales calls per week – SPP Training and education – SPP

  15. What you get with the Sales Performance Page Easy Access Information Organizing Your Sales Plan? • Review target report to set monthly strategy • Structure for Strategy, Expectations and Goals • Churn report to identify customer opportunity • Use goal report to assist in reaching goals • Review sales call report to ensure we are meeting the right people to achieve our goals • Lead Report to see the status of the lead • Opportunity Report the stage of the opportunity • Case report to identify trends • AR report to review customer pay • Am I hitting my target for the month • What and how am I going to reach my market goals in 2013? • Are my account plans focused on the greatest opportunity • Do I have enough account plan goals to complete my vision • Sales calls focused greatest opportunity • Am I having valuable meetings with my accounts by using the 360 report • Am I using the lead follow up process to close the sale • Do I have enough $ in my opportunity pipeline to hit my target • Am I closing my cases in a timely manner • Am I collecting money in a timely fashion

  16. Sales Performance Page

  17. Sales Performance Page • Key Points • Top-down strategy and expectations • Aligned with best practices • Empowering our team to make better business decisions • Time savings

  18. Next Steps • WHAT? • BY WHOM? • BY WHEN?

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