Sales Operations Strategy Scorecard

1. Sales Operations Strategy Scorecard Sales Operations Strategy ScorecardObjective 1 - Recruit & Retain Quality Sales RepsPrograms, Initiatives, & Actions Key Performance Indicators & Metrics Target Timeframe to Achieve GoalsRecruitment Campaign # F/T Sales Reps Increase Department to 25 reps by Jan 2012Sales Skills Assessment Assessment Results Set Benchmarks in 2011, use for hiring in 2012Sales Compensation Plan Redesign % Reps Achieving On-Target-Earnings 70% of Reps hitting OTE in 2012Objective 2 - Provide Better Consultative Sales TrainingPrograms, Initiatives, & Actions Key Performance Indicators & Metrics Target Timeframe to Achieve GoalsSales Training Workshops (SPIN Selling, Miller Heiman, # Workshops/Year Conduct 3 Sales Training Workshops in 2012etc.)Key Account Planning & Stakeholder Analysis Training # Key Account Plans Developed Create Key Account Plan for 100 accounts in 2012Sales Training Manuel (Policies, Procedures, Tools, etc.) Completed Sales Training Manual, # Sales Tools Develop Sales Training Manual with 5 Tools by Q4 2011Objective 3 - Improve Analysis & Forecasting ProcessesPrograms, Initiatives, & Actions Key Performance Indicators & Metrics Target Timeframe to Achieve GoalsFormal Sales Analysis Program Sales Analysis for Products, Segments, Channels, & Reps Complete Sales Analysis Exercise by Jun 2012Sales Forecasting (Individual & Team Forecasts) Total Expected Revenue by Rep and Team with Close Dates Implement Sales Forecasting System by Jan 2012Sales Process Definition Defined Sales Process with Criteria for Each Funnel Stage Document Sales Process & Criteria by Dec 2011Objective 4 - Enhance Reporting for Key Sales & Marketing Metrics

2. Programs, Initiatives, & Actions Key Performance Indicators & Metrics Target Timeframe to Achieve Goals Average over 100 dials/day, 5 new opportunities/week inProductivity Metrics Initiative # Dials, # Appointments, # New Opportunities 2012Sales Performance Reviews # Sales Performance Reviews/Rep/Year tied to KPIs Quarterly Reviews (Productivity/Revenue) starting in 2012 Programs, Initiatives, & Actions Key Performance Indicators & Metrics Target Timeframe to Achieve Goals Average over 100 dials/day, 5 new opportunities/week inProductivity Metrics Initiative # Dials, # Appointments, # New Opportunities 2012Sales Performance Reviews # Sales Performance Reviews/Rep/Year tied to KPIs Quarterly Reviews (Productivity/Revenue) starting in 2012