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Quarterly business review

Quarterly business review. Key points to remember 1-on-1 meeting in lieu of a ride-a-long Provide feedback throughout year – shouldn’t be any surprises during review Provide rep with Discussion topics to minimize surprises Allow for an open forum Prepare specific examples for

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Quarterly business review

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  1. Quarterly business review • Key points to remember • 1-on-1 meeting in lieu of a ride-a-long • Provide feedback • throughout year – shouldn’t be any surprises during review • Provide rep with Discussion topics to • minimize surprises • Allow for an open forum • Prepare specific examples for • providing feedback • Provide opportunity for rep • questions and upward feedback • Discussion topics • (sent in advance) • Manager Sales Plan • Review territory and sales rep goals • Dashboards • Account/Prospect Plans • Customer Retention • Pipeline • Rep calendar • Ride along follow-up • Rep personal development goals

  2. Executing a quarterly business review TOPIC PURPOSE TOOLS • Confirm / reinforce direction and strategy • Review plan for effectiveness; adjust as • needed • Collaborate on plan and confirm buy in • Manager sales plan • MGRDB 1 and monthly sales meeting workbook • Manager sales plan Manager Sales Plan Performance Management • Identify performance indicators to frame dialogue • Understand customer and market challenges • Discuss / align on areas of success / improvement • MGRDB1, SRDB 1,2,3 • SFDC customer accounts/plans • Manager sales plan Account Management • SRDB 2 • Account plan scoring template • Account plan scoring template • Determine if top 10 accounts are delivering targets • Evaluate execution and impact of account plans • Confirm alignment on territory and company goals Customer Retention • SRDB 3 • SRDB 3 • Survey review (annual) • Identify lost or shrinking accounts (develop plans) • Analyze case management • Evaluate customer survey initiatives

  3. Executing a quarterly business review TOPIC PURPOSE TOOLS Customer Acquisition • Lead conversions to opportunities • Review opportunity pipeline • Evaluate prospecting progress • SFDC leads review (success rate) • SRDB3 • Account plan scoring template Activity Management • Confirm expectations are understood • Validate calendar us as planning and reporting tool • Document strengths and weaknesses for improvement • Manager sales plan • SFDC calendar • Manager sales plan Ride-a-long Visits • SFDC calendar • SFDC calendar / Discussion • Manager sales plan • Review documented visits • Confirm follow through on deliverables • Document progress and next steps Personal Development Goals • Manager sales plan • Manager sales plan • Measure progress • Evaluate effectiveness (ROI) • Determine next steps for continued improvement

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