Sales Management Call

1. Sales Management Call Quarterly Business Review Operations Review Purpose Purpose Purpose Participants Participants Participants Actions/Deliverables Actions/Deliverables Actions/Deliverables • Review status of Current Quarter and Current Quarter+1 opportunity pipeline • Identify soft spots in the pipe: • status of substantial/larger deals • deal quantity/volume • deal aging/lack of movement • deal size • deal distribution btw reps, etc. • Review open actions from previous week • Review status of all deals comprising a region’s quarterly business • Determine resources required (if any) to secure win • Identify steps/action plans for at-risk deals • Review previous quarter performance • Results • Take-aways • Provide feedback to exec team on market/product/corporate needs • Discuss strategies for addressing sales challenges • VP Sales • RSD Team • Sales Ops • SC Director • Exec Team (select representatives) Duration: ~4 hours- 2 days Resource: QBR Decks • Ensure Sales Force Automation tool reflects current deal status/details • Detailed Plans available for relevant deals • Understanding of next steps for all forecasted deals • Commit vs plan number • Prepare QBR presentation, to include: • Trends/Observations from prior qtr • Forecast for upcoming qtr • Key deals (esp. those requiring Exec support) • Risks – personnel, pipe, competition, support • Prepare communication to sales team on mgmt expectations • Ensure Sales Force Automation tool reflects accurate representation of available/active opps for Current Quarter through Current Quarter+1 • Develop action plan to resolve: • “stuck” deals • lead flow/quantity • resources required by deal • VP Sales • RSD (individually) • Sales Ops • CFO/VP- Marketing - Optional • Duration: ~1 hour • Frequency: Every other week • Resource: Sales Pipeline Metrics spreadsheet: SFDC dashboards • VP Sales • RSD (individually) • Sales Duration: ~30-90 min. each • Frequency: Every other week • Resource: Weekly Sales Forecast