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Sample Metric Reports Resource Utilization Deal Tracking/Optimization Stewardship

Sample Metric Reports Resource Utilization Deal Tracking/Optimization Stewardship Employee Performance. Revenue/Opportunity Tracking Reports Opportunities in Pipeline (CRM) vs. Hours Worked and Wins/Win Revenue. Field Engineering/Opportunity Management Report.

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Sample Metric Reports Resource Utilization Deal Tracking/Optimization Stewardship

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  1. Sample Metric Reports • Resource Utilization • Deal Tracking/Optimization • Stewardship • Employee Performance

  2. Revenue/Opportunity Tracking Reports • Opportunities in Pipeline (CRM) vs. Hours Worked and Wins/Win Revenue

  3. Field Engineering/Opportunity Management Report • A snapshot of each Technical Sales Support Team showing: • Total Opportunity Value (TOV) of projects in the current sales pipeline (CRM) • Annualized Opportunity Value (AOV)(revenue anticipated in current fiscal year) of projects in pipeline • Total Wins of opportunities in pipeline • TOV and AOV of revenue associated with Wins • Percentage of Wins versus total opportunities in pipeline • Average resource hours expended per Win • Efficiency Value is Annualized Revenue  Hours Worked per Deal = AOV per Hour

  4. An evaluation snapshot of each Technical Sales Support Team showing: • Total Opportunities worked • How many are high value to Signature Group • Percentage of high value opportunities compared to total opportunities • Total Opportunity Value of all opportunities • Hours worked on total opportunities • Percentage of opportunities where Some Objectives were Met • Overall evaluation for each of the three strategic categories

  5. Opportunity Management • Tracking “non-standard” Custom Opportunities

  6. Profile Qualify Design & Propose Contract Transition Life Cycle Mgmt. Find When Sales Engages FE/OM to support an opportunity, the resource logs the opp. into OMR to track through to completion Standard Opportunity Management Process NI/ Prof. Serv. PORT SCORE/DTS via CRM Non-stand Special Must Wins & Regional Initiatives Non-stand Complex Solution Center FE/OM Supported Opps (OMR) Non-stand Complex Total Other Opps Non-stand Special SCG Total Opps (eCRM) Standard – Led by Sales & Supported by FE/OM & ODN Biz Dev* Standard Non-Standard Special – Led by FE/OM Supported by Solution Center. Other Opps (eCRM) Non-Standard Complex – Led by Solution Center and supported by FE/OM.. *Note – Biz Dev to review eCRM “other” opportunities for strategic sales or MW/RI not tagged by RVP/SCVP

  7. Opportunity Management Reports • Quarterly Stewardship Reports: • RVP Reviews – Monthly review of critical needs of the region based on trends, resource utilization and prioritization, measures of success and discussions of shared goals and action items. • SCVP Reviews – Same as above but at Sales Center Level. • Resource Utilization: • Manage and track use of resources in terms of time and expense to manage workflow and ensure resources are available to work key opportunities as identified by Sales Center. Prioritization of resource assignment to deals critical to business determined by Sales Center SLT. • Resource Management: • Time management • Compensation • Accomplishments • MBO tracking for monthly/quarterly coaching sessions. • Expense Tracking • Workflow Management • Tracking and trend intervals of Qualification, Design & Propose and Contracting stages to track total deal solutioning cycle time per standard and non-standard deals. Track resource type and hours to same to determine resource needs and estimated "time-to-solution" cycle times. • Product Gap and Trend Analysis: • Track and trend products and strategic products (initiatives e.g. VOIP and UVN) to opportunity types to determine cycle times, required resources and estimated success rates and obstacle avoidance. • Business Development: • Track and trend success and failure rates to cycle times to forecast time-to-market and win/loss probabilities based on previous trends. • ROM Expense to Revenue measurements in terms of resources used (cost & time) to revenue expectations and POS. • International/MOW Support – Share select deal requirements across multiple regions.

  8. Trending Analysis - Product Cycle Time and Solutioning Intervals

  9. Resource Management Internal Management (Compensation & MBO’s)

  10. Stewardship Reviews Resource Utilization

  11. Opportunity Tracking (e.g. by Customer, Products or Types)

  12. Employee Performance Tracking • Performance Metrics • Management by Objective (MBO)

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