1 / 1

Sales Management Call

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

isla
Télécharger la présentation

Sales Management Call

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  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

More Related