BDC Sales Development Proposal
Hiring ASRs from outside Oracle is an expensive time consuming endeavor for OD. A more
efficient and cost effective solution is to cross train selected top performing BDCs to prepare for
an inside sales role. The BDC Sales Development Program will enable selected BDCs to receive
some ASR training while they are a BDC and will give them the opportunity to take a deal(s)
through the complete sales cycle. During the BDC’s participation of the program, the BDC is
accountable for all normal BDC duties, metrics, and commit time. This program will provide the
ASR team with a pipeline of qualified candidates that can start producing revenue day 1 after
their BDC commit time is fulfilled. Additionally, this program will encourage BDCs to excel in
order to be considered for the BDC Sales Development Program.
Program Acceptance Criteria
Minimum 1 year onboard as a top performing BDC
Serious Desire to be an ASR
Participated in BDC Mentor Program
Managed BDC Campaigns
Historic Metrics over 12 months
o Average 125% above pipeline quota ($ and #)
o Average12 hrs of talk time
o At least 1 closed opportunity
Approvals
o BDC RM and VP
o ASR RM and VP
o Field RM
Participation in ASR/BDC Hybrid Program does not automatically guarantee an ASR slot
upon completion – only top performing ASR/BDC Hybrid candidates will be accepted as
an ASR after completion of the program.
Expectations – BDC perspective
All normal BDC metrics must be kept 100% - NO EXCEPTIONS!
Facilitate at least 1 application deep dive to BDC team
Weekly report on ASR and BDC performance
Share common ASR/BDC best practices at weekly meeting
BDC RM will execute monthly review with candidate to ensure acceptable performance
levels are maintained, and share review with ASR RM.
Upon Promotion to ASR, BDC must facilitate successful transition of incoming
replacement BDC.
Expectations – ASR perspective
BDC must be interviewed by ASR RM and BDC RM
BDC will shadow an ASR and will not be responsible for a whole territory
Duties will include:
o Job shadow ASRs - begin to learn and walk deals through the full sales cycle
o Attend OD lunch and learn sessions
o Participate in ASR Power Day Trainings
o Learn and perform contract requests
o Learn and perform executive summaries
o Attend ASR team Meetings
ASR RM will execute monthly review with candidate to ensure acceptable performance
levels are maintained, and share review with BDC RM