Sales Operations Prioritization Tool by demandmetric

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Use this tool to prioritize your sales operations initiatives based on their strategic fit, economic impact, and feasibility. Once you have ranked each project, view the bubble matrix chart and communicate the findings of your analysis.

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									                                                                                                               Sales Operation Prioritization Tool

Instructions

1. In the "Weightings" tab weight the importance for each prioritization criteria. Be sure that your total weight equals no more or less than 100%.


2. Note that Over-Team, Over-Budget and Technical Risk are negative criteria. Therefore, if cost/risk is high, rank low, and vice versa.


3. In the "Project Scoring" tab below, rank each Project (Green, Amber, Red cells) on a scale of 1-10.


4. In the "Rankings" tab, sort the results to assist in making project go/no-go decisions at key project process checkpoints.


5. View the automatically generated "Bubble Matrix" which provides a visual representation of the data from the prioritization exercise.


6. Prioritize projects & initiativs and provide resources for projects that have the best fit, attractiveness, feasibility and lowest risk.
                                                                                                       Sales Operations Prioritization Tool
 Customize this tool by changing the weighting scale for each selection criterion. Feel free to modify the selection criteria as required.


  Weighting Scale

               Strategic Fit                                    Economic Impact                                       Feasibility
Alignment w/                                                                                                                                         Total
                 Market            Core             Revenue        Profitability &    Growth                          Resources -      Resources -
 Company                                                                                            Technical Risk
                Positioning      Capabilities       Potential         Margin          Potential                        Financial         People
    Goals

   15%             15%              10%              10%               15%              15%              10%               5%                5%      100%


  Ranking Criteria & Definitions:

 Alignment with Company Goals - how aligned is this project to corporate goals & objectives?

 Market Positioning - how well does this initiative position us ahead of our competition?

 Core Capabilities - does this initiative leverage our internal core capabilites (technology, operations, sales & distribution?

 Revenue Potential - what is the anticipated revenue for this product?

 Profitability & Margin - how solid are the anticipated margins for this product?

 Growth Potential - what is the anticipated market growth rate?

 Technical Risk - what is the probability of overcoming the technical challenges of the project?

 Resources - Financial - do we have the financial resources to execute this initiative?

 Resources - People - do we have the skills & bandwidth to execute this initiative?
                                                                                                    Sales Operations Prioritization Tool

                                              Strategic Fit                          Economic Impact                                   Feasibility
                               Alignment w/
                                                 Market         Core         Revenue         Profitability &    Growth     Technical   Resources -   Resources -
Projects & Intiatives           Company
                                               Positioning    Capabilities   Potential          Margin         Potential     Risk       Financial      People
                                   Goals
Weighting                          15%             15%            10%          10%                15%            15%         10%           5%            5%

Sales Recruiting Campaign           9              9               5            8                  5              2           6             8            8

Sales Skills Assessments            7              5               8            7                  9              7           7            10            7

Sales Performance Reviews           8              6               6            6                  7              7           6             5            7

Productivity Metrics Program        9              8               6            5                  6              4           2             3            4

Quality Assurance Coaching          3              4               3            6                  5              4           9             7            3

Sales Training Workshops            3              4               5            3                  2              5           2             3            1

Key Account Plans                   1              2               4            10                 6              6           9             9            8

Sales Analysis Exercise             6              6               4            4                  6              2           4             5            3

Sales Forecasting System            4              5               2            7                  4              6           9             4            1

Sales Process Definition            7              8               8            2                  3              5           3             7            6
                                                                                         2
                                                                                                    Sales Operations Prioritization Tool
Note: Sort by selecting all cells then click "Data"in the navigation menu and "Sort". You can sort by Project Score (Largest to Smallest).


   Project                                                                         Project Score          Strategic Fit      Economic Impact   Feasibility

   Sales Skills Assessments                                                               7.3                  2.6                   3.1          1.6
   Sales Performance Reviews                                                              6.6                  2.7                   2.7          1.2
   Sales Recruiting Campaign                                                              6.5                  3.2                   1.9          1.4
   Productivity Metrics Program                                                           5.7                  3.2                   2.0          0.6
   Key Account Plans                                                                      5.4                  0.9                   2.8          1.8
   Sales Process Definition                                                               5.4                  3.1                   1.4          1.0
   Sales Forecasting System                                                               4.9                  1.6                   2.2          1.2
   Quality Assurance Coaching                                                             4.7                  1.4                   2.0          1.4
   Sales Analysis Exercise                                                                4.6                  2.2                   1.6          0.8
   Sales Training Workshops                                                               3.3                  1.6                   1.4          0.4
              Future Potentials                                                                                                                  Top Priorities
High
                                              Key Account Plans



                                                                                                                          Sales Skills Assessments


                                                                  Quality Assurance Coaching                                                           Sales Recruiting Campaign
Feasibility




                                                                                                                                Sales Performance Reviews
                                                                           Sales Forecasting System
              Bubble Size = Economic Impact

                                                                                                                                              Sales Process Definition


                                                                                                      Sales Analysis Exercise




                                                                                                                                                     Productivity Metrics Program


                                                                          Sales Training Workshops


Low

              Potential Cuts                                                                                                                                 Back Burners

                Low                                                                                                                                                      High
                                                                               Strategic Fit
ng                                                                                  4.7                                1.4                                2.0           1.4
  Sales Analysis Exercise                                                                                     4.6                                2.2                                1.6           0.8
  Sales Training Workshops                                                                                    3.3                                1.6                                1.4           0.4
                 Future Potentials                                                                                                                            Top Priorities
High
                                              Key Account Plans



                                                                                                                           Sales Skills Assessments


                                                                  Quality Assurance Coaching                                                            Sales Recruiting Campaign



                                                                                                                                Sales Performance Reviews
Feasibility




                                                                           Sales Forecasting System

              Bubble Size = Economic Impact

                                                                                                                                              Sales Process Definition


                                                                                                      Sales Analysis Exercise




                                                                                                                                                      Productivity Metrics Program


                                                                          Sales Training Workshops



Low
                  Potential Cuts                                                                                                                              Back Burners



                Low                                                            Strategic Fit                                                                              High

								
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