Sales Operations Strategy Scorecard by demandmetric

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									                                                                                                                 Sales Operations Strategy Scorecard

Instructions

  Use this tool to create 'scorecard' that concisely outlines your sales operations strategy in terms of objectives, programs, metrics, and timeframes.

  1. In the 'Sales Operations Scorecard' tab, enter your high-level goals or objectives.

  2. Document the programs, initiatives, and actions you will conduct that will help you meet your objectives.

  3. Consider how you will measure the effectiveness of each program and enter the key performance indicators or metrics for each.

  4. Determine the target timeframe to achieve your objectives. Be very specific and quantify as much as possible.
                                                                                                                    Sales Operations Strategy Scorecard

Objective 1 - Recruit & Retain Quality Sales Reps

Programs, Initiatives, & Actions                            Key Performance Indicators & Metrics                        Target Timeframe to Achieve Goals

Recruitment Campaign                                        # F/T Sales Reps                                            Increase Department to 25 reps by Jan 2012


Sales Skills Assessment                                     Assessment Results                                          Set Benchmarks in 2011, use for hiring in 2012


Sales Compensation Plan Redesign                            % Reps Achieving On-Target-Earnings                         70% of Reps hitting OTE in 2012


Objective 2 - Provide Better Consultative Sales Training

Programs, Initiatives, & Actions                            Key Performance Indicators & Metrics                        Target Timeframe to Achieve Goals

Sales Training Workshops (SPIN Selling, Miller Heiman,
                                                            # Workshops/Year                                            Conduct 3 Sales Training Workshops in 2012
etc.)

Key Account Planning & Stakeholder Analysis Training        # Key Account Plans Developed                               Create Key Account Plan for 100 accounts in 2012


Sales Training Manuel (Policies, Procedures, Tools, etc.)   Completed Sales Training Manual, # Sales Tools              Develop Sales Training Manual with 5 Tools by Q4 2011


Objective 3 - Improve Analysis & Forecasting Processes

Programs, Initiatives, & Actions                            Key Performance Indicators & Metrics                        Target Timeframe to Achieve Goals

Formal Sales Analysis Program                               Sales Analysis for Products, Segments, Channels, & Reps     Complete Sales Analysis Exercise by Jun 2012


Sales Forecasting (Individual & Team Forecasts)             Total Expected Revenue by Rep and Team with Close Dates     Implement Sales Forecasting System by Jan 2012


Sales Process Definition                                    Defined Sales Process with Criteria for Each Funnel Stage   Document Sales Process & Criteria by Dec 2011


Objective 4 - Enhance Reporting for Key Sales & Marketing Metrics

Programs, Initiatives, & Actions                            Key Performance Indicators & Metrics                        Target Timeframe to Achieve Goals

                                                                                                                        Average over 100 dials/day, 5 new opportunities/week in
Productivity Metrics Initiative                             # Dials, # Appointments, # New Opportunities
                                                                                                                        2012

Sales Performance Reviews                                   # Sales Performance Reviews/Rep/Year tied to KPIs           Quarterly Reviews (Productivity/Revenue) starting in 2012

								
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