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Sales Cadence Sequencing Tool - cdn1.hubspot.net

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Sales Management Call
Purpose
Participants
Actions/Deliverables
Review open actions from previous weekReview status of all deals comprising a region’s quarterly businessDetermine resources required (if any) to secure winIdentify steps/action plans for at-risk deals
VPSalesRSD(individually)SalesDuration: ~30-90min. eachFrequency: Every other weekResource: Weekly SalesForecast
EnsureSales Force Automation tool reflectscurrent deal status/detailsDetailed Plansavailable for relevant dealsUnderstanding of next steps for all forecasted dealsCommit vs plan number
Operations Review
Purpose
Participants
Actions/Deliverables
Review status ofCurrent Quarter and Current Quarter+1opportunity pipelineIdentify soft spots in the pipe:status of substantial/larger dealsdealquantity/volumedeal aging/lack of movementdeal sizedeal distribution btw reps, etc.
VPSalesRSD(individually)Sales OpsCFO/VP- Marketing - OptionalDuration: ~1 hourFrequency: Every other weekResource: Sales Pipeline Metrics spreadsheet: SFDC dashboards
EnsureSales Force Automation toolreflects accurate representation of available/active opps forCurrent Quarter through Current Quarter+1Develop action plan to resolve:“stuck” dealslead flow/quantityresources required by deal
Quarterly Business Review
Purpose
Participants
Actions/Deliverables
Review previous quarter performanceResultsTake-awaysProvide feedback to exec team on market/product/corporate needsDiscuss strategies for addressing sales challenges
VPSalesRSDTeamSales OpsSC DirectorExec Team (select representatives)Duration: ~4hours- 2 daysResource: QBR Decks
Prepare QBR presentation, to include:Trends/Observations from prior qtrForecast for upcoming qtrKey deals (esp. those requiring Exec support)Risks – personnel, pipe, competition, supportPrepare communication to sales team on mgmt expectations

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Sales Cadence Sequencing Tool - cdn1.hubspot.net