|
Toolset
|
|
Sales
|
Sales
Mgmt for Team
|
Sales
Mgr for Self
|
VP Sales for Sls
Mgrs
|
VP Sales for Self
|
|
Support Staff
|
Support Mgmt for
Team
|
Support
Mgr for Self
|
|
Activity & Funnel Plans needed to make Key Goals
|
q
Sales Plans (Funnel &/or Activity Needed to exceed $ Goal)
|
|
Sales Plan
|
Sales Plan Review Process
|
Sales / Marketing Plan
|
Sales Manager's Plan Review
Process
|
Sales / Marketing Plan
|
|
Support Plan
|
Support Plan Review Process
|
Support Managers Plan
|
|
Opportunity & Activity Management Processes & Tools (CRM
or SPIS)
|
q
Customer Buying Process(es)
(CRM) |
|
Ours, or Other if you
have implemented one already
|
Ours, or Other if you
have implemented one already
|
|
Ours, or Other if you
have implemented one already
|
|
|
Ours, or Other if you have implemented one already
|
|
|
q
Opportunity Tracking, Funnel & Forecasting System
(CRM)
|
|
Ours, or Other if you
have implemented one already
|
Consolidation from Sales
Team + Own Forecast
|
Sales Funnel & Forecast
Review Process
|
Consolidation from Sales
Teams + Own Forecast
|
Sales Managers Funnel
& Forecast Review Process
|
|
Team Reviews
|
Joint Reviews
|
Review Process
|
q
Win/Loss Reports
(CRM)
|
|
Yes
|
Win/Loss Review Process
|
|
Win/Loss
Review Process |
|
|
|
Joint Reviews
|
|
q
Call Planner
(CRM)
|
|
Yes
|
Call
Evaluations |
|
Call
Evaluations |
|
|
Yes
|
Call Evaluations
|
|
| q
Ideal Suspect Definition (CRM) |
|
Yes
|
Reviews
|
|
|
|
|
|
|
|
|
Major Opportunity Plans
|
| q
Major Opportunity Plans |
|
Major Opportunity Plans
|
Major Opportunity Plan
Review Process
|
|
Major Opportunity Plan
Review Process
|
|
|
Team Planning
|
Major Opportunity Plan Review Process
|
|
|
Key Account Plans
|
| q
Key Account Plans |
|
Key Account Plans
|
Key Account Plan Review
Process
|
|
Key Account Plan Review
Process
|
|
|
Team Planning
|
Key Account Plan Review Process
|
|
|
Project Reviews & Plans
|
| q
Project & Project Forecast Summary |
|
|
|
|
|
|
|
Project & Project Forecast Summary
|
Project & Project Forecast Review Process
|
|
|
People Management
|
| q
Ideal Person Profiles PSCs |
|
PSC
for Direct Sales, Channel Sales, Account Managers etc. |
Ideal Person Evaluation
Process
|
PSC for Sales Managers,
Direct, Channels etc
|
Ideal Manager Evaluation
Process
|
PSC for VP Sales
|
|
PSC for Support Staff, PreSales, SE
|
|
PSC for Support Manager
|
| q
Recruit Ideal Person |
|
|
|
Recruiting Process
|
|
Recruiting Process
|
|
|
|
Recruiting Process
|
| q
Coaching |
|
|
Recruiting Process
|
|
Recruiting Process
|
|
|
|
Coaching Process
|
|
| q
Performance Diagnostic |
|
|
Sales Person Diagnostic
|
Self
Diagnostic |
Sls Mgr Diagnostic
|
Self
Diagnostic |
|
|
|
|
|
Partner Management
|
|
q
Ideal Partner Profiles PrSCs
|
|
PrSC for VARs, Distributors, OEMs etc
|
PrSC Review for Channel Managers
|
|
PrSC Review for Channel Sales Managers
|
|
|
|
|
|
| q
Ideal Partner Evaluation |
|
PrSC Review for Channel Managers
|
PrSC Review for Channel Managers
|
|
PrSC Review fot Channel Managers
|
|
|
|
|
|
| q
Joint Partner Plans |
|
Joint Sales / Marketing Plan
|
|
Joint Sales / Marketing Plan Review
|
|
|
|
|
|
|
|
Management & Leadership Skills
|
q
Communications
|
|
|
Yes
|
|
Yes
|
|
|
|
Yes
|
|
| q
“Buy In” |
|
|
Yes
|
|
Yes
|
|
|
|
Yes
|
|
| q
Team Building |
|
|
Yes
|
|
Yes
|
|
|
|
Yes
|
|
|
q
Standards
|
|
|
Yes
|
|
Yes
|
|
|
|
Yes
|
|
| q
Decision Making |
|
|
Yes
|
|
Yes
|
|
|
|
Yes
|
|
q
Problem Solving
|
|
|
Yes
|
|
Yes
|
|
|
|
Yes
|
|
| q
Creativity |
|
|
Yes
|
|
Yes
|
|
|
|
Yes
|
|
| q
Intelligence |
|
|
Yes
|
|
Yes
|
|
|
|
Yes
|
|
| q
Motivation |
|
|
Yes
|
|
Yes
|
|
|
|
Yes
|
|
| q
Ldr Coaching |
|
|
Yes
|
|
Yes
|
|
|
|
Yes
|
|
| q
Power Sources |
|
|
Yes
|
|
Yes
|
|
|
|
Yes
|
|
| q
Charisma |
|
|
Yes
|
|
Yes
|
|
|
|
Yes
|
|
| q
Values |
|
|
Yes
|
|
Yes
|
|
|
|
Yes
|
|
| q
Execution & Punishment |
|
|
Yes
|
|
Yes
|
|
|
|
Yes
|
|
| q
Success |
|
|
Yes
|
|
Yes
|
|
|
|
Yes
|
|
|
Toolset
|
|
Sales
|
Sales
Mgmt for Team
|
Sales
Mgr for Self
|
VP Sales for Sls
Mgrs
|
VP Sales for Self
|
|
Support Staff
|
Support Mgmt for
Team
|
Support
Mgr for Self
|
