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Assessment Part 3:  
Do you have a comprehensive sales channel model?

For a direct sales model:

☐ Staffing plan:  Describing what kind of people to hire, what they will do and how to pay them including a candidate profile, job description, hiring process, performance targets and a sales compensation plan.

☐ Budgeted territory plan:  Describes the model of a productive direct sales territory including territory footprint, number of productive sales reps, support resources & sales expense budget.

☐ 90-day onboarding plan:  Describes a process to quickly get a new sales rep productive including a training program, 90-day goals & action plan, testing & review process.

☐ Sales productivity plan:  Used to measure the productivity of each sales rep based on monthly & quarterly sales targets at 100% productivity (includes lead volume, active pipeline deals, close rate, average deal value, bookings & customer acquisition rate).

☐ Sales process:  A process for managing a productive sales team including a lead qualification methodology, pipeline stages, win probabilities, 30/60/90 day sales projections, performance reviews and executive reports (including activity reports, lead-gen reports, pipeline reports, bookings reports, revenue reports ).

For an indirect sales model:

☐ Partner recruitment & development plan:  Describing the types/levels of partners, roles/responsibilities & how to pay them. Includes a partner profile, partner program description, performance targets, revenue sharing plan and a partner recruitment process.

☐ Budgeted territory plan:  Describes the profile of a productive indirect sales territory and includes the territory footprint, number of partners, channel support resources & indirect channel expense budget.

☐ 90-day onboarding plan:  Describes a process to quickly get a new partner productive including a training program, expectations & action plan, testing & certification process. 

☐ Partner sales plan:  A method for measuring the productivity of each indirect channel partner based on monthly & quarterly sales targets at 100% productivity (includes lead volume, active pipeline deals, close rate, average deal value, bookings & customer acqusition rate).

☐ Indirect sales process:  A process for managing a productive indirect channel including lead generation, rules of engagement, deal registration, pipeline stages, win probabilities, 30/60/90 day projections, review process, & executive reports (pipeline reports, bookings reports, revenue reports ).

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