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 ).
Complete Your Own Business Assessment Checklist
☐ 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 ).
Complete Your Own Business Assessment Checklist
