Орыся Скляр (Head of Sales Operation @ELEKS) выступила с докладом "Coordination of Sales departments in Ua, UK, USA: KPI and bonuses" на Conformato Conference 2016. Приобрести видеозаписи конференции можно по ссылке https://goo.gl/jz8iXg Основные тезисы доклада: – Sales roles and responsibilities based on my experience at ELEKS. – Types of sales people. – What are benefits and issues of each of the sales roles. – How to form a sales team. How to select a perfect combination of sales professionals. – KPIs and compensation models. How to manage and motivate your sales team Запись доклада можно купить здесь: http://conference.conformato.com/

1. Sales Team Operation
Team Structure, KPIs, Bonuses
by Orysya Sklyar

2. Orysya Sklyar
▪8 years in IT
▪4 Years in Mkt and Sales Mngmt
• Head of Sales & Marketing
• Engagement Management
• Head of Lead Generation team
• Head of Sales Operations
▪2 years of onsite work in Global Technology Center
of McCain Foods, Canada
▪Currently: Head of Sales Operations at ELEKS
▪6+ months of Sales and Marketing consulting of IT
startups and small businesses

3. We`ll be talking about:
• Sales Team composition
•Compensation Models
•Revenue Targets
•Types of sales depending on their role in the process
All based on my ELEKS` Experience

4. Lead
Generation
Team
Sales
Account
Managers
 

5. Lead
Generation
Team Sales
Account
Managers
 
Ukraine-
based
US & UK -
based
UA, US, UK-
based




6. Lead
Generation
Team Sales
Account
Managers
 
Leads/
New Potential
Customers
New
Customers
Existing
Customers




7. Lead
Generation
Team Sales
Account
Managers
 
Leads/
New Potential
Customers
New
Customers
Existing
Customers




8. Lead
Generation
Team
Leads/
New Potential
Customers

Lead Generation Procedure
Campaign Management
Lead Qualification Criteria
Marketing Qualification
BANT Qualification
KPI: Number of Qualified Leads/Month
10 Leads/Month as of October 2016
Additional metrics: Conversion rate

9. Sales
Account
Managers

10. Revenue Targets
Target Company Contact
T0 Existing Existing
T1 Existing New
T2 New New

11. Sales
Account
Managers
Target Company Contact
T2 New New
Target Company Contact
T0 Existing Existing
T1 Existing New

12. Lead Opportunity Project 

13. Lead Opportunity Project 
Door
Opening
Negotiation Closure 

14. Door
Opening
Negotiation Closure 
A% B%
A+B%

15. Door
Opening
Negotiation Closure 
A% B% = T1
A+B% = T2

17. Questions?