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1. Sales Operations Strategy Scorecard
Objective 1 - Recruit & Retain Quality Sales Reps
Programs, Initiatives, & Actions Key Performance Indicators & Metrics Target Timeframe to Achieve Goals
Recruitment Campaign # F/T Sales Reps Increase Department to 25 reps by Jan 2012
Sales Skills Assessment Assessment Results Set Benchmarks in 2011, use for hiring in 2012
Sales Compensation Plan Redesign % Reps Achieving On-Target-Earnings 70% of Reps hitting OTE in 2012
Objective 2 - Provide Better Consultative Sales Training
Programs, Initiatives, & Actions Key Performance Indicators & Metrics Target Timeframe to Achieve Goals
Sales Training Workshops (SPIN Selling, Miller Heiman,
# Workshops/Year Conduct 3 Sales Training Workshops in 2012
etc.)
Key Account Planning & Stakeholder Analysis Training # Key Account Plans Developed Create Key Account Plan for 100 accounts in 2012
Sales Training Manuel (Policies, Procedures, Tools, etc.) Completed Sales Training Manual, # Sales Tools Develop Sales Training Manual with 5 Tools by Q4 2011
Objective 3 - Improve Analysis & Forecasting Processes
Programs, Initiatives, & Actions Key Performance Indicators & Metrics Target Timeframe to Achieve Goals
Formal Sales Analysis Program Sales Analysis for Products, Segments, Channels, & Reps Complete Sales Analysis Exercise by Jun 2012
Sales Forecasting (Individual & Team Forecasts) Total Expected Revenue by Rep and Team with Close Dates Implement Sales Forecasting System by Jan 2012
Sales Process Definition Defined Sales Process with Criteria for Each Funnel Stage Document Sales Process & Criteria by Dec 2011
Objective 4 - Enhance Reporting for Key Sales & Marketing Metrics

2. Programs, Initiatives, & Actions Key Performance Indicators & Metrics Target Timeframe to Achieve Goals
Average over 100 dials/day, 5 new opportunities/week in
Productivity Metrics Initiative # Dials, # Appointments, # New Opportunities
2012
Sales Performance Reviews # Sales Performance Reviews/Rep/Year tied to KPIs Quarterly Reviews (Productivity/Revenue) starting in 2012