Innovate through Process.
Activity Playbook & Dashboard
Problem Statement:
Without consistent management of our Solutions team at an aggregate level, we projected a decrease in campaign media bookings by 36%, existing customer growth (ECG) to decline by 23%, & overall LTS revenue to take a big hit, especially as we moved our billing model from pay-up front non- subscription to pay-on delivery.
Solution:
I led the vision, creation and roll out of a global wide playbook & dashboard for success that outlined key inputs, activities, and behaviors that drive successful business outcomes through our Sales Excellence methodology.
Proposed solution & scope outlined below.
Sales Process Blueprint
Understanding Customer’s Business & Objectives.
Key Behaviors:
Industry & company research, practices active listening, understands & clarifies, uncovers & qualifies opportunities
Core Activities:
# Discos/ week: (captured under ‘high impact meetings’): Goal is 5 HIMs/week target
% Close rate & conversion rates
Multi Thread.
Key Behaviors:
Understands the buyer, finds warm introductions, builds multi level relationships, adapts communication style
Core Activities:
# of new Contacts added to SFDC
# of new HIM buyers added to SFDC
Applies Solutions Expertise.
Key Behaviors:
Understand the competition, co-create value, focus on solution vs. product
Core Activities:
$ Weekly Pipeline Build
% Renewal Rate
% RIG or YoY Account Growth
Invests in Meaningful Relationships.
Key Behaviors:
Aligns to value, builds the business case, tells the impact story, sells with integrity
Core Activities:
% talk time in Gong
# of HIMs/ quarter
Gains Commitment & Buy-In.
Key Behaviors:
Achieves shared vision, uses insights to influence, creates urgency and accountability, practices smart negotiations
Core Activities:
% of completed ‘mutual commitment plans’
% Churn Rate
% Forecasting Accuracy
Manages to Value.
Key Behaviors:
Confirms & clarifies value, develops and delivers insights, drives customer growth
Core Activities:
% Activation
% ECG