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| Ideal Customer Profile – We have defined the characteristics of a prospect/customer that most values our products and solutions. We regularly prioritize these prospects/customers. |
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| Account Potential – We know the spend potential of each of our prospects/customers. We have ranked accounts according to the spend potential we have not yet captured. |
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| Propensity to Buy – We know how likely a given customer is to buy each of our products and/or services. We use this information when prioritizing prospects/customers to target. |
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| Pro-Forma Revenue/Cost Model – We have financial models that summarize how we are going to make the revenue number. We have financial models that summarize the associated costs. |
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| Sales Plan – We have an execution plan that details what we are going to do in pursuit of the revenue goal. |
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| Prospecting Playbook – We have equipped our sales team with a step by step playbook that helps them execute traditional prospecting techniques to generate leads. |
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| Sales Process Playbook – We have defined a sales process that is aligned with how buyers want to buy from us. We have equipped our sales team with a step by step playbook that helps them execute our sales process. |
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| New Hire On Boarding Process – We have a new hire onboarding process that shortens time to productivity, maximizes their time and provide early signs of success or failure |
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| New Hire On Boarding Process – We have a new hire onboarding process that shortens time to productivity, maximizes their time and provide early signs of success or failure |
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| Quota Setting Methodology – Our quota setting process translate the corporate revenue goal into sales quotas that reflect the potential of each territory. |
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