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Coordination of Sales departments in Ua, UK, USA: KPI and bonuses

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/

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Coordination of Sales departments in Ua, UK, USA: KPI and bonuses

  1. 1. Sales Team Operation Team Structure, KPIs, Bonuses by Orysya Sklyar
  2. 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. 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. 4. Lead Generation Team Sales Account Managers  
  5. 5. Lead Generation Team Sales Account Managers   Ukraine- based US & UK - based UA, US, UK- based   
  6. 6. Lead Generation Team Sales Account Managers   Leads/ New Potential Customers New Customers Existing Customers   
  7. 7. Lead Generation Team Sales Account Managers   Leads/ New Potential Customers New Customers Existing Customers   
  8. 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. 9. Sales Account Managers
  10. 10. Revenue Targets Target Company Contact T0 Existing Existing T1 Existing New T2 New New
  11. 11. Sales Account Managers Target Company Contact T2 New New Target Company Contact T0 Existing Existing T1 Existing New
  12. 12. Lead Opportunity Project 
  13. 13. Lead Opportunity Project  Door Opening Negotiation Closure 
  14. 14. Door Opening Negotiation Closure  A% B% A+B%
  15. 15. Door Opening Negotiation Closure  A% B% = T1 A+B% = T2
  16. 16. Questions?

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  • Bottva

    Oct. 8, 2016

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/

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