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Sales Playbook - Coggle Diagram
Sales Playbook
- Sales Management Cadence (Rhythm)
Rhythm manage quotes, coach reps, & forecast outcomes.
Prevent: deals stalling, quotes untracked, talent drifts
Rythm by Day, Week, Monthly, Q, Anually
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Monthly Forecast Meeting, Team Huddle & Ops Alignment
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Recognized Roles
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Sales Mgr, New Bizz Dev / Hunter
Account Manager / Farmer,
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Inside Sales, Sales Support,
Tender Specialist, Office Support
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- Pipeline Stages & CRM Standards
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Oppotunity Stages: 1. Lead Identified, 2) Discovery in Progress, 3) Quoting, 4) Verbal Agreement, 5) Won / Booked, 6) Lost / No Decision
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- Performance KPIs and Metrics by Role
Define success, Set of KPIs by Role
KPI: Clarity, Relevance, Balance, Simplicity, Coaching Driven
If you can’t measure it, you can’t manage it
KPI Categories: Activity, Pipeline Health, Conversion, Output, Process Compliance
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- Account Management and QBRs
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Roles: AM, Sale Rep, SS, SM/CD
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- Marketing-Led Demand Generation
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Use educational, value-based messaging
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Sales-Led Demand Generation
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- Commercial Culture & Change Management
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Stages Maturity
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2: Basic CRM, KPI, Quoting
3: Mature CRM, Role Clarity, Pipeline, Coaching, Commercial Rhythm
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Questions:
Who does S1, S2 evaluations
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Coaching Templates and Meeting Tools
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Meeting tools:1:1s, ride-alongs, & deal reviews
Coaching=Leadership, Do both Coach+Mgmt
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- Incentive Design Principles
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Incentives by Role & Stage 1,2,3
Capability Areas : MM
1) Segmentation, 2) CRM Use, 3) Coaching, 4) KPI's 5) Sales Rhythm
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