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Sales Effectiveness for Operational Excellence
ArgumentGroep
1
#314034
Sales are the least favored position to own the Enterprise Account process beyond the win stage.
Direct Actors
Assigned Sales, Branch contacts in Sales, Operations, Finance and WW Delivery
Non-standard actors
Marketing and Product Management are upstream
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old - apply "1. Design Vision and Strategy (APQC)" »
old - apply "1. Design Vision and Strategy (APQC)"
old - apply "1. Design Vision and Strategy (APQC)"☜APQC Business Process Framework establishes a benchmark and universal process which any new or existing business can apply to new strategies in any industry. The new business would benefit from following the steps outlined in the APQC business process framework, to ensure holistic and consistent benchmarking across each line of business. ☜F1CEB7
▲
2. Develop Offer (Products and Services) »
2. Develop Offer (Products and Services)
2. Develop Offer (Products and Services)☜☜9FDDBE
▲
3. Market and Sell Offers (Products and Services) »
3. Market and Sell Offers (Products and Services)
3. Market and Sell Offers (Products and Services) ☜☜9FDDBE
▲
3.1. Understand Markets and Stakeholders »
3.1. Understand Markets and Stakeholders
3.1. Understand Markets and Stakeholders☜☜C78C9A
▲
Party Management - Employee - ASQ Job Descriptions »
Party Management - Employee - ASQ Job Descriptions
Party Management - Employee - ASQ Job Descriptions☜☜D3B8AB
▲
Private Sector »
Private Sector
Private Sector☜☜3AA6D0
▲
Business Ecology Initiative »
Business Ecology Initiative
Business Ecology Initiative☜http://www.business-ecology.org/our-communities.htm☜98CE71
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Offshore »
Offshore
Offshore☜☜FF6D31
▲
Corporations top line »
Corporations top line
Corporations top line☜Top Line savings in the target landed country their are now fees as the country has no idea what they should protect themselves from. ☜98CE71
▲
Operational Effectiveness »
Operational Effectiveness
Operational Effectiveness☜☜98CE71
▲
BANT Criteria Met - Standard Offers »
BANT Criteria Met - Standard Offers
BANT Criteria Met - Standard Offers☜Triggers 14 data points to push to ERP header in 9 formsAllows Service Level begin with all downstream functional stakeholders in the customer order cycle. All internal dependencies are solidified and linked from customer expectation conversation. Core offers mature in the market and has no SEC nor Revenue considerations (standard deals)☜FF6D31
▲
Pending Customer Purchase Order - verbal commit »
Pending Customer Purchase Order - verbal commit
Pending Customer Purchase Order - verbal commit☜The argument type on this business model must be low dollar high volume Lowest risk modelCustomer buying patterns are consistent and no sudden increase in purchases☜EF597B
▲
Enterprise Account »
Enterprise Account
Enterprise Account ☜End customer commits verbally.End Customer submits to purchasing in their internal process.In large dollar deals the legal team needs to engage or standard customer terms must be assumed. Statement of Work for professional services are typically not going to align with negotiated terms to the sellers advantage which may be a risk.☜98CE71
■
Sales Effectiveness for Operational Excellence
Sales Effectiveness for Operational Excellence☜Sales are the least favored position to own the Enterprise Account process beyond the win stage. ☜FF6D31
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Gemaakt door:
Lisa Martinez
NodeID:
#314034
Node type:
ArgumentGroup
Gemaakt op (GMT):
2/19/2014 10:44:00 PM
Laatste bewerking (GMT):
2/20/2014 6:12:00 AM
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