Sales
To create the sales career path, we took inspiration from the stages of our CRM. They capture the increasing engagement as potential customers become actual customers. We felt this was most appropriate for creating areas of responsibility and showcasing growth.

Lead

Identify

Basic

  • Find potential accounts in the assigned geography, industry, and segments

Intermediate

  • Find relevant segments to reach out to
  • Identify relevant channels to find companies and contacts in identified segments
  • Set up systems for outreach

Advanced

  • Have strong knowledge of global and local trends to help teams identify new segments

Prospect

Basic

  • Follow the processes set for researching each account, find relevant contacts in each, and figure out value proposition for each

Intermediate

  • Own and assign territories and accounts to the team
  • Set processes for account research
  • Create content for outreach - email, call, LinkedIn
  • Work with the marketing team to identify the right content for outreach

Advanced

  • Ensure territories are assigned in a fair way
  • Prevent conflicts within the team

Outreach

Basic

  • Follow the outreach cadence and tailor messages to each prospect
  • Meet the daily outreach target
  • Meet the weekly lead generation target
  • Qualify prospects so we only generate relevant leads

Intermediate

  • Own the number of leads that you and the team is generating
  • Ensure that the team follows the outreach cadence
  • Collect, analyse, and improve outreach campaigns

Advanced

  • Open up key accounts through your network
  • Be the voice of the company online, in events, and in other forums to enhance brand value and generate leads
  • Be aware of latest lead generation strategies
  • Lead and motivate the team regularly to ensure high-quality leads and a strong pipeline
  • Pivot quickly and change the course if necessary
  • Collect, analyse, and improve the performance of each team
  • Ensure learnings are shared across teams

Deal

Basic

  • Be involved in demos and customer interactions to learn customer needs and use-cases

Intermediate

  • Research and analyse to have a strategy ready prior to the demo
  • Conduct the demo in an effective way to create opportunities
  • Collect data, analyse, and improve the positioning, messaging, and script for demos
  • Debrief with the entire team, especially senior sales management about status of each opportunity
  • Follow up regularly to move opportunities through the sales funnel
  • Involve senior leadership at appropriate times to influence sales outcome
  • Ensure that no one is stuck with a wrong person in an account. Ask the right questions to ensure that everyone is moving in the correct direction
  • Take ownership and work closely with the team on pricing, negotiation, and legal aspects of the deal
  • Conduct regular pipeline review meeting

Advanced

  • Be involved in key account sales
  • Drive pipeline review meeting
  • Be involved in all pricing negotiations in large deals

Win

Basic

  • Learn details of every win - customer profile, stakeholders, use-case, sales mechanics
  • Apply the learning to generate new leads

Intermediate

  • Document and debrief the entire team on how the deal was won
  • Build and maintain relationship with the customer even after the deal is won
  • Generate referrals and up-selling opportunities
  • Influence the marketing team to document and create sales enablement material

Advanced

  • Build relationship with all customers
  • Speak at industry events alongside key customers