BDMSummit 2017 - Орися Скляр "Координація Business Development команди"

КоординаціяBizDevкоманди

byOrysyaSklyarCEO&Founderatzozoola

9yearsinIT4YearsinMktandSalesMngmtHeadofSales&MarkeMngEngagementManagementHeadofLeadGeneraMonteamHeadofSalesOperaMons2yearsofonsiteworkinGlobalTechnologyCenterofMcCainFoods,Canada1yearofSalesandmarkeMngconsulMngofITstartupsandsmallbusinessNowCEO&FounderofNewBusinessAgency-zozoola

Sales Pipeline

Sales Pipeline

Look Take Measure Cashier Buy

Sales Pipeline

Lead Opportunity Project

Look Take Measure Cashier

Interest

Buy

Sales Pipeline

Interest Opportunity Project

Lead Opportunity Project

Sales Pipeline

Interest Opportunity Project

Lead Opportunity Project

Inbound

Outbound

MarkeMng LeadGeneraMon Sales/BizDev Account

Management

MarkeMng LeadGeneraMon Sales/BizDev Account

Management

Big IT Companies

MarkeMng LeadGeneraMon Sales/BizDev Account

Management

10 3 6 5

MarkeMng LeadGeneraMon Sales/BizDev Account

Management

10 3 6 5

SalesOperaMons

SalesCoordinator

SalesDirector

MarkeMngDirector

VPofMkt&Sales CMO/CSO

Control (Management)

Process

KPIs (+ Tracking)

Sales Targets

MarkeMng LeadGeneraMon Sales/BizDev Account

Management

Small IT Companies

MarkeMng LeadGeneraMon Sales/BizDev Account

Management

1 1 0 0

MarkeMng LeadGeneraMon Sales/BizDev Account

Management

1 1 0 0

CEO

MarkeMng LeadGeneraMon Sales/BizDev Account

Management

1 1 0 0

Control (Micro Management)

Process Steps to execute

KPIs Let`s perform

Sales Targets Let`s sell

Lead Generator / Presales Manager

Lead Opportunity Project

Lead Generator

KPIs/ Management

Direct Management/ Training

Pipeline conversion

Salary

Incoming request processor Sales Manager/ Business Developer

Onsite Sales External Sales

Lead Opportunity Project

Management

Direct Management/ Training

Pipeline conversion

Salary

Incoming request processor

Stats on qualification; quality of leads

Management

Targets vs. Plans vs. Fact

Quality of customers

Salary + Commission

Sales Forecasts

Sales Manager/BizDev

$$$ Salary + %% Commission

Onsite Sales Management

KPIs and Sales Targets

CRM

Account manager

Lead Opportunity Project

Salary + Commission

Account Manager Management

KPIs and Sales Targets (DPM; Customer Satisfaction)

SALESisallaboutPEOPLE

“Self motivation is a necessity”

1. Ambitious 2. Overcoming fears: “In order to get rid of fear, do the

thing you fear, and the death of fear is certain. 3. Total commitment to success “I will be successful no

matter what”

Thankyou!