Sales Team Operation Team Structure, KPIs, Bonuses by Orysya Sklyar
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
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
Lead Generation Team Sales
AccountManagers
Leads/New Potential Customers
New Customers
Existing Customers
Lead Generation Team Sales
AccountManagers
Leads/New Potential Customers
New Customers
Existing Customers
Lead Generation Team
Leads/New Potential Customers
Lead Generation ProcedureCampaign Management
Lead Qualification CriteriaMarketing QualificationBANT Qualification
KPI: Number of Qualified Leads/Month10 Leads/Month as of October 2016
Additional metrics: Conversion rate
SalesAccountManagers
Target Company Contact
T2 New New
Target Company Contact
T0 Existing Existing
T1 Existing New