RIGHT ATTITUDE MANAGEMENT - BY MAMUNUR RASHID

DEFINE PRD – (Performance Result Description)

Job Description Territory Account Manager (TAM) Strategic Account Manager (SAM)

KRA – (Key Result Area) Quotas

Sales Quota Deliver Quota

KPI – (Key Performance Indicator) Activity

Daily Activities Sales Pipeline

30-60-90 Opportunities

5W Client Visits

3 Weekly Lync Conference (TAM) 3 Weekly Client Visits (SAM)

Interactions (Lync) 50 Calls 120 Minutes

TRAIN Onboarding

Right People TAM - 2-5 Years Consultative Sales Experience SAM – 5 Plus Years Professional Solution Selling Experience

Learning & Development Product Training

Monthly Lunch & Learn Sessions. Sales Training

Go to Market CRM (DB) Training

Database (CRM) Management Culture Alignment

Values Customer Service (WWW) Accountability (SOS) Performance (WOW) Hard-Work (Never, Never, Never give up) Positivity (FIFO) Creativity (ART) Growth (ETC) Discipline (Weekly Framework) Lead by Example (SPIFF)

INFORM Right ATTITUDE Alignment

Long-term vs. Short-Term Control vs. Empowerment Activity vs. Result Re-Active vs. Pro-Active Stable vs. Adaptive

Industry Best Practices Effective Sales Models (TAM & SAM)

Consultative Sales Purpose Driven Sales. Insight Sales Momentum Sales

Customer & Industry Research 4P

MOTIVATE Assistance

Prompt Support SOS

Recognition Performance Based Reward

SPIFF Engagement

Team-Work Weekly Frame-Work

Motivation Success Stories

Daily Morning Huddle Communication

Three way communication. Winning Culture

Attract & Retain

EVALUATE PRD Review

Quarterly KRA Evaluation

Monthly KPI Evaluation

Weekly Time Management

60% Business Growth 15% On Boarding 15% Learning & Development 10% Evaluation