SALES DEPARTMENT
TECC Team
Created on February 20, 2022
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Transcript
Spain Inside Sales team
Sales Department
if i have to add something else
Inbound
General KPIs
Outbound
Partners
There are 2 different departments in sales Spain: Outbound and Inbound 1) Outbound Each ISR has a Portfolio in Salesforce We also found inactive accounts of customers who no longer buy from us that we should revive to see if we can find sales opportunities with these customers = Leads 2) Inbound Divided into 2 teams: ACD & Chat
The Outbound team make multples actions as : Treatment of leads: ROF (Resend Order Follow up): Contact inactive accounts of customers who no longer buy with us that we should revive to see if we can find sales opportunities with these customers (accessories, guarantees, new project etc….) CTW (Client To Web): Dell pays a Marketing agency to provide us with information (prospecting) of clients who need to buy something from Dell (new clients) that we have that the salesperson must manage in less than 24 hours as a priority. Lead Tracking Payplan(Pipeline): Detections (each commercial has to make 2 detections per week one (ISG and one BIDE(the latter is from 8k) + each detection has to be put and registered in SFDC if not, it is not counted as such . Forcast Respect: (the Commit) Run Rite = 10K$ Accessories /PCS etc….. Bide= CS >8K Accessories /PCS etc… Normally in this case it is the LOR that manages the BIDE with the client ISG: server, Cloud, Stockage from 1 € + after creating the client file ISR will be in charge of contacting the client for the infrastructure (ISG kits and accessories do not count as Detection ) Collab: client wants to make a purchase with a partner instead of an ISR / GTM(go to market) = Direct , web or via a partner
Objectives for Inbound team : ACD: Inbound Calls 1:30 for each agent Missed calls : for Chat and Calls in Avaya (the commercial must always be ready) Commit :(Respect Forcast ) Important : "Each commercial must make at least 30 Out calls per day "
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Sell = Marge Mcafee: sell the client the 36 month old, it will help the commercial to earn Spifs Services / Guarantees (SRU) = helps to increase the margin DFS (Financing) Cetelem : DCP: Accessories, Monitors etc…..=48K for veterans and 35K for NH Microsoft / Adobe / Fox it: from 6 units, the commercial will be charged 20 dollars per unit / Fox it will be 6 dollars per unit
General KPIs: Margin: 26% minimum (verify it in Gii in the Margin View part) TTT: Total Talk Time Lead treatment Detections Relaunches of budgets in progress (Open Quotes) 1to1 with ISRs to discuss their Open Quotes