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Sales Engagement Index
BridgeStreet Global Hospitality
1
Sales Engagement Index
Goal: Influence sales behavior by instituting weighted average by call type
Purpose: Refocus sales effort on proper engagement vs. straight dials
Measurement:
1 pt. for direct dial/email attempt
5 pts. for dial/email/social media connection
7 pts. virtual presentation or appointment
10 pts. live presentation, entertainment, networking
Accountability:
Weekly goals and report out
Weekly index to goal per person
Sales Team Goals
Account Management = 200 point goal
Account Coordinator = 200 point goal
Local Sales = 275 point goal
Major Account Sales = 275 point goal
2
Sales Engagement Index Activity Type via Landslide
Position
Call
(Unconnected)
Call
(Connected)
Appointment
(FTF)
Appointment
Total
Points
Account
Manager 16 30 2 2 200
Account
Coordinator 16 30 2 2 200
Local
Sales Manager 71 20 9 2 275
Major
Account Manager 85 22 1 10 275
3
Sales Engagement Index or Email
4
Task
Type Points
Event
Type Points
Account Management
Call 1
Escalation
Resolution 5
Account Mgmt
ClientEngagement 1
Qualification
Phone 5
Account Mgmt
FileCleanup 1
Requirements
Phone 5
Billing
Issue 1
Solution
Review Call 5
Client
Issue 1
Unsolicited
RFP Received 5
QSS
ConsultingCampaign 1
Acct Mgmt Meeting
-Phone 7
Email
1
Acct Mgmt Meeting
-Virtual 7
Escalation
Resolution 1
Closing
Meeting-Phone 7
Guest
Issue 1
Closing
Meeting - Virtual 7
Implementation/Planning
Call 1
Presentation
Meeting-Phone 7
New Business
ProspectingCall 1
Presentation
Meeting - Virtual 7
Opportunity
Follow Up (HIT) 5
Qualification
Virtual 7
Prospecting Call
(HIT) 5
Requirements
Virtual 7
Devlop Bid/Quote
Call 5
Solution
Review Virtual 7
Opportunity
Follow Up (HIT) 5
Website
Demo Virtual 7
Prospecting Call
(HIT) 5
Acct Mgmt Meeting
- Face toFace 10
Qualification
Call 5
Annual Business
Review 10
Requirements
Call 5
Closing
Meeting - Face toFace 10
Secured
Appointment(HIT) 5
Networking
Event 10
Social Media
Connection(HIT) 5
Presentation
Meeting- Face toFace 10
Solution
Review Call 5
Property and Market
Tour 10
Received
SignedAgreement 10
Qualification Face
to Face 10
Received
Signed Term Sheet 10
Quarterly
Business Review 10
Real
Time Booking/Website BookingDemo 10
Requirements
Face toFace 10
Soultion
Review Face to Face 10
Website Demo Face to
Face 10
Client
Entertainment 10
Solicited RFP
Received 25
Sales Engagement Index Rules of Engagement
5
Activity range Friday to Thursday with report run on Fridays
Activities must reflect current week and not previous weeks
Activities must be checked complete in Landslide
Activities must be valid and properly documented
If it is not in Landslide, it did not happen!