Sales Team OperationTeam 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

SalesAccountManagers

Lead Generation Team Sales

AccountManagers

Ukraine-based

US & UK - based

UA, US, UK-based

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

Revenue Targets

Target Company Contact

T0 Existing Existing

T1 Existing New

T2 New New

SalesAccountManagers

Target Company Contact

T2 New New

Target Company Contact

T0 Existing Existing

T1 Existing New

Lead Opportunity Project

Lead Opportunity Project

Door Opening

Negotiation Closure

Door Opening

Negotiation Closure

A% B%

A+B%

Door Opening

Negotiation Closure

A% B% = T1

A+B% = T2

Questions?