Sales Operations Prioritization Tool
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The document presents a sales operations prioritization tool to rank various projects and initiatives. It provides criteria in three categories: strategic fit, economic impact, and feasibility. The tool allows weighting these categories and ranking nine potential projects. Based on the rankings, the top three projects are sales skills assessments, sales performance reviews, and sales recruiting campaign. The tool also provides a matrix to visualize how the different projects compare across the criteria.
Sales Operations Prioritization Tool
- 1. Sales Operations Prioritization Tool Strategic Fit Economic Impact Feasibility Alignment w/ Market Core Revenue Profitability & Growth Technical Resources - Resources - Projects & Intiatives Company Positioning Capabilities Potential Margin Potential Risk Financial People Goals Weighting 15% 15% 10% 10% 15% 15% 10% 5% 5% Sales Recruiting Campaign 9 9 5 8 5 2 6 8 8 Sales Skills Assessments 7 5 8 7 9 7 7 10 7 Sales Performance Reviews 8 6 6 6 7 7 6 5 7 Productivity Metrics Program 9 8 6 5 6 4 2 3 4 Quality Assurance Coaching 3 4 3 6 5 4 9 7 3 Sales Training Workshops 3 4 5 3 2 5 2 3 1 Key Account Plans 1 2 4 10 6 6 9 9 8 Sales Analysis Exercise 6 6 4 4 6 2 4 5 3 Sales Forecasting System 4 5 2 7 4 6 9 4 1 Sales Process Definition 7 8 8 2 3 5 3 7 6
- 2. Sales Operations Prioritization Tool Customize this tool by changing the weighting scale for each selection criterion. Feel free to modify the selection criteria as required. Weighting Scale Strategic Fit Economic Impact Feasibility Alignment w/ Total Market Core Revenue Profitability & Growth Resources - Resources - Company Technical Risk Positioning Capabilities Potential Margin Potential Financial People Goals 15% 15% 10% 10% 15% 15% 10% 5% 5% 100% Ranking Criteria & Definitions: Alignment with Company Goals - how aligned is this project to corporate goals & objectives? Market Positioning - how well does this initiative position us ahead of our competition? Core Capabilities - does this initiative leverage our internal core capabilites (technology, operations, sales & distribution? Revenue Potential - what is the anticipated revenue for this product? Profitability & Margin - how solid are the anticipated margins for this product? Growth Potential - what is the anticipated market growth rate? Technical Risk - what is the probability of overcoming the technical challenges of the project? Resources - Financial - do we have the financial resources to execute this initiative? Resources - People - do we have the skills & bandwidth to execute this initiative?
- 3. Sales Operations Prioritization Tool Note: Sort by selecting all cells then click "Data"in the navigation menu and "Sort". You can sort by Project Score (Largest to Smallest). Project Project Score Strategic Fit Economic Impact Feasibility Sales Skills Assessments 7.3 2.6 3.1 1.6 Sales Performance Reviews 6.6 2.7 2.7 1.2 Sales Recruiting Campaign 6.5 3.2 1.9 1.4 Productivity Metrics Program 5.7 3.2 2.0 0.6 Key Account Plans 5.4 0.9 2.8 1.8 Sales Process Definition 5.4 3.1 1.4 1.0 Sales Forecasting System 4.9 1.6 2.2 1.2 Quality Assurance Coaching 4.7 1.4 2.0 1.4 Sales Analysis Exercise 4.6 2.2 1.6 0.8 Sales Training Workshops 3.3 1.6 1.4 0.4
- 4. Future Potentials Top Priorities High Key Account Plans Sales Skills Assessments Quality Assurance Coaching Sales Recruiting Campaign Feasibility Sales Performance Reviews Sales Forecasting System Bubble Size = Economic Impact Sales Process Definition Sales Analysis Exercise Productivity Metrics Program Sales Training Workshops Low Potential Cuts Back Burners Low High Strategic Fit