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TECHNOLOGY
Senior Management
ROLES RESPONSIBILITIES PROCESSES TECHNOLOGY CONTENT METRICS
Revenue Accountability
Staffing & Channel Management
Reporting to CEO/Board
Budgeting & Planning
Performance Reviews &
Coaching
Recruitment & Retention
CRM
Business Intelligence
MRM
Thought Leadership Blog
Webinar Presentations
Conference Keynotes
Revenue by Channel
Customer Lifetime Value, NPS
Return on Customer (ROC)
Product Management
New Product Development
Create Sales Tools/Guides
Messaging & Positioning
Product Launch
Win/Loss Analysis
Competitive Analysis
Product Mgmt. System
Enterprise Feedback/Survey
Content Management
Data Sheets, Whitepapers
Case Studies/Testimonials
Competitive Analysis
Market Share, Profitability
Brand Equity
Content Usage
Sales Operations
Build Reports & Dashboards
Monitor Sales Productivity
Data Management
Sales Forecasting
Territory Management
Sales Compensation
CRM
Proposal/CPQ
Sales Content Portal
Compensation Model
TCO/ROI Calculators
Sales Playbooks
% Quota Achieved
Sales Cost/Revenue Ratio
Incentive vs. Quota Ratio
Marketing Operations
Build Reports & Dashboards
Marketing Systems Admin
Data Management
Marketing Budgeting
Campaign Analysis
Lead Scoring & Nurturing
Buyer Personas
Customer Journey Map
Proposals, Presentations
Sales Qualified Leads
Cost Per Lead (CPL)
Cost of Acquisition (CAC)
CRM & Marketing Automation
Analytics & B.I.
Asset Mgmt. & MRM
Demand Generation
Lead Generation & Events
Branding & Social Media
Content Marketing
Advertising/Sponsorship
Lead Generation & Appointments
Tradeshows & Webinars
Marketing Automation/Email
Digital Asset Management
Event/Survey Management
How-To Guides
Research Reports
Webinars
Campaign ROI, Email Metrics
Marketing Qualified Leads
Contribution to Pipeline
Sales/Account Mgmt.
Customer Acquisition
Customer Retention
Up-sell/Cross Sell
Sales Process
Opportunity Management
Contact Management
CRM
Proposal/CPQ
Sales Content Portal
New Features/Ideas for R&D
Objection Responses
Sales Scripts
% Quota Achieved
Renewal Rate, Revenue
Opportunity Metrics
Human Resources
Staffing for Sales Enablement
Sales Training
Performance Management
Recruiting & Hiring
New Rep Onboarding
Performance & Firing
Job Descriptions
Quality Assurance/Coaching
Sales Training Manual
Avg. Time to Achieve Quota
% Unsuccessful Hires
# CV/Resume Submissions
HRIS
Learning Management System
LinkedIn & Job Websites
Sales Enablement Framework
Customer Support
Customer Service/Support
Identify Sales Opportunities
Customer Insight/Feedback
Helpdesk (phone support)
Email Support (case/ticket)
Online Community Requests
New Features/Ideas for R&D
Support Scripts
FAQs, SLA
Avg. Time to Resolution
% Escalations to Tier 2
Net Promoter Score (NPS)
Customer Support, Twitter
CRM, Order Management
Accounting/Billing/ERP

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Sales Enablement Framework

  • 1. TECHNOLOGY Senior Management ROLES RESPONSIBILITIES PROCESSES TECHNOLOGY CONTENT METRICS Revenue Accountability Staffing & Channel Management Reporting to CEO/Board Budgeting & Planning Performance Reviews & Coaching Recruitment & Retention CRM Business Intelligence MRM Thought Leadership Blog Webinar Presentations Conference Keynotes Revenue by Channel Customer Lifetime Value, NPS Return on Customer (ROC) Product Management New Product Development Create Sales Tools/Guides Messaging & Positioning Product Launch Win/Loss Analysis Competitive Analysis Product Mgmt. System Enterprise Feedback/Survey Content Management Data Sheets, Whitepapers Case Studies/Testimonials Competitive Analysis Market Share, Profitability Brand Equity Content Usage Sales Operations Build Reports & Dashboards Monitor Sales Productivity Data Management Sales Forecasting Territory Management Sales Compensation CRM Proposal/CPQ Sales Content Portal Compensation Model TCO/ROI Calculators Sales Playbooks % Quota Achieved Sales Cost/Revenue Ratio Incentive vs. Quota Ratio Marketing Operations Build Reports & Dashboards Marketing Systems Admin Data Management Marketing Budgeting Campaign Analysis Lead Scoring & Nurturing Buyer Personas Customer Journey Map Proposals, Presentations Sales Qualified Leads Cost Per Lead (CPL) Cost of Acquisition (CAC) CRM & Marketing Automation Analytics & B.I. Asset Mgmt. & MRM Demand Generation Lead Generation & Events Branding & Social Media Content Marketing Advertising/Sponsorship Lead Generation & Appointments Tradeshows & Webinars Marketing Automation/Email Digital Asset Management Event/Survey Management How-To Guides Research Reports Webinars Campaign ROI, Email Metrics Marketing Qualified Leads Contribution to Pipeline Sales/Account Mgmt. Customer Acquisition Customer Retention Up-sell/Cross Sell Sales Process Opportunity Management Contact Management CRM Proposal/CPQ Sales Content Portal New Features/Ideas for R&D Objection Responses Sales Scripts % Quota Achieved Renewal Rate, Revenue Opportunity Metrics Human Resources Staffing for Sales Enablement Sales Training Performance Management Recruiting & Hiring New Rep Onboarding Performance & Firing Job Descriptions Quality Assurance/Coaching Sales Training Manual Avg. Time to Achieve Quota % Unsuccessful Hires # CV/Resume Submissions HRIS Learning Management System LinkedIn & Job Websites Sales Enablement Framework Customer Support Customer Service/Support Identify Sales Opportunities Customer Insight/Feedback Helpdesk (phone support) Email Support (case/ticket) Online Community Requests New Features/Ideas for R&D Support Scripts FAQs, SLA Avg. Time to Resolution % Escalations to Tier 2 Net Promoter Score (NPS) Customer Support, Twitter CRM, Order Management Accounting/Billing/ERP