1. Key Account Sales Methodology
Effective March 2008

2. Project Life Cycle Validating New lead Lost Proposing Close Winning
Testing
Negotiating
Winning
Close
Lost
Terminated
(10%)
(25%)
(50%)
(75%)
(100%)

3. Overview of “KA Sales Methodology”
To be used by Key Account Sales Force (KASF)
Register and track direct business project-based Opportunities through the entire sales cycle
New Sales Stages & Probability % values
Sales Stages matched to equivalent Probability %
Default Probability % can be overwritten
Revenue and Close Date must be maintained

4. “KA Sales Methodology” and Sales Stages
Chart below shows Sales Stages and default “Probability %” and “Status” for each Sales Stage
Sales Stage
Probability %
Description
Status
01.New Lead
10%
New lead found by KASF, or passed from DMF or CCR
Accepted
02.Validating
Confirming request, gather information on needs and competition, prepare proposal
03.Proposing/Quoting
25%
Providing proposal and/or quotation
04.Testing
50%
Testing product, resolving problems
05.Negotiating
Testing passed. Negotiations on price, delievery, service, or other items
06.Waiting for PO/Approval
75%
Waiting for customer to approve proposal/quote, still waiting for PO
07.Won-PO input in SAP
100%
PO received and entered into ERP
Won
08.Won-Shipped
Project won, shipment completed
09.Lost 0%
Lost, requires "Reason" code
Lost
10.Terminated
Project expired, no chance in future

5. obsoleteFunnel Sales Methodology
Current Funnel records will be changed to new values per the chart below
Current
will be changed to:
obsoleteFunnel Sales Methodology
KA Sales Methodology
Sales Stage
Probability %
10%-Qualifying new lead
10%
01.New Lead
25%-On Hold
25%
25%-Sent Quotation/Proposal
03.Proposing/Quoting
50%-Testing/Eval/Demo
50%
04.Testing
75%-Pricing/Project Finalization
75%
05.Negotiating
75%-Waiting for PO
06.Waiting for PO/Approval
90%-Ongoing Flow Business
90%
07.Won-PO input in SAP
100%
100%-PO Received / Project Shipping
0%-Won - Shipment Complete 0%
08.Won-Shipped
0%-Lost
09.Lost
0%- Cancelled
10.Terminated

6. Required Fields in Opportunity
There are only 6 fields required (minimum) to create a KA Sales Methodology Opportunity

7. Minimum Required Fields in Opportunity
Field Name
Description
Project Name
Brief unique name, eg. "Automatic Door HMI & Control"
Channel
must be "KASF"
Sales Stage
pick from List of Values
Probability
linked to Sales Stage, can be overwritten
At least "Quantity X PN" of project, showing main Product of project, e.g. "6 x ADAM-4017+"
Revenue
Estimate of total Opportunity value in USD
Close Date
Estimated date when PO is expected, must be in future for all Open Opportunities

8. Automatically Inherited Fields in Opportunity
Always open the Account record, then create the new Opportunity within that Account
When creating Opportunity within an Account record, these fields are filled in by “inheriting” Account info

9. Product Forecast; no change to current process
All open “KA Sales Methodology” Opportunities >=75% Probability must have Product Forecast data

10. Set your default “Sales Methodology”
Click on Site Map, open “Price List Sales Methodology:

11. Set your default “Sales Methodology”
Choose “KA Sales Methodology”, and then click “Save”
Once default is set, all new Opportunities you create will be under the “KA Sales Methodology”

12. New Reporting processes put in place
Regular weekly reports are generated based on Siebel & eManager data
Quota & Achievement figures come from eManager
All other data based on Siebel Opportunities
Critical data is “Revenue” and “Close Date”
Reports distributed via to individual Sales, Managers, and RBU Heads
Report discrepancies to CRM Power User and your manager via

13. Reports - Reports Schedule and Recipients
HQ Sector Head
Report Of
RBU Sector
Sales Manager
RBU Sector Sales Manager
RBU Country Sales Manager
Report of
First Line Sales Manager
RBU Sector Sales Manager
First Line Sales Manager
First Line Sales Manager
Report of
Sales Rep.
Sales Rep.
Blue Monday
Challenge Wednesday
Happy Friday

14. Reports - Report of Sales Representative
Purpose: For Sales Rep. to review his/her work.
Personal Performance Forecast for THREE months. (From current month, both Project and Regular)
Based on “Revenue” & “Close Date”
Planned to close cases (Opportunities) of current month.
Based on “Close Date”
Big Deal list (e.g. amount > 50,000)
Based on “Revenue”
Activities of last (passed) week.
All Activities recorded by Primary KA employee
Planned Activities of this (current) week.
Key Account without Activity in 30 days. (monthly)
Unclosed cases list in past three months.
Based on past “Close Date” and “Sales Stage”
Overdue cases list, in Annual base. (reach 50% and longer then 3 months)
Based on past “Close Date” and “Probability %”
Accuracy of Forecast (First week forecast against monthly achievement)

15. Reports - Report of First Line Sales Manager
Purpose: For First Line Sales Manager to review performance with his/her subordinates.
My Team Performance Forecast for THREE months. (From current month , both Project and Regular)
My Team Opportunities (>=50,000), this month.
Big Deal list with amount > 50,000, for next two months.
Key Account without Activity in 30 days.
Unclosed cases list (>=50,000) in past three months.
Abnormal Opportunity (to be closed in 7 days).

16. Reports - Report of RBU Sector Sales Manager
Purpose: For RBU Sector Sales Manager to review performance by team.
My Team Performance Forecast for THREE months. (From current month , both Project and Regular)
My Team Opportunities (>=50,000), this month.
Big Deal list with amount > 50,000, for next two months.
Unclosed cases list (>=50,000) in past three months.

17. Reports – Monthly Report for Managers
Purpose: Provide Overall analysis of sales force.
YTD lost analysis
Average case close duration
Percentage of Total Amount of Opportunity/ Total Achievement/ Quotation in quarterly base.
Number of Opportunity in each Sales Stage
Amount of Opportunity in each Sales Stage