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01   Executive           04   Demand             09   Hiring &            21   Sales              44   Technology &        51   Resources          55   Directory
                                                                                  Sales
                                 Demand
                                                         Hiring &
                                                                                                           Technology &
        Executive
                                                                                                                                   Resources
                                                                                                                                                            Directory
                                                         Training
                                                                                  Management
                                 Generation
        Summary
                                                                                                          Experimentation
                                                                                                           Experimentation
                                                                                  Management
                                 Generation
                                                         Training
        Summary
       Sales Management: Coaches Corner – Individual
                                                                                         Call Listening with Agents
                                                                                         Every month, the Sales Manager will conduct one on
                                                                                         one coaching sessions with the BPA. During these
                                                                                         sessions, the Sales Manager and BPA will listen to and
                                                                                         review several calls together. In these coaching sessions,

                                                                                         it is important for the BPA to do most of the talking (the
                                                                                         Sales Manager’s job here, is to ask guiding questions

                                                                                         that help the BPA reflect on their approach and overall
                                                                                         conversation structure, successes and challenges -
                                                                                         80-20% rule). These sessions will result in both parties

                                                                                         verbally agreeing to any necessary next steps or
                                                                                         follow-up actions.


                                                                                         Performance Improvement Plan


                                                                                         New BPAs have two Key Performance Indicators:
                                                                                         qualified opportunities and potential revenue.  All new
                                                                                         hires and BPAs must exceed the KPI goals within a

                                                                                         defined timeline, both of which will be outlined by                                Confidential. For Microsoft Office 365 Internal and Channel Partner use only.
                                                                                         management.  The Performance Improvement Plan, or

                                                                                         PIP, is used to document these goals and provide
                                                                                         direction and an action plan to assist BPAs in meeting
                                                                                         their goals.







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