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F4S / SALES EXECUTION - Enablement

Plan: Build your strategy into actions to achieve/exceed revenue targets Sell: Execute your plan, successfully close your deals Manage: Measure and monitor your sales business
Plan Sell Manage

Account Planning Territory Planning Demand Generation Deal Execution: Forecasting Pipeline Health Sales Performance
Account Planning Territory Planning Sales Plays Overview Deal Execution Intro Deal Execution Key Management Management
One Pager One Pager Training: eLearning Harmony Deal Video (3:35) Messages (2:30) Forecast Tools Pipeline Health Announcing the
Account Planning Territory Planning What are SAP Sales Manager (37:05) Franchise Sales Deal Execution Summary Management (20:00 2017 ICM
Management 2017 Process (19:51) Plays? eLearning Harmony Insight for Methodology Overview (20:26) ) Dashboard (19:00)
Account Planning Building a robust the Account Deal Manager 8c Lead Handover 2017 Sales Process Pipeline Health Sales Performance
Kickoff and Territory Planning Pipeline (Pipeline Executive (40:00) Mobile App (2:48) (7:44) Summary Manager Management (11:00
Exploration Process Tool for Sales Creation) (6:19) Qualify Progress Close Overview (7:38) )
Account Planning Executives (38:26) Practice Overview Practice Overview Practice Overview Pipeline Health Sales Management
Ideas and Insights Effective Clustering: Summary Summary Summary Verbal Entry Manager Cadence (9:00)
Process Organize your Lead Process Introduction (9:42) Sales Performance
Responsibilities
Final Account territory into Handover (7:44) Deal Review (10:18) Close Plan Progress Pipeline Health Cockpit (SPeCo)
Check (8:00)
Planning Process meaningful Deal Qualification - Building effective Manager (43:29) Demo (21:00
Steps structures (9:32) 8 Criteria (17:02) close plans (13:50) Negotiate a better Forecast Category How to get Quota
For more 360 Advanced Deal Qualification Deal Progression in deal (MOOC - Cheat Sheet Credit - Introducing
OpenSAP)
information check Reporting (31:28) Board (13:35) Action (VLC) ICM (14:03)
out the Account For more Scoping & Negotiation in Forecast Hygiene
Planning Jam Site information check Deal Qualification in Sizing (12:27) Action (VLC) for Sales
out the Territory Action (VLC) Discounting & Discounting & Executives (11:00)
Planning Jam Site DQ Board Practice Structuring (18:42) Structuring (18:42)
Overview
Forecast Review
DQ PCSM Practice Checklist (7:00)
Overview
DQ Opp. Owner
Practice Overview Forecast Category
Link to F2S Enablement Jam: Franchise 4 Qualify4Success Guide (7:30)
Success for MP/GADs and AE's: Plan, Sell, Converse like a
and Manage Challenger How to attach
opportunities via
Predict Your
Success By Scoring linkage in
Your Deals CRM (6:00)
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License Orientation
(10:25)