SOP for Sales Account Executives | Scribe

    SOP for Sales Account Executives

    Standard Operating Procedure (SOP) for Sales Account Executives


    - Aim to achieve 500 points per week during AE onboarding Week 3 - 13.

    - An Excel spreadsheet will be provided in SharePoint until the process is automated in Salesforce.

    - Every Friday afternoon, your weekly total points will be reviewed and shared with your manager.

    Key Performance Indicators (KPIs)

    To measure your sales performance, we recommend tracking the following KPIs:

    - Number of calls made per day/week/month

    - Number of emails sent per day/week/month

    - Meetings booked

    - Demos attended and shadowed

    By using these KPIs, sales account executives can have a clear understanding of their performance and progress towards building their pipeline to equal 4x their monthly quota. Regularly reviewing and analyzing these metrics can help identify areas for improvement and take targeted actions to achieve sales targets.

    Week 3-13 Sales Activity Points

    - Outbound Calls (avg): 1 point

    - Outbound Emails (avg): 1 point

    - Conversations w/Decision Makers: 5 points

    - Connections w/Decision Makers (LinkedIn, any social platform): 5 points

    - Meeting Booked: 10 points

    - Discovery Call-Self Led: 25 points

    - Discovery Call-Mentor Led: 20 points

    - Demo- Peer/Mentor Shadow: 15 points

    - Demo-Meeting Booked: 10 points

    - Demo- Self Led: 25 points

    - Demo-Mentor Led: 20 points

    - Close Won Deals: 25 points

    Weekly Goal Total

    The target for each week is to achieve a total of 500 points.

    Recommended KPIs for Building Pipeline

    To help sales account executives build their pipeline to equal 4x their monthly quota each month, it is important to establish key performance indicators (KPIs) that align with this goal. Here are some recommended KPIs that can be used to track and measure their progress in SFDC:

    1. Prospect Outreach:

    - Measure the number of new prospects contacted monthly.

    - Break it down into sub-KPIs like cold calls made, emails sent, or meetings scheduled with potential clients.

    - Setting targets for prospect outreach ensures a consistent pipeline of potential new accounts.

    2. Conversion Rate:

    - Measure the percentage of prospects who become paying customers.

    - Calculate by dividing the number of new accounts closed by the number of prospects engaged.

    - Tracking the conversion rate helps identify areas for improvement in the sales process and optimize strategies for higher success rates.

    3. Sales Pipeline:

    - Measure the number of potential accounts at various stages in the sales process in SFDC.

    - Monitoring the size and health of the sales pipeline helps identify potential bottlenecks and take proactive steps to move prospects through the pipeline more efficiently.

    4. Average Deal Size:

    - Measure the average value of each closed account.

    - Tracking the average deal size provides insights into the most valuable accounts, helping prioritize efforts and focus on pursuing higher-value opportunities.

    5. Time-to-Close:

    - Measure the average amount of time it takes to close a new account from the initial contact.

    - Tracking the time-to-close helps identify bottlenecks or delays in the sales process, enabling streamlining and expediting activities.

    By monitoring these KPIs, you can evaluate your outreach efforts, identify areas for improvement, and take targeted actions to achieve your sales targets.

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