Stage View |
Demand Generation
Prospect
Qualify
Develop
Solution
Proof
Close
Deploy
Support
Establish and t...
Identify, meet,...
Confirm that po...
Identify proced...
Determine resou...
Evaluate and se...
Validate or neg...
Establish oppor...
Develop opportu...
Develop evaluat...
Validate evalua...
Propose evaluat...
Confirm verifia...
Key Step:
| Establish Opportunity V-Team
Rationale:
| An effective opportunity V-Team is crucial to the sales success. Once the initial V-Team members have been selected, the most effective teams formally clarify team roles, responsibilities, and cooperating norms.
| Guidance:
There are three major steps in establishing an opportunity V-Team: Select the right team members Detailed guidance coming soon Clarify team roles and responsibilities Detailed guidance coming soon Define team operating norms Formally establishing V-Team operating standards helps make the team more efficient and reduces potential for conflict. The following three tools have been developed to help you accomplish this: V-Team Operating Agreement Tool The V-team Operating Agreement Tool includes a template that enables the V-Team to formally define working principles and clarify how the team will: · Communicate (i.e., Communication Planning Tool) · Resolve conflict · Manage resources · Make key decisions · Integrate new team members · Transition departing team members Communication Planning Tool The Communication Planning Tool includes a template that helps the V-Team clearly define how and when it will use different tools and meetings to communicate. The tool enables more effective communications planning, significantly increasing the productivity of the entire V-Team. Meeting Planning Tool The Meeting Planning Tool includes a template that helps all V-Team members plan effective meetings. This job aid 1) helps meeting attendees understand meeting roles and responsibilities and 2) facilitates the creation of meeting summaries.
Samples & Templates:
Documents for this Key Step include: |
| Communication Planning Tool |  |
| Meeting Planning Tool |  |
| V-Team Operating Agreement Tool |  |
Links: