Sales Team Lead ServiceSource
THIS JOB HAS EXPIRED Role Description
The Team Lead role is expected to handle all aspects of sales performance for their allocated team. Reporting directly to an Account Manager or above, Team Leads are responsible for managing the sales quarter, achieving against internal and client sales targets and building and managing a strong and sustainable sales team. Performance categories include:
People Management: Effectively manage people to win as a team, meet or exceed performance expectations, and achieve long-term success within the organization
Sales/Pipeline Management: Ensure data integrity, quota attainment, achievement of all agreed internal and client sales metrics, and that territory reviews are conducted with each rep weekly.
Sales Coaching for Performance: Drive sales competency and performance through 1:1 coaching, development and certification.
Forecasting/Data Management: Accurately forecast monthly and quarterly sales performance
Demonstrates consistent usage of CRM, client systems and internal reports to identify and track quarterly opportunities for their team.
Create and maintain a detailed pipeline management plan containing key ServiceSource and client specific KPIs.
Set pacing targets by rep for all KPIs and hold reps accountable to remaining on pace.
Identify opportunities for conversion (multi-year renewals, co-terms, upsell, ELA, etc.)
Conduct territory reviews and create weekly sales campaigns for each rep.
Drive team quota achievement.
Stay up to date on all sales strategies, new service and product offerings.
Communicates to appropriate management timely. Keeps relevant stakeholders involved
People Management & Leadership:
Regularly provide straightforward and honest feedback and coaching.
Clearly set performance expectations and deliver constructive performance evaluations to Inside Sales Reps.
Ensure employees have personal development plans (PDP) in place. Identifies training needs.
Recognize and reward hard work which includes assisting with the creation of SPIF programs.
Actively manage poor performance utilizing the corrective action process.
Hire new team members by partnering with Talent Acquisition on interviewing recruitment efforts.
Champion operational initiatives and programs to move the team or company forward.
Coach all sales reps to drive increased sales performance and maintain coaching logs.
Build a culture of coaching and development.
Assess and certify all sales reps in agreed certification process.
Build sales development plans for all sales reps.
Coach sales reps to improve performance in the following areas:
HPS Sales Process
Key Sales Skills
Effective and accurate use of Forecasting Drill.
Maintain Forecast Drill logs.
Conduct top-down and bottoms-up forecast reviews
Quantify forecast upside potential and downside risk.
Maintain disciplined approach in making recommendations to AM for forecast adjustments.
Own forecast reports to client.
Understand the nature of the raw data and using independent judgment will manipulate the data as required
Import and export of data to Microsoft Dynamics CRM and Business Objects
Use account and contract knowledge to generate and reconcile invoices
Use their independent discretion will recommend territory opportunities for team
College degree, BA, BS preferred
2-4 yrs Sales Experience is a must
Candidate must have experience in Microsoft Office Suite with an emphasis on Excel, MS Access, and PowerPoint
Experience in Service, Renewal or Support Sales is a key advantage
ServiceSource offers an attractive competitive salary, bonus, equity and benefits package.
||Denver, CO |
THIS JOB HAS EXPIRED