Annexure F

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F: Schedule of Sales and Communication Policy – Reporting KPIs

Sales / Comm. Policy Team(s) Responsible Ownership/Approvers Deliverable Report Frequency
Manage Opportunity:Regional Meetings:
1. Weekly Sales / Pre-sales meetings:
2. Bid / No Bid Decisions3. Opptys > USD200K to go to DRB
Regional Sales / Pre-Sales teamsRegional Sales Head / VP Sales Regional Sales Head / VP Sales / VP Technologies
– Regional Sales / VP Sales approvesDeal Review Board team
– COO approves
Regional Excel Sheets listing (regional sales):- details of opptys
– participating team(s) names
– outcome of those meetingsSubmit the sheets with Compliance dept.
On or before 5th of every month.
Monthly
Generate Proposals1. No. of pre-sales activities performed2. No. of proposals (technical + pricing sheets) done3. Opptys > USD200K to go to Fin. Board. Regional Pre-sales teamsRegional Pre-sales teamsRegional Sales Head / VP Sales Regional pre-sales head / VP TechnologiesRegional pre-sales head / VP TechnologiesFinancial Board
– COO / GM Finance approves
Regional Excel Sheets listing (regional pre-sales):- details of opptys for pre-sales / proposals
– participating team(s) names
– outcome of those OpptysSubmit the sheets with Compliance dept.
On or before 5th of every month.
Monthly
Close SalesClose Sales ApprovalsOpptys > USD200K to go to DRB Regional Sales Head / VP SalesRegional Sales Head / VP Sales Regional Sales Head / VP SalesDeal Review Board
– COO approves
Regional Excel Sheets listing (regional sales):- details of opptys for pre-sales / proposals
– participating team(s) names
– outcome of those OpptysSubmit the sheets with Compliance dept.
On or before 5th of every month.
Monthly
Pipeline / Forecast Management CallsOpptys > 70%Business Units Review Regional Sales TeamsBusiness Units Teams Regional Sales Heads / VP SalesRespective BM / VP Technologies Regional Excel Sheets listing (regional sales and Pre-sales):Review of Opptys > 70% & Action Plan.Review of Regional Products sales / Action PlanSubmit the sheets with Compliance dept.
On or before 5th of every month.
Twice a Month
Quarterly Reviews:SalesBusiness Units Regional Sales TeamsBusiness Units Teams VP SalesVP Technologies Quarterly report of regional sales – projected vs. actual.Quarterly report of regional business unit sales – projected vs. actualSubmit the sheets with Compliance dept.
(On or before 10th of the first month of a new quarter)
Quarterly