Dover Pacific Sales Database Procedures

DRAFT

Setup Work

Operational Procedures

Schema

# field old name description legal values
1. category n/a general category of contact Dover
prospect
partner
vendor
resource
other
2. rep n/a primary sales rep working this account Rick
Rod
Tom
3. ranking n/a Dover's code for ranking sales process 0 - Not Qualified
1 - Lead
2 - Suspect
3 - Prospect
4 - Short List
5a - Acceptance
5b - Pricing
6 - Contracts
7 - Customer
Y - Bought Something Else
Z - Sleeper
4. role n/a role in the sales process A - Advocate
C - Coach
D - Decision Maker
R - Recommender
5. forecast amount n/a revenue expected in the next 90 days if we win this business dollar amount in K, no dollar sign ($) or commas, just digits
6. probability n/a per cent probability of the forecast amount closing this month two digits
7. upside amount n/a revenue expected in the next year if all goes well dollar amount in K, no dollar sign ($) or commas, just digits
8. problem n/a what problem are they trying to solve? free form text
9. current solution n/a how are they doing call center & web direct marketing now? free form text
10. competition n/a what else might they spend their money on to solve the problem homegrown
contractor
Avexis
Open Market
Open Orders
Cold Fusion
Silver Stream
11. partner - accounting n/a accounting s/w to i/f to PeopleSoft
???
TBD
12. partner - inventory n/a inventory s/w to i/f to Radio beacon
???
TBD
13. partner - shipping n/a shipping/mainfest s/w to i/f to Tan Data
Clipper Ship
Arista
Pitney Bowes
TBD
14. partner - other 1 n/a other s/w to i/f to _
15. partner - other 2 n/a other s/w to i/f to _
16. partner - consulting n/a who will do the work _
17. lead source n/a where did we get this lead? call-in
drive-by
found on web
list
18. driving directions n/a how to find their place free form text
19. directory assistance for company n/a phone number to call to get employee phone numbers _

Notes

If we don't know the answer, leave the field blank. If the customer doesn't know the answer, i.e., hasn't decided yet, put TBD (To Be Determined).

The purpose of the role field is to capture data related to a sales methodology described in Solution Selling (???). Since we have a new VP of Sales coming on board soon, this needs to be flexible in case he or she has a favorite methodology that needs to be reflected in the database.

role description
A - Advocate insider at the acount who will "go to bat" for us
C - Coach understands the business practices and needs of the account and wants to see us succeed in it -- they will advise us on the sales strategy
D - Decision Maker has the power to say yes ("signs the checks"), but may be somewhat removed from decision making process
R - Recommender has the power to say no, either alone or in a group of Recommenders

Outstanding Issues


Last update 31-Jul-198 by ABS.