# | 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 | _ |
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 |
Last update 31-Jul-198 by ABS.