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RoldanAVargas

2013AnnualPerformanceProcess2013

ReviewPeriod:04/01/201206/30/2013

EmployeeIdentification
Employee RoldanAVargas
Name:
EmployeeID: 1203365
PositionTitle: SalesRepresentative

Manager: RussellAKohr
Organization: 500.05.0130
Review 04/01/201206/30/2013
Period:

Overview
Instructions:
Thisformwillcompletetheevaluationprocess.Whenthisformiscompleted,theevaluationdataforthis
employeewillbecapturedfortherecordandwillnotchangeastheresultoforganizationaloranyother
changes.Thisinformationwillserveastheemployee'sperformancerecord.

AreasofStrengthandOpportunity
Instructions:
Thissectionprovidesanoverviewofthecommentsprovidedforareasofstrengthandopportunity.

EmployeeSelfAssessment PLAYINGTOWINQuickresponsetimeansweringcustomer'srequestsand
Strengths/Successes: qualifyingleadsSamedaycallingtocustomersrequestingquote,preparing
andsendingaddendumthedayrequested,respondstoquestions
accuratelyandgettingbacktothecustomerasquickasafewminutestoan
hour.Thisresultedinaquickturnaroundofopportunitiesfrominquiryto
close.TheresponseSPEEDwasappreciatedbythecustomerandresulted
inclosing48dealsonthefirst2quartersof2013asopposedtoclosing32
dealsfromthefirst2quartersoflastyear.Majorityofthosedealsareclosed
onthelastmonthofthequarterindoingso,Iwasabletoassistkeepingthe
smallerdealsofftheteam'stimeandenablingthemtofocusonlargerdeals.
RESULTSDRIVENDrivingresultsandincreasingtotalrevenuebypushing
backharderoncustomer'sdiscountrequestsANDquotingtheinitialpricefor
addonat10%higherthanlistpricethusavoidinggoingbelowthetarget
price.Thisgivesmegreaterflexibilityfordiscountingandavoidingrequests
fordiscountapproval.ThisresultedinincreasedAverageDealSizeof
$5,245AverageDealsSizeforthefirst2quartersof2013asopposedto
$3,755onthethefirst2quartersof2012..BybeingRESULTSDRIVEN,I
wasabletoclose$251,792worthofbusinessforthefirst2quartersof2013
asopposedtoclosing$120,160onthefirst2quartersof2012.Good
COLLABORATIONwiththeSystemEngineerbeforeandduringthe
demo.Providinggoodbackgroundinformationoncustomer'srequirements
onthequalificationcall(thecustomerinitiallycalledtheAccountManager
regardingtheExpensemodule)resultedinsuccessfullyclosingmyfirstB&P
dealin2013.Theclientwasconvincedthattheproductisthebestsolution
fortheirrequirementsandtheirfollowupquestionswasansweredby
coordinatingthematerialsneededandinsightsfromtheSupportteamand
ImplementationteamandwasassistedfromInsideSalesTeamon
processingtheopportunityinSFDC.TheCOLLABORATIONandteameffort
resultedinmyclosingthelargestBudgetingandPlanningAddonforthe
team2013YTD.Thehigherrevenuewasrealizedbypushingalarger
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trainingpackagenormallypurchasedforthedeal.
EmployeeSelfAssessment Gainadditionalexperienceinthecompletesalesprocessstartingfrom
Opportunitiesfor ProspectingtoQualification,Discovery,Demo,CloseandOnboarding
Development: developlargeropportunitiessoican.Becauseofthesmallopportunitydeal
size,lessthan10%ofmyopportunitiesrequiresademowiththesystem
engineer.Iusuallyprovidetherecordeddemoandcoordinatefollowup
questionandclose.Findadditionalandeffectivewaystopindowncustomer
implementation/purchasedatesforaddontobeabletoprovideamore
accurateClosedDate/pipelineforecast.(Curiosity).FindingwaysIcanbeof
furtherhelptotheteamandincreaseCOLLABORATION.Findwaysto
developleadsconsistentlyforDFEandProjectExecutionPackage.It's
possiblethatinthefuture,inincreasingmyrevenuetargets,Imaybetasked
sellingthosesolutionsandIwillneedtolearnhowtheteamissuccessfully
sellingthemtodayandagoodstartisformetogettingcuriousand
incrementallylearningtheskills(CURIOSITY)i.e.participatinginthe
individualcompanydemosandthescheduleddemo.
EmployeeSelfAssessment ContinueimprovingmyunderstandingofalltheaddonsolutionIamselling
ActionStepsfor bytakingthetimetoreadsomeoftheimportantmaterialsthatcanhelpin
Development: SharePointand/orwatchingtherecordeddemosatleastonceinquarter.
AttendtheDFEscheduleddemosatleastonceamonthandaskto
participateintheteam'sindividualdemogetabetterunderstandinghowthe
solutionispresented,whatspecificrequirementsareaddressed,observe
whatquestionsareaskedandhowitwasaddressed,howtheindividual
salesrepisengaged,theirlevelofparticipationandschedulingnextsteps.
Moreparticipationinteamactivities/meetingi.e.RPFAttendtheDeltek
iLearnprofessionalcoursesforpersonaldevelopmenti.e.presentationand
communicationcourses.
EmployeeSelfAssessment
Inspirations:
EmployeeSelfAssessment
Challenges:
ManagerAssessment Dan,Youdo"PlaytoWin"anddeliverwith"Speed".Considerthis:Inthis
Strengths/Successes: reviewperiod,fromApril2012thruJuly2013,you'vemanagedandsold110
separatetransactions.That'salot.Infact,thataveragesouttoalittleover7
dealspermonth,ormorethanoneperweek!Tobespecific:1.7salesper
week.AndtheTCVoverthose15monthsaddsuptojustshyofhalfamillion
dollars.That,isademonstrationofdeliveringresults...ofbeing"Results
Driven".Marchofthisyearalsosawyoumanageandcloseyourlargest
opportunitytodate.Yousold15seatsofBudgeting&PlanningtoHager
SharpinadealwithaTCVof$77,645.Asyououtlinedabove,this
opportunitydemandedmultipledemosandcoordinationwithmanysources
fromtheclienttoservicesandmore.Closingthisbusinessclearly
demonstratedyourabilityto"Collaborate"withkeyresources.And,asyou
expandedtheopportunitytoBudgeting&Planningandthenanexpanded
trainingoffering,youcertainlydemonstratedyoulookforresults.Specifically
to"Speed"foramoment:Acrossallyour110deals,youraveragedaysto
closewas36dayscomparedto61daysfortheentireteam.Nowgranted
youraveragedealsizewassmallerbutspeedisspeedandyou
demonstratedyoucaneffectivelyjugglemanyballsintheairand,byselling,
catchthem!
ManagerSelfAssessment You'vedemonstratedanabilitytoclosealargeopportunitysoasyou
Opportunitiesfor suggested,lookforopportunitiestodothatagain.Aswemovecloserot
Development: yearendandlaythegroundworkfor2014considerhowyoucouldexpand
yourroleandsellmoreproduct.Let'sconsidereffortsaroundKonaandeven
asegmentoftheGovConEssentialsmarket.Icanidentify,indeedmost
salespeoplecan,withyourdesiretoworktowardsbetterforecasting.Let's
continuetoworktothatendinourdiscussionsandworktolowerthe"push
counter"tiedtotheclosedatesofyouropportunities.Trytoimproveonyour
36dayaverageandgetitinthetwenties!Findadditionalandeffectiveways
topindowncustomerimplementation/purchasedatesforaddontobeable
toprovideamoreaccurateClosedDate/pipelineforecast.(Curiosity).See
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#3below.
ManagerAssessmentAction 1)LeadsfromSalesDevelopment>ImproveonClosingPercentage.First
StepsforDevelopment: Halfof2013SalesDevelopmentleadsreceived:11LeadsClosed:3
Percentage:27%GoalforSecondHalfof2013:Keepitthere!Indeedyour
closing%wasaboutthesame(25%)whenyoulookatalltheleadsyou've
receivedfromSalesDevelopmentinthisappraisalperiod(April2012thru
June2013).2)Prospecting>IncreaseEffortsandNumberofSelfGenerated
Opportunities.ReserveProspectingtimeinOutlookanddemonstrateeffort
andresultsinSalesforce.DiscussKonawhencallingourlegacycustomers.
Thatcanbeyour"callingcard"andleadtoKonasales(yours)orconversion
opportunities(youwouldtransfer).Goal:OneNewselfgeneratedactive
Opportunityperweek.3)Process>UseSalesforceeffectivelyaswellas
salesprocessdocumentsatyourdisposal.Continuetouseopenactivities,
stayingontopofnextstepsandmanagingaminimalnumberof"pastdue"
openactivities.Followcompanyprocedureandexpectationsastothe
recordingof"NextStep"fieldsonyouropportunities.Print,referto,anduse,
ournew&improvedSalesProcessdocument.4)Forecast>Thisisyour
territory.Starteachweekwithaweeklyforecastandknowwhatyou're
workingtoclosefortheweek.Foroneonones,bepreparedwithaforecast
forthequarterbymonth.Goal:Bringyourforecasttooneonones
highlightingthedealstogetthere.5)Kona>AssumeKona.PositionKonain
everyaddonopportunity.Useitinternally.Goal:SellKonain25%ofyour
addondeals.

OverallPerformance
Instructions:
Thissectionprovidesboththeselfratingandmanagerratingforoverallperformance.
Themanager'sfinalcommentsarenotedhere.
EmployeeSelfAssessment RockSolid
OverallPerformanceRating:
ManagerAssessment RockSolid
OverallPerformanceRating:
Manager'sFinalComments:

AcknowledgmentandComments
Instructions:
Theemployee'sacknowledgementandfinalcommentsarenotedhere.
Employee's
Acknowledgementof
Evaluation:
Employee'sFinalComments:

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