Guidelines by Role

Execution Guidelines
Sales Generalists

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Category	Type	Service Seller	SE	Acct Lead
Customer Discovery	Guideline	Ensure all Discovery questions you are responsible for are answered accurate and completely.*Remember this data impacts Wallet and Targeting Understand and leverage the Customer Discovery for greater business intelligence within account	Actively support the Account Lead in capturing accurate Customer Discovery	Ensure all Discovery questions you are responsible for are answered accurate and completely.*Remember this data impacts Wallet and Targeting Understand and leverage the Customer Discovery for greater business intelligence within account
	Support Tools	Customer Discovery Action required Notice from Leadership Global Transform the Business Tool		Customer Discovery Action required Notice from Leadership Global Transform the Business Tool
	Frequency	Initial at launch in May 2019; ongoing as customer changes occur, or Sector Leadership requests of sellers.
Wallet Review	Guideline	Analyze Share and Remaining Wallet Understand total opportunity per offer within each account as well as what has been captured to date and the remaining opportunity Align the appropriate service offerings to successfully migrate to new platforms/offerings	Understand account Wallet opportunities Ensure SFDC Pipeline opportunities properly reflect technology for EVERY account	Analyze Share and Remaining Wallet Understand total opportunity per offer within each account as well as what has been captured to date and the remaining opportunity Include Wallet as part of sales play planning team discussions Ensure SFDC Pipeline opportunities properly reflect technology for EVERY account
	Support Tools	Global Transform the Business Tool: Wallet Calculator		Global Transform the Business Tool: Wallet Calculator
	Frequency	Monthly	Weekly	Weekly
Play and Offer Target Identification	Guideline	Validate targeting Discuss account targeting results with account lead and SE Provide updates to logic as required	Understand the Plays and Offers targeted for your account Understand and validate technical adoption capability of Offer Targeting for account(s) with specialist Ensure included as part of sales play discussion and planning	Work with Arch PSS and Service Seller to understand what Plays and Offers are targeted for your account Understand and validate business process adoption capability of Offer Targeting for account(s) with specialist Ensure included as part of sales play discussion and planning
	Support Tools	Global Transform the Business - Executive Review, Offer Status by Account Global Transform the Business Executive Review, Customer Discovery Status
	Frequency	Initial FY19 launch with updates as required by Leadership	Initial FY19 launch with updates as required by Leadership	Initial FY19 launch with updates as required by Leadership
Play Execution & Tracking	Guideline	Attend trainings as required Work with account lead to execute against services aligned to targeted architecture offerings in assigned accounts Execute against targeted CX offers for assigned accounts Update Services Sales Engagement Status as required (end of fiscal wk 3)	Attend Playbook training and complete training required for targeted Plays Actively work with specialist teams to support and enable Play execution for targeted offers Review and align with specialist on current Sales Engagement Status	Attend Playbook training and complete training required for targeted Plays Actively work with specialist teams to support and enable Play execution for targeted offers Review and align with Arch and Service specialist on current Sales Engagement Status Update (Sales Engagement Status as required (end of fiscal wk 3)
	Support Tools	Digital Sales Playbooks Playbook Training Qtrly Training Priorities (aligned to offers) Global Transform the Business Leading Indicator Input GSI-Business Review Reports	Digital Sales Playbooks Playbook Training Qtrly Training Priorities (aligned to offers)	Digital Sales Playbooks Playbook Training Qtrly Training Priorities (aligned to offers) Global Transform the Business Leading Indicator Input GSI-Business Review Reports
	Frequency	Ongoing, Monthly
Executive Briefings	Guideline	Understand process and participate in customer CXO Briefings as appropriate		Plan and execute CXO Executive briefing yearly live or virtual Submit Briefing requests via SFDC for CXC events Plan and execute CXO briefing leveraging Industry agendas, Positioning Play Messaging, etcetera. Track final Customer CXO attendees and topics as required
	Support Tools	GSSI Customer CXO Briefing Training		GSSI Customer CXO Briefing Training IAP Template
	Frequency	Yearly
Inspection, Insight and Action	Guideline	Proactively identify and communicate insights and key learnings Actively participate in 1:1 with Svcs Leader and Account owner to discuss progress, challenges and recommended actions to improve	Understand current progress against targeted Plays/Offers Actively work with Arch and Service specialists and sales leadership to understand trends, progress, challenges and specific recommendations for improvement in account(s) Support team in driving recommended actions to improve
	Support Tools	Global Transform the Business - Executive Review-Performance by Offer	Global Transform the Business - Executive Review-Performance by Offer
	Frequency	Monthly
QBR	Guideline	Use QBR templates provided by leadership
	Support Tools	QBR Templates
	Frequency	N/A

Execution Guidelines
Architecture Sales Specialists

Category	Type	Arch Sales RMs	Arch Sales PSS
Customer Discovery	Guideline	Ensure timely and accurate completion by responsible team members	Ensure all Discovery questions you are responsible for are answered accurate and completely.*Remember this data impacts Wallet and Targeting Understand and leverage the Customer Discovery for greater business intelligence within account
	Support Tools	Customer Discovery Action required Notice from Leadership Global Transform the Business Executive Review, Customer Discovery Status
	Frequency	Initial at launch in May 2019; ongoing as customer changes occur, or Sector Leadership requests of sellers.
Wallet Review	Guideline	Understand your Sales resp level Architecture Wallet opportunities Inspect Wallet pipeline growth by arch, focus on potential commoditization risk, flag and advertise RISK of loss by opportunity Ensure proper engagement (Leading Indicator-SES) for Plays, Offers, CXLS and Svcs aligned to the Wallet opportunities.	Complete Discovery accurately and completely Analyze Share and Remaining Wallet Understand total opportunity per offer within each account as well as what has been captured to date and the remaining opportunity Ensure SFDC Pipeline opportunities properly reflect technology for EVERY account
	Support Tools	Global Transform the Business GSI-Business Review Reports	Global Transform the Business GSI-Business Review Reports
	Frequency	Monthly	Weekly
Play and Offer Target Identification	Guideline	Input & Validation of targeting logic with GSS Arch Leads Support importance of prioritized team execution via targeting Review targeting results with OD & RM team Actively participate in quarterly targeting reviews	Validate targeting information Discuss account targeting results with account lead and SE Provide updates to logic as required to GSS Arch Leads for Sector
	Support Tools	Global Transform the Business - Executive Review, Offer Status by Account Global Transform the Business Executive Review, Customer Discovery Status
	Frequency	Initial FY19 Launch Updates as required by Leadership	Initial FY19 Launch Updates as required by Leadership
Play Execution & Tracking	Guideline	Work with GSS Arch RM to deliver relevant Playbook training to specialist and field teams Ensure team execution of targeted offers Ensure timely, accurate SES updates by specialists (week 3 of fiscal month)	Attend required trainings Execute against targeted offers for assigned accounts Update Leading Indicators/Sales Engagement Status (SES) as required
	Support Tools	Digital Sales Playbooks Playbook Training Qtrly Training Priorities (aligned to offers) Global Transform the Business Executive Review, Leading Indicator Status Global Transform the Business - Executive Review-Performance by Offer
	Frequency	Monthly	Ongoing with Monthly minimum
Executive Briefings	Guideline	Understand process and Support Area customer CXO Briefings as appropriate	Understand process and participate in customer CXO Briefings as appropriate
	Support Tools	Customer CXO Briefing Training Executive Transform the Business Dashboard	Customer CXO Briefing/Discussion Guide Training
	Frequency	Monthly	Yearly
Inspection, Insight and Action	Guideline	Work with team to capture and share Area insights and key learnings Inspect PSS & Svc Seller progress, drive necessary tactical activities at OP and Region level w/actions required to progress Leverage Dashboard to meet with Sales OD/RM to discuss progress and opportunities for improvement Participate in monthly review sessions with Area Leadership to share learnings, discuss progress and plans to improve	Proactively identify and communicate insights and key learnings Actively participate in 1:1 with Arch Leader and Account owner to discuss progress, challenges and recommended actions to improve
	Support Tools	Global Transform the Business - Executive Review-Performance by Offer
	Frequency	Monthly
QBR	Guideline	Support Arch QBR development by working with Arch Dir to prepare QBR materials and provide context for rich dialogue by leveraging Area insights, learnings and specialist progress or challenges Participate in General Sales level QBR development by working with Area leadership to prepare QBR materials and provide context for rich dialogue by leveraging Area insights, learnings and specialist progress or challenges Engage in monthly review sessions with Area Leadership to actively capture QBR content	Proactively identify and communicate insights and key learnings Actively participate in 1:1 with Arch Leader and Account lead to discuss progress, challenges and recommended actions to improve
	Support Tools	Transform the Business Dashboard Global Transform the Business - Executive Review-Performance by Offer QBR Template	Transform the Business Dashboard Global Transform the Business - Executive Review-Performance by Offer
	Frequency	Quarterly	Monthly

Execution Guidelines
Sales Leadership

Customer Discovery	Guideline	Promote and support the importance of proactive, timely completion	Promote and ensure timely and accurate completion of Discovery by responsible team members	Promote and support the importance of proactive, timely completion	Ensure timely and accurate completion by responsible team members
	Support Tools	N/A	Customer Discovery Action required Notice from Leadership Global Transform the Business Executive Review, Customer Discovery Status
	Frequency	N/A	As Requested	Initial FY19 Launch Mid year update
Wallet Review	Guideline	Champion the impact of Wallet and hold OD team accountable to Remaining Wallet	Analyze Share and Remaining Wallet for your Area Inspect Wallet by architecture Work with Arch RMs to ensure teams understand and focus on Wallet opportunities Ensure proper engagement (Leading Indicator-SES) for Plays, Offers, CXLS/Services aligned to the Wallet opportunities	Analyze Share and Remaining Wallet for your Region Understand total opportunity per offer within each account as well as what has been captured to date and the remaining opportunity	Analyze Share and Remaining Wallet for your Region Understand total opportunity per offer within each account as well as what has been captured to date and the remaining opportunity Strategize with Acct Lead, Arch RMs, PSS and Svc Sellers to drive Wallet opportunities.
	Support Tools	GSI-Business Review Reports		GSI-Business Review Reports
	Frequency	Monthly
Play and Offer Target Identification	Guideline	Promote and support the importance of Offer Targeting	Understand and support importance of Offer targeting
	Support Tools	Global Transform the Business - Executive Review-Performance by Offer Global Transform the Business - Executive Review, Offer Status by Account
	Frequency	N/A	Initial FY19 , Updates as required
Play Execution & Tracking	Guideline	Promote and support the importance of Play Execution and timely SES updates	Reinforce importance of training priorities (Learning Maps, Playbook & Discussion Guide training) Support Play Execution for Targeted Offers Work with Arch RMs and Sales RMs to ensure timely Leading Indicator (SES) updates by respective Specialists Ensure Sales RMs hold Acct Leads responsible for timely SES updates as required
	Support Tools	N/A	Transform the Business Dashboard Global Transform the Business Executive Review, Leading Indicator Status Global Transform the Business - Executive Review-Performance by Offer
	Frequency	Quarterly	Monthly
Executive Briefings	Guideline	Promote and support importance of GSSI CXO Briefing approach across the area Set expectation & define requirement across all accounts to host a Customer CXO Briefing aligned to GSSI prescriptive approach. Participate in CXO Briefings as appropriate	Understand process and support GSSI CXO Briefing approach across the Area Ensure accounts meet Leadership requirements to host a Customer CXO Briefing aligned to GSSI prescriptive approach Participate in CXO Briefings as appropriate
	Support Tools	N/A	GSSI Customer CXO Briefing Training Transform the Business Dashboard
	Frequency	FY19 Launch, Ongoing	Monthly
Inspection, Insight and Action	Guideline	Promote and support the importance of Play insights and best practice sharing Understand Area trends, progress and behavioral inspection at summary level Participate in regular review sessions	Actively promote and support Area Forum to share insights and learnings Proactively review monthly dashboard, inspect teams, understand trends, progress and behaviors and coach to improve Host and participate in monthly review sessions with Arch Leads, using Dashboard to lead discussion		Inspect and ensure key deliverables completed on timely basis (Discovery, Leading Indicators, etc.)
	Support Tools	Transform the Business Dashboard	Transform the Business Dashboard Global Transform the Business - Executive Review-Performance by Offer		Transform the Business Dashboard Global Transform the Business Executive Review, Customer Discovery Status Global Transform the Business Executive Review, Leading Indicator Status SFDC Pipeline
	Frequency	Quarterly	Monthly
QBR	Guideline	Prepare and deliver Product and Services integrated Area QBR to Leadership Review Area specific Sales Play progress, trends, insights, and actions planned to improve moving forward in key areas Ensure only QBR template slides provided are included in final submission	Work with Arch leaders, Area leaders and available tools to identify and document Area progress, trends, insights and actions planned as part of QBR planning and dialogue Focus on the "why" behind areas of success or challenge and next steps Complete and include only the QBR template slides for final QBR submission Post final QBR document to box folder provided
	Support Tools	Transform the Business Dashboard Global Transform the Business - Executive Review-Performance by Offer QBR Template	Transform the Business Dashboard Global Transform the Business - Executive Review-Performance by Offer QBR Template
	Frequency	Quarterly