Transcript RACI Sales Role Mapping to Process Activities

RACI Sales Role Mapping to Process Activities
VALUE REALIZATION
Inside Sales
Outside Sales
Rep
Director of
Sales
Sales Manager
Customer
Service
Marketing
Finance
INDEX:
R – Responsible
A – Accountable
C – Consulted
I - Informed
Day-to-Day Issue
Resolution
Introduce Other
Resources
Determine Segment
Movement
Exception
Management
Support Customer
Train Customer
Implement Solution
Deal Approval
Resolve Concerns
Evaluate Alternatives
Search For
Information
Recognize Need
Relationship
Management
For specific opportunity and Account-wide
For specific opportunity
Lead Generation
Strategic Account
Planning
Key Influence
Mapping
Activity
Account Discovery
Account-wide/ Across opportunities
Role
DELIVERY AND
SUPPORT
OPPORTUNITY MANAGEMENT
Renew Contact
RELATIONSHIP
MANAGEMENT
Process Step