3/12/2015 PrintPreview

https://deltekitm.authoria.net/printPreviewAssessmentsFormAction.action?checkedItemIDs=BD108FF2651943729D7AE2FBB0EA6C11false 1/3

ReviewPeriod:04/01/201206/30/2013

RoldanAVargas

1203365

SalesRepresentative

RussellAKohr

500.05.0130

04/01/201206/30/2013

Manager:

Organization:

ReviewPeriod:

PLAYINGTOWINQuickresponsetimeansweringcustomer'srequestsandqualifyingleadsSamedaycallingtocustomersrequestingquote,preparingandsendingaddendumthedayrequested,respondstoquestionsaccuratelyandgettingbacktothecustomerasquickasafewminutestoanhour.Thisresultedinaquickturnaroundofopportunitiesfrominquirytoclose.TheresponseSPEEDwasappreciatedbythecustomerandresultedinclosing48dealsonthefirst2quartersof2013asopposedtoclosing32dealsfromthefirst2quartersoflastyear.Majorityofthosedealsareclosedonthelastmonthofthequarterindoingso,Iwasabletoassistkeepingthesmallerdealsofftheteam'stimeandenablingthemtofocusonlargerdeals.RESULTSDRIVENDrivingresultsandincreasingtotalrevenuebypushingbackharderoncustomer'sdiscountrequestsANDquotingtheinitialpriceforaddonat10%higherthanlistpricethusavoidinggoingbelowthetargetprice.Thisgivesmegreaterflexibilityfordiscountingandavoidingrequestsfordiscountapproval.ThisresultedinincreasedAverageDealSizeof$5,245AverageDealsSizeforthefirst2quartersof2013asopposedto$3,755onthethefirst2quartersof2012..BybeingRESULTSDRIVEN,Iwasabletoclose$251,792worthofbusinessforthefirst2quartersof2013asopposedtoclosing$120,160onthefirst2quartersof2012.GoodCOLLABORATIONwiththeSystemEngineerbeforeandduringthedemo.Providinggoodbackgroundinformationoncustomer'srequirementsonthequalificationcall(thecustomerinitiallycalledtheAccountManagerregardingtheExpensemodule)resultedinsuccessfullyclosingmyfirstB&Pdealin2013.TheclientwasconvincedthattheproductisthebestsolutionfortheirrequirementsandtheirfollowupquestionswasansweredbycoordinatingthematerialsneededandinsightsfromtheSupportteamandImplementationteamandwasassistedfromInsideSalesTeamonprocessingtheopportunityinSFDC.TheCOLLABORATIONandteameffortresultedinmyclosingthelargestBudgetingandPlanningAddonfortheteam2013YTD.Thehigherrevenuewasrealizedbypushingalarger

March12,20154:03:27AMWST

RoldanAVargas 2013AnnualPerformanceProcess2013

EmployeeIdentification

EmployeeName:

EmployeeID:

PositionTitle:

OverviewInstructions:

Thisformwillcompletetheevaluationprocess.Whenthisformiscompleted,theevaluationdataforthisemployeewillbecapturedfortherecordandwillnotchangeastheresultoforganizationaloranyotherchanges.Thisinformationwillserveastheemployee'sperformancerecord.

AreasofStrengthandOpportunityInstructions:

Thissectionprovidesanoverviewofthecommentsprovidedforareasofstrengthandopportunity.

EmployeeSelfAssessmentStrengths/Successes:

3/12/2015 PrintPreview

https://deltekitm.authoria.net/printPreviewAssessmentsFormAction.action?checkedItemIDs=BD108FF2651943729D7AE2FBB0EA6C11false 2/3

trainingpackagenormallypurchasedforthedeal.

GainadditionalexperienceinthecompletesalesprocessstartingfromProspectingtoQualification,Discovery,Demo,CloseandOnboardingdeveloplargeropportunitiessoican.Becauseofthesmallopportunitydealsize,lessthan10%ofmyopportunitiesrequiresademowiththesystemengineer.Iusuallyprovidetherecordeddemoandcoordinatefollowupquestionandclose.Findadditionalandeffectivewaystopindowncustomerimplementation/purchasedatesforaddontobeabletoprovideamoreaccurateClosedDate/pipelineforecast.(Curiosity).FindingwaysIcanbeoffurtherhelptotheteamandincreaseCOLLABORATION.FindwaystodevelopleadsconsistentlyforDFEandProjectExecutionPackage.It'spossiblethatinthefuture,inincreasingmyrevenuetargets,ImaybetaskedsellingthosesolutionsandIwillneedtolearnhowtheteamissuccessfullysellingthemtodayandagoodstartisformetogettingcuriousandincrementallylearningtheskills(CURIOSITY)i.e.participatingintheindividualcompanydemosandthescheduleddemo.

ContinueimprovingmyunderstandingofalltheaddonsolutionIamsellingbytakingthetimetoreadsomeoftheimportantmaterialsthatcanhelpinSharePointand/orwatchingtherecordeddemosatleastonceinquarter.AttendtheDFEscheduleddemosatleastonceamonthandasktoparticipateintheteam'sindividualdemogetabetterunderstandinghowthesolutionispresented,whatspecificrequirementsareaddressed,observewhatquestionsareaskedandhowitwasaddressed,howtheindividualsalesrepisengaged,theirlevelofparticipationandschedulingnextsteps.Moreparticipationinteamactivities/meetingi.e.RPFAttendtheDeltekiLearnprofessionalcoursesforpersonaldevelopmenti.e.presentationandcommunicationcourses.

Dan,Youdo"PlaytoWin"anddeliverwith"Speed".Considerthis:Inthisreviewperiod,fromApril2012thruJuly2013,you'vemanagedandsold110separatetransactions.That'salot.Infact,thataveragesouttoalittleover7dealspermonth,ormorethanoneperweek!Tobespecific:1.7salesperweek.AndtheTCVoverthose15monthsaddsuptojustshyofhalfamilliondollars.That,isademonstrationofdeliveringresults...ofbeing"ResultsDriven".Marchofthisyearalsosawyoumanageandcloseyourlargestopportunitytodate.Yousold15seatsofBudgeting&PlanningtoHagerSharpinadealwithaTCVof$77,645.Asyououtlinedabove,thisopportunitydemandedmultipledemosandcoordinationwithmanysourcesfromtheclienttoservicesandmore.Closingthisbusinessclearlydemonstratedyourabilityto"Collaborate"withkeyresources.And,asyouexpandedtheopportunitytoBudgeting&Planningandthenanexpandedtrainingoffering,youcertainlydemonstratedyoulookforresults.Specificallyto"Speed"foramoment:Acrossallyour110deals,youraveragedaystoclosewas36dayscomparedto61daysfortheentireteam.Nowgrantedyouraveragedealsizewassmallerbutspeedisspeedandyoudemonstratedyoucaneffectivelyjugglemanyballsintheairand,byselling,catchthem!

You'vedemonstratedanabilitytoclosealargeopportunitysoasyousuggested,lookforopportunitiestodothatagain.Aswemovecloserotyearendandlaythegroundworkfor2014considerhowyoucouldexpandyourroleandsellmoreproduct.Let'sconsidereffortsaroundKonaandevenasegmentoftheGovConEssentialsmarket.Icanidentify,indeedmostsalespeoplecan,withyourdesiretoworktowardsbetterforecasting.Let'scontinuetoworktothatendinourdiscussionsandworktolowerthe"pushcounter"tiedtotheclosedatesofyouropportunities.Trytoimproveonyour36dayaverageandgetitinthetwenties!Findadditionalandeffectivewaystopindowncustomerimplementation/purchasedatesforaddontobeabletoprovideamoreaccurateClosedDate/pipelineforecast.(Curiosity).See

EmployeeSelfAssessmentOpportunitiesfor

Development:

EmployeeSelfAssessmentActionStepsforDevelopment:

EmployeeSelfAssessmentInspirations:

EmployeeSelfAssessmentChallenges:

ManagerAssessmentStrengths/Successes:

ManagerSelfAssessmentOpportunitiesfor

Development:

3/12/2015 PrintPreview

https://deltekitm.authoria.net/printPreviewAssessmentsFormAction.action?checkedItemIDs=BD108FF2651943729D7AE2FBB0EA6C11false 3/3

#3below.

1)LeadsfromSalesDevelopment>ImproveonClosingPercentage.FirstHalfof2013SalesDevelopmentleadsreceived:11LeadsClosed:3Percentage:27%GoalforSecondHalfof2013:Keepitthere!Indeedyourclosing%wasaboutthesame(25%)whenyoulookatalltheleadsyou'vereceivedfromSalesDevelopmentinthisappraisalperiod(April2012thruJune2013).2)Prospecting>IncreaseEffortsandNumberofSelfGeneratedOpportunities.ReserveProspectingtimeinOutlookanddemonstrateeffortandresultsinSalesforce.DiscussKonawhencallingourlegacycustomers.Thatcanbeyour"callingcard"andleadtoKonasales(yours)orconversionopportunities(youwouldtransfer).Goal:OneNewselfgeneratedactiveOpportunityperweek.3)Process>UseSalesforceeffectivelyaswellassalesprocessdocumentsatyourdisposal.Continuetouseopenactivities,stayingontopofnextstepsandmanagingaminimalnumberof"pastdue"openactivities.Followcompanyprocedureandexpectationsastotherecordingof"NextStep"fieldsonyouropportunities.Print,referto,anduse,ournew&improvedSalesProcessdocument.4)Forecast>Thisisyourterritory.Starteachweekwithaweeklyforecastandknowwhatyou'reworkingtoclosefortheweek.Foroneonones,bepreparedwithaforecastforthequarterbymonth.Goal:Bringyourforecasttooneononeshighlightingthedealstogetthere.5)Kona>AssumeKona.PositionKonaineveryaddonopportunity.Useitinternally.Goal:SellKonain25%ofyouraddondeals.

RockSolid

RockSolid

ManagerAssessmentActionStepsforDevelopment:

OverallPerformanceInstructions:

Thissectionprovidesboththeselfratingandmanagerratingforoverallperformance.Themanager'sfinalcommentsarenotedhere.

EmployeeSelfAssessmentOverallPerformanceRating:

ManagerAssessmentOverallPerformanceRating:

Manager'sFinalComments:

AcknowledgmentandCommentsInstructions:

Theemployee'sacknowledgementandfinalcommentsarenotedhere.

Employee'sAcknowledgementof

Evaluation:

Employee'sFinalComments: