Sales operations & effectiveness charter DRAFT Sales operations & effectiveness charter Version 1.0 XXXX XX, 2016

preface This Sales Operations & Effectiveness Charter is a working draft Rapid iteration of this draft will provide the basis for roll-out to the organization in a cadenced and audience specific manner: Executive Leadership Sales Leaders Functional Heads Finance, Marketing, Services, Pre-Sales, IT, Product, Customer Services Field Sales

Section #1: Sales Ops Charter

Sales operations charter This Sales Ops & Effectiveness Charter defines the mission, objectives, and deliverables for the team. With the Charter, Sales Operations will: Clearly communicate their purpose to the organization and what the organization can expect from Sales Operations Avoid cross-functional duplication or conflict Communicate and Execute on Sales Strategy Initiatives across the organization Focus on improvements that will increase sales effectiveness and efficiency

Charter components Sales Strategy Data Strategy Analytics Reporting Systems Sales Support Org Design Enablement

Department impact Revenue Goals Margin Goals Market Share Sales Ops’ impact goes far beyond traditional sales functions: Financial Forecasting and P & L management Marketing Lead Gen, Messaging & Revenue Contribution IT Customer Master & BI tools Product Development, Launch and Enablement Human Resources Performance Management Customer Service & Satisfaction Sales Strategy, Efficiency and Effectiveness Revenue, Margin and Market Share Goals Revenue Goals Sales Ops & Effectiveness Marketing Finance Sales Strategy Sales Efficiency & Effectiveness Customer Service Information Technology Product Mgmt. Human Resources Margin Goals Market Share

Sales ops ownership Sales Strategy Data Strategy Analytics Reporting Oversight of all Sales Ops/Enablement initiatives Strategic Sales Initiatives (e.g. Pricing, Comp, IT Roadmap Alignment of Data use & responsibility Alignment and Oversight of Sales Data Storage, Access, Governance and Cleanliness Alignment of Analytics Objectives w/Sales Alignment/Oversight of Pipeline Management Process w/Sales Management Alignment and Oversight of Dashboard / Scorecard / Pipeline KPI’s with Sales

Sales ops ownership Systems Sales Support Org Design Enablement Identification and prioritization of System requirements Oversight of Sales System Deployments, Adoption / Utilization Identification and prioritization of Sales Support & Enablement needs Oversight of Sales Support & Enablement Effectiveness Sales Ops / Enablement structure and KPI’s for success Team personnel development Team Budget Allocation Develop and creating Sales Tools Stand up the Sales Enablement database Contribute to Sales Training events

Section #2: Sales Ops Structure

Sales operations leadership team structure SVP Sales Ops & Enablement Sr. Director Sales Analytics & Reporting Sales Force Systems Sales Support & Communications Sales Enablement

Sales operations leadership team structure with brief role descriptions by area SVP Sales Ops & Enablement Sr. Director Sales Analytics & Reporting Sales Force Systems Sales Support & Communications Sales Enablement Responsible for the design and creation of reports, predictive models and thorough analysis designed to provide actionable intelligence Accountable for the effective and efficient use of SFDC Responsible for the design of the sales database and systems to increase field sales effectiveness Maintains data quality process to ensure accurate information Responsible for providing ancillary support necessary to generate revenue Communicates all sales information to the field and maintains calendar of communications from national to the regions Acts as the voice of sales with all internal Frontier functions (i.e. Product, Marketing, HR, Legal, etc.) Owns sales process adoption Owns new hire on-boarding and sales leader enablement Responsible for the buyers process map and persona training Works closely with marketing on personas, positioning and collateral review

Sales operations organizational structure with all positions SVP Sales Ops & Enablement Sr. Director Sales Analytics & Reporting Financial Analyst Sales & Reporting Analyst Business Analyst Database Analytics & Stats – Mgr. Sales Force Systems SFA Manager SFA Administrator Sr. Sales Database Administrator Sr. Sales Systems Analyst Data Quality Specialist Sales Support & Communications Manager Sales Process Manager Communications Manager Contracts & Policies Manager Campaigns Sales Enablement Sales Learning Project Manager South Region Sales Trainer West Region Sales Trainer National Region Sales Trainer Central Region Sales Trainer East Region Sales Trainer Southeast Region Sales Trainer Mid-South Region Sales Trainer

Sales operations organizational structure department with detailed responsibilities by area SVP Sales Ops & Enablement Sr. Director Sales Analytics & Reporting Sales Force Systems Sales Support & Communications Sales Enablement Sales force effectiveness strategy owner Data sales discipline and compliance measurements Timely and consistent execution of growth initiatives Flawless organizational collaboration & leverage Sales forecasting accuracy & productivity metric improvements National Ops reviews MOR/QBR templates Sales performance reporting Sales commissions analysis Sales analysis Monthly forecasting Annual Plan Sales module analysis Sales quota planning/analysis Sales budget analysis & mgmt. Channel commission mgmt. Product pricing analysis Predictive models & statistical analysis Other sales analysis tasks Sales forecasting analysis Data/sales systems strategy& execution Liaison with FTR IT SFDC strategy SFDC mgmt. & admin. Data migration SFDC systems maintenance Data cleansing SFDC sustainability/adoption SFDC dashboard mgmt. & admin SFDC reporting & analysis All sales communications - field Sales commission admin Sales module alignment/mgmt. Sales process design & mgmt. Lead generation mgmt. E-commerce/web sites Sales policies & procedures Liaison with other FTR functions (i.e. Marketing, Product, Legal) Retention & growth programs Productivity tool mgmt. Rewards, recognition & sales commission admin. Sales forecasting mgmt. Sales enablement strategy & execution New hire onboarding Learning & enablement development & admin. RSM coaching & development Field sales audits Field sales mgmt. productivity Region sales enablement plans