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Sales Roles Europe & Americas Content

Topic Name: Sales Roles Europe & Americas

Representative: Luke Walker

Steering Committee Member: Todd Hoffman

Updated: 05 Jul 2021 (Phil Kay)

 

Section 1: Top Takeaways

• Being clear about roles within a territory team is important: 
  • Empower each to take responsibility
  • Route to team excellence
• Explaining Roles:
  • Account Executive to prioritize
    • Face-to-face meetings and events
    • "Tier 1" accounts with multiple contacts, meetings and events
  • Inside Sales to prioritize
    • Run rate business
    • Leads
    • Tier 2 accounts = some on-site meetings and events
    • Tier 3 accounts = mostly remote meetings and events
  • Systems Engineer to prioritize
    • Technical discovery and proof-of-value
    • Relationship building
    • Events

 

Section 2: Important Topic Links/Learning Resources

• See The Winning Team presentation from 2017 
  
  • Venn Diagram to See Overlaps

 

Section 3: High Level Process Steps

• Helpful Links for JMP Sales Teams (last updated April 2021) 

 

Section 4: Key Contacts

• Luke Walker - Europe Inside Sales Manager

 

 

C. Content - Sales Teams