Channels/Process
The channel 1-10 Locations falls under
SMB
Must take demo in person
Owns zips in Salesforce
What is Sales Territory Owner?
The team that handles units over 10
What is MM/ENT?
Rep owns zips in CA. Met Decision Maker for a restaurant in the Bahamas at a Food for Thought event. Does CA rep own this?
No
The person who has signature authority over all of the units in a group
What is a Decision Maker?
Zip code assignment for new reps will be based on this
What is the hiring plan?
Determines the STO for an MUO
What is HQ?
Rep is in Chicago. A GFS referral comes in to the rep in Chicago. The zip for the restaurant does not belong to the rep in Chicago. Client insists on an in person demo.
Who is the STO?
Must go through this process if the opportunity = 10 locations or more
What is deal desk?
Zips for new reps will be 'officially' assigned after this
What is after training?
There isn't a clear HQ on a 7 location opp. Who is the STO?
Where does the decision maker reside?
Lennys Subs: 3 Locations
Location #1: Austin, Texas
Location #2: San Francisco, CA
Location #3: Phoenix, Arizona
All 3 reps in each territory are working the restaurants. No clear HQ.
Where does the Decision Maker reside? Where is the first location?
Commission if you refer a MM/ENT deal
What is 25%?
Process in Salesforce that will allow you to see if your rep is working an opp that is not in their territory.
What is pulling up a SF report, hitting "customize" & pulling in the field "Sales Territory Owner"
Which channel owns this?
Number of Franchise Locations: 4
Number of Corporate Locations:14
What is ENTManagement?
8 location unit with locations in 8 states. SA got an inbound request from the location in Philly and passes it off to the STO for that location (did not look up the website to see that the HQ was in FL.) Philly rep has been working opp for 8 months.
What is Sales Territory Owner?