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SAM Assessment Survey
This assessment should take you between 45 and 90 minutes to evaluate your team, depending on the number of team members. It is important that you complete the assessment in one sitting as you will not be able to save your work and come back to finish it later.
Additionally, completing the assessment in one sitting will help you provide a consistent assessment across all team members and all role framework elements.
Thank you for your participation. |
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SAM Assessment Survey
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| * How long have you been in your current role at Informatica? |
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Business Management
Desired Outcome:
Predictable revenue production driven through business planning and execution rhythm. |
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| All Areas of Business Management for All Activities |
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| 1. Develops and documents overall business plan detailing how revenue and non-revenue objectives will be achieved (includes prioritized account(s) units / opportunity list, detailed awareness plan, and pipeline and forecast rhythm plans). The employee executes this activity...
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| 2. Uses business plan to guide quarterly, monthly, weekly, and daily activities, time and effort. The employee executes this activity...
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Analyze Account(s) Units
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| 3. Conducts a detailed review and analysis on all account(s) units annually, and an update review quarterly to identify funded revenue opportunities and “white space” revenue opportunities. The employee executes this activity...
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| 4. Is able to articulate the long and short-term revenue potential of any account and account unit at any time. The employee executes this activity...
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| 5. Is able to articulate how industry, geographic, or economic trends will influence an account’s and specific account unit’s revenue potential. The employee executes this activity...
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Segment and Prioritize Account(s) Units
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| 6. Creates a prioritized list of account(s) units and opportunities annually and updates quarterly. The employee executes this activity...
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| 7. Uses prioritized account(s) units / opportunity list to organize and prioritize sales execution time and efforts. The employee executes this activity...
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| 8. Is able to articulate and defend the account(s) units/opportunity prioritization in context of the assigned revenue and non-revenue objectives. The employee executes this activity...
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Educate / Evangelize Vision
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| 9. Develops a detailed marketing awareness plan annually and updates quarterly. The employee executes this activity...
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| 10. Drives execution of the marketing awareness plan and conducts regular status reviews. The employee executes this activity...
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| 11. Is able to articulate how the marketing awareness plan supports the achievement of assigned revenue and non-revenue objectives. The employee executes this activity...
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Analyze Pipeline
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| 12. Conducts bi-weekly pipeline analysis to review coverage and balance, and to identify revenue engine issues. The employee executes this activity...
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| 13. Maintains a balanced pipeline with adequate coverage based on a rolling quarterly/annual quota. The employee executes this activity...
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| 14. Uses pipeline analysis results to organize and prioritize sales execution time and efforts. The employee executes this activity...
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| 15. Develops and executes action plan to address personal sales execution issues identified (e.g. velocity, deal size, etc.). The employee executes this activity...
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Generate Demand / Manage Pipeline
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| 16. Develops and executes demand generation activities according to pipeline needs. The employee executes this activity...
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| 17. Is able to articulate how specific demand generation activities will impact pipeline. The employee executes this activity...
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Forecast / Set Expectations
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| 18. Updates system opportunity information regularly. The employee executes this activity...
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| 19. Establishes a predictable rhythm with virtual team members to collect forecast and forecast influence data. The employee executes this activity...
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| 20. Produces forecasts that are complete, on-time and accurate. The employee executes this activity...
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| 21. Regularly produces forecast that is within ± 10% of actual production. The employee executes this activity...
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| 22. Is able to articulate and defend the total forecast including opportunity dependencies and other factors. The employee executes this activity...
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| 23. Is able to articulate and defend a single opportunity forecast with specific and relevant opportunity details. The employee executes this activity...
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Account Development
Desired Outcome:
Deep account penetration and high customer satisfaction.
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Understand Account(s) Units
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| 24. Creates and maintains a “map” or other record of the account organizational structure including how individual operating or buying units relate to each other and the larger organization. The employee executes this activity...
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| 25. Creates and maintains a detailed list or “business map” of the account’s business goals, objectives and initiatives The employee executes this activity...
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| 26. Creates and maintains a detailed list or “business map” of each account unit’s business goals, objectives and initiatives. The employee executes this activity...
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| 27. Is able to articulate, at any given time, the long-term vision, business imperatives and fiscal priorities for the account and for each account unit within the account. The employee executes this activity...
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| 28. Is able to articulate the IT and data integration / management maturity with supporting details for each account unit. The employee executes this activity...
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| 29. Creates and maintains a relevant list or “map” of competitive installations and preferences within each account unit. The employee executes this activity...
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| 30. Creates and maintains a list or “map” of relevant partners and service providers for the account and for each account unit. The employee executes this activity...
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Develop Account Plan(s)
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| 31. Develops and maintains a detailed account plan outlining the account goals – both long and short-term - and how they will be achieved (includes reference to relevant account’s business goals, IT maturity, relevant competitive landscape, relevant partners / providers, awareness plan, relationship plan, and identified opportunities). The employee executes this activity...
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| 32. Develops and maintains a detailed account plan for each account unit outlining the account unit goals – both long and short-term – and how they will be achieved. The employee executes this activity...
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| 33. Is able to articulate how any individual account-related or account unit-related activity supports the overall account plan. The employee executes this activity...
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| 34. Uses the account plan and account unit plans to organize and prioritize sales execution activities. The employee executes this activity...
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| 35. Develops and maintains a collaborative account plan with key decision makers at the account and/or account unit (for those accounts and/or account units with a sufficient INFA footprint and relationship). The employee executes this activity...
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Create Awareness
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| 36. Develops an awareness development plan and executes according to the plan. The employee executes this activity...
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| 37. Uses account awareness plan to drive execution of awareness activities and resources. The employee executes this activity...
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| 38. Is able to articulate how any individual marketing or awareness activity supports the awareness development plan. The employee executes this activity...
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Develop Key Relationships
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| 39. Creates and maintains a detailed “player map” of all relevant account and account unit individuals and influencers. The employee executes this activity...
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| 40. Develops and executes a plan to achieve desired relationship with identified account and account unit individuals and influencers (e.g. decision makers, influencers, customer champions, etc.). The employee executes this activity...
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| 41. Is able to articulate how account unit individuals influence individuals and decisions made at the account level. The employee executes this activity...
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Identify Opportunities
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42. Conducts quarterly account unit “white space” analysis and review. The employee executes this activity...
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| 43. Conducts annual technology “portfolio review” with key account unit individuals. The employee executes this activity...
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| 44. Conducts annual technology “portfolio review” with account (across units) if appropriate. The employee executes this activity...
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| 45. Is able, at any time, to identify multiple potential revenue opportunities at each account unit. The employee executes this activity...
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| 46. Is able to articulate the quantified business impact to the account unit of every potential opportunity. The employee executes this activity...
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Drive Customer Success
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| 47. Conducts regular account unit deployment reviews with key account unit individuals. The employee executes this activity...
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| 48. Achieves high customer satisfaction ratings from all account unit key individuals. The employee executes this activity...
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| 49. Is able to call on account unit key individuals to serve as references and/or perform other functions to the benefit of INFA. The employee executes this activity...
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Opportunity Management
Desired Outcome:
Higher than average win rate with high ROI of revenue vs. cost of sales.
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| All Areas of Opportunity Management for All Activities |
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| 50. Develops and shares a detailed opportunity win-plan (includes opportunity strategy, relationship building plan, negotiating plan, etc.) The employee executes this activity...
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| 51. Uses opportunity win-plan to guide opportunity activities, time and effort. The employee executes this activity...
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Qualify Opportunity
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| 52. Uses Insight framework and verifiable outcomes to categorize opportunity and guide opportunity activities. The employee executes this activity...
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| 53. Updates opportunity system information daily with most recent changes. The employee executes this activity...
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| 54. Conducts qualification exercise on each opportunity for each resource need before allocating resources. The employee executes this activity...
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| 55. Is able to articulate current opportunity value, competitive situation, compelling event, and timing on any active opportunity at any time. The employee executes this activity...
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| 56. Accurately predicts resource and time requirements on each opportunity. The employee executes this activity...
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Develop Opportunity Relationships
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| 57. Creates and maintains a list or “player map” for all relevant opportunity individuals and influencers. The employee executes this activity...
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| 58. Develops and executes a plan to achieve desired relationship with identified opportunity individuals and influencers (e.g. decision makers, influencers, customer champions, etc.). The employee executes this activity...
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Engage and Drive Resources
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| 59. Assembles and motivates a virtual opportunity team of required resources. The employee executes this activity...
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| 60. Conducts regular opportunity review and strategy planning sessions with virtual team; updates opportunity win-plan appropriately. The employee executes this activity...
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| 61. Develops and executes a joint evaluation plan with the key opportunity individuals. The employee executes this activity...
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Maximize Opportunity Revenue
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62. Includes revenue expansion discussions in opportunity review and strategy planning sessions in a disciplined way. The employee executes this activity...
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| 63. Plans for, schedules and executes early negotiating / positioning discussions with key opportunity individuals. The employee executes this activity...
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| 64. Is able to articulate, at any time, a compelling customer value proposition tied to customer business impact. The employee executes this activity...
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Drive to Timely Closure
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65. Maps customer buying cycle and process to INFA sales process and adjusts opportunity win-plan accordingly. The employee executes this activity...
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| 66. Engages procurement and legal appropriately according to opportunity win-plan. The employee executes this activity...
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| 67. Develops and executes joint close-plan with key opportunity individuals. The employee executes this activity...
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| 68. Engages INFA executive resources to accelerate or leverage the customer buying cycle. The employee executes this activity...
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| 69. Includes actions to address customer perceived risk in opportunity win-plan. The employee executes this activity...
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Manage Customer Expectations
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70. Includes deployment / implementation plan as part of joint close-plan in a disciplined way. The employee executes this activity...
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| 71. Is able to articulate the value of deployment / implementation plan at any time. The employee executes this activity...
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