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["Optimal Sales Channel"]
["This spreadsheet is designed to help you determine the optimal sales channel for each of your primary opportunity types, and therefore impact how you structure your sales organization.  For example, you may find that Field Sales Reps are appropriate for your largest net new opportunities of a certain type, Channel Partners for others, and Inside Sales for new sales to the mid-market or sales to your existing customer base.  This spreadsheet can help you determine where set the rules or guidelines that describe how your sales team goes to market.  Fill in the yellow cells only and the spreadsheet does the rest."]
["Opportunity type (description of opportunity - vertical, geography, product type, etc.):","(Example. New sales of XYZ product with an average selling price of $50K)"]
["Sales Channels:","Direct Field Sales","Inside Sales","Channel Sales (3rd party partners)","Notes"]
["Revenue from this specific opportunity type",{"v":50000,"d":"$50,000"},{"v":50000,"d":"$50,000"},{"v":40000,"d":"$40,000"},"Default example assumes a $50K opportunity (net of direct discounts) sold by the manufacturer's field or inside sales team, and the same sale type through a channel partner with a 20% partner discount.  Customize these numbers to the best of your ability based on your experience or educated best guess."]
["Average total compensation for the Account Manager in each category",{"v":180000,"d":"$180,000"},{"v":110000,"d":"$110,000"},{"v":150000,"d":"$150,000"},"For the Channel Sales column, include the average salary of your internal rep(s) who support partners in these transactions"]
["Average number of salesperson hours spent selling this type of an opportunity (including lost opportunities and travel time if applicable)",30,25,4,"The amount of time required by a field AE may be more than the amount of time an inside sales rep would require to sell the same type of opportunity.  The skill and experience advantage that some Field AE's may have over their Inside Sales counterparts are often offset by a field AE's travel time.  The amount of selling time required to assist a channel partner is typically less though it is important to be realistic about the amount of time you spend assisting your partners in their selling efforts."]
["Average total compensation for sales support (I.e. sales engineers) resources involved with selling this type of an opportunity",{"v":100000,"d":"$100,000"},{"v":100000,"d":"$100,000"},{"v":100000,"d":"$100,000"},"This could include Sales Engineers, consultants, pricing desk, and other internal resources who assist with these transaction types."]
["Average amount of time in hours spent collectively by sales support when selling this type of an opportunity",8,6,3]
["Average non-salary costs per sale, such as travel costs, for this transaction type",{"v":4000,"d":"$4,000"},{"v":0,"d":"$0"},{"v":0,"d":"$0"},"This should take into average account travel costs for the Field Sales Rep and/or the Sales Engineer if applicable."]
["Average Cost of Sale (loaded salary + other expenses)",{"$f":"((B6/2000)*B7)+((B8/2000)*B9)+B10","v":{"v":7100,"d":"$7,100"}},{"$f":"((C6/2000)*C7)+((C8/2000)*C9)+C10","v":{"v":1675,"d":"$1,675"}},{"$f":"((D6/2000)*D7)+((D8/2000)*D9)+D10","v":{"v":450,"d":"$450"}}]
["Gross profit per sale of this transaction type",{"$f":"B5-B11","v":{"v":42900,"d":"$42,900"}},{"$f":"C5-C11","v":{"v":48325,"d":"$48,325"}},{"$f":"D5-D11","v":{"v":39550,"d":"$39,550"}},"Note: The highest number in this row does not necessarily mean this is the best channel.  Additional factors, such as the amount of opportunities each channel can handle, and their respective close rates are also important."]
["Close rate for this opportunity type with this sales channel (%)",{"v":0.5,"d":"50%"},{"v":0.45,"d":"45%"},{"v":0.4,"d":"40%"},"Probability or close rates of certain transaction types can be calculated by some CRM systems, or by doing a manual review of specific opportunity types engaged and quoted vs. their close rate. "]
["Resulting gross profit ($) after factoring in the win rate from above of this specific opportunity type",{"$f":"B12*B13","v":{"v":21450,"d":"$21,450"}},{"$f":"C12*C13","v":{"v":21746.25,"d":"$21,746"}},{"$f":"D12*D13","v":{"v":15820,"d":"$15,820"}},"Note: The highest number in this row still does not necessarily mean it is the best channel, as this is only an initial guide for taking a scientific approach to determine which channel or sales resources should handle your various opportunity types.  Additional factors that are harder to quantify, such as the number of these opportunities that each channel can handle, and the opportunity cost of having each sales channel focus on these opportunity types vs. others are also important.  In the default example, the field and inside sales channels produce a similar net profitability on this transaction type since the field's higher cost is offset by their slightly higher close rate.  However, it does not take into account the opportunity cost that field salespeople otherwise could have been spending more time selling to larger opportunities if they exist.  Channel partners, even though they may have a lower per-sale profitability or probability than the manufacturer's direct sales force, partners may make up for that in volume that the manufacturer could not handle directly."]
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