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Business Scenario for Enterprise Selling Process

This scenario provides an example of the business process performed by a sales manager using the ESP methodology. Your company may follow a different process according to its business requirements.

An account manager has completed the ESP methodology workshop. At the end of the workshop, he develops a plan for his account. He plans to use the ESP software module to enter his account plan information to share with his team, and to track performance over the next several quarters against the plan.

The account manager begins by launching Siebel Sales and navigating to the Accounts screen. He selects the targeted account from the list of accounts, and then moves to the Enterprise Selling Process view to begin his account analysis.

First, the account manager enters the account's business and service units and key information about each unit such as the unit's culture, his company's level of relationship with the unit, and the strategy he plans to apply to the unit. This provides his team with important sales information about each unit that sales team members plan to contact.

Then, the account manager enters information about the potential, current, and installed base opportunities by offering for each unit. This information helps the team understand where they have coverage and penetration in each unit and with which offerings. After the account's units and opportunities are mapped, the account manager analyzes the organizational structure within the account. The account manager defines both the formal and informal organizational structures and determines who is important within the account and whom the team needs to spend more time with to close the identified opportunities.

The account manager continues by analyzing the partners involved with this account so he can identify and use partnership capabilities within the key business and service units. The manager enters his value proposition, goal, critical success factors and objectives for the account based on his analysis. He then enters activities that are necessary to meet each objective, and assigns objectives to the appropriate team member. This allows the account manager to coordinate with his team in a goal-oriented fashion.

When the account manager is ready to share his Account Plan, he runs the report and emails it to his team and manager. His manager can also review the report online and enter his comments in the Manager's Review form.


 Siebel Sales User Guide 
 Published: 18 April 2003