Conference ilbbak::us_sales_service

132.0. "DECsupport 100 and COE issue" by EISJAT::TEDESCO () Mon Jun 29 1992 14:41

    Someone in sales support asked his manager whether sales support is
    playing under the same rules as sales regarding the number of DEC 100's
    needed to automatically qualify for COE. He wanted to know if our
    getting five DEC support 100's would get us to COE. This is the
    response his manager received from corporate. It stated that the number
    of DEC 100's we need to win would start counting THIS YEAR! It
    outraged me when I read it because I feel last year should be the first
    year that is counted. My reply to the person follows. This is just
    another example of how sales support is treated in the sales
    organization. I would hope that someone high up in the sales support
    (and sales) organization would start to address the whole issue of
    sales support metrics before most of the good people get so fed up and
    leave. There are a number of different approaches that can be taken to
    equitably have sales support share in the success of their endeavors
    without causing a catastrophic upheaval of the entire system. With more
    and more emphasis being put on fewer and fewer of us, this issue will
    keep getting more volatile over the coming months. We thought
    acknowledging sales support last year with DECsupport 100 was a first
    step, unfortunately, a large part of winning is taken away by it not
    counting towards COE.
    

From:	NAME: Rosalie Parla @KYO            
	FUNC: Customer Administration         
	TEL: 323-4485                         <PARLA.ROSALIE AT A1 at HOCUS at 
PCO>
Date:	25-Jun-1992
Posted-date: 25-Jun-1992
Precedence: 1
Subject: RE: SALES SUPPORT DEC100                                                
   1
To:	See Below
CC:	See Below


    This is the first year that DEC-100 counts for Sales Support.  That 
    is a policy that was issued a while ago.  
    
    Concerns should be raised to Nikki Hartnett.
    
    

To Distribution List:

NAME: Mary Arena <ARENA.MARY AT A1 at NEMAIL at WAO>

CC Distribution List:

rosalie parla @kyo,
MILT SHIRLOCK @MKO,
SCOTT COHEN @PVO,
NAME: Roger Heller <HELLER.ROGER AT A1 at NEMAIL at WAO>,
NAME: BENNETT D. LASHER <LASHER.BENNET AT A1 at NEMAIL at WAO>,
NAME: CAMILLE TAVILLA <TAVILLA.CAMILLE AT A1 at NEMAIL at WAO>,
CAROL DAYKIN @RCO,
PAM MIODUS @KYO,
RITA DECAMP @KYO,
CATHERINE SKINNER @WAO,
SUE OUELLETTE @RCH,
NAME: Kathy Power <POWER.KATHY AT A1 at NEMAIL at WAO>,
don labelle @mko


MY RESPONSE TO NIKKI HARTNETT 


It has just come to my attention that this is the first year that DEC-100 for
sales support "COUNTS" towards COE. HOW CAN THIS BE!!! Last year was the 
first official year that sales support was directly controlled by sales. We
all had sales metrics that we had to achieve, we formally received our
plaques, and nothing was done differently this year when it supposedly counts.

How many times can sales support people be yanked around. Last year SHOULD 
COUNT as the first year, not this year! I would like someone to fully explain
to the entire sales support force that last year's winning has no relevance 
towards COE while our sales counterparts continue to accummulate their
years.

To say this is disheartening for us in the field is putting it mildly. We
continue to be treated as orphan children when it comes time to share in the
rewards of our sales efforts (take this as meaning SP2 type bonus money and
other sales incentive programs) yet we are more and more relied on heavily to
assume the major role in architecting customer solutions. Now another injustice
is bestowed upon us like this. How do you expect to keep good sales support
people motivated and rewarded appropriately? 

I hope this decision can still be changed and the powers that be can see the
injustice being done here.

Sincerely,

John Tedesco
Senior Sales Support Consultant
Northeast Government Accounts Group
    

                  I N T E R O F F I C E   M E M O R A N D U M

                                        Date:     30-Jun-1992 02:31pm EDT
                                        From:     NICOLE HARTNETT
                                                  HARTNETT.NICOLE AT A1 at SONATA at OGO
                                        Dept:     SALES MEASUREMENTS
                                        Tel No:   276-9156

TO:  John Tedesco @OFO

CC:  rosalie parla@kyo
CC:  jim figler@ofo
CC:  nikki hartnett@ogo

Subject: RE: Counting of DEC-100 for sales support                   


      As we launched the FY92 measurement year, the recognition program 
      policies for Circle of Excellence wins stated that "five and ten year 
      sales-coded DEC100 winners will automatically achieve Circle of 
      Excellence". This was essentially "grandfathering" the existing five 
      time win policy in sales. Only the sales organization had such a 
      policy prior to FY92.

      Recently released Circle of Excellence guidelines extended the above 
      to include all members of the account selling team population, not 
      exclusively those currently sales-coded. For this extended population, 
      the guidelines count (4) prior sales wins (DEC100s) - since these were 
      the grandfathered wins - and a FY92 DEC100, regardless of current 
      function within the account selling team population.

      The above guidelines ARE EXTENDED further so that FY91 DECsupport 100 
      and FY91 Top DECsupport awards received by System Sales Specialist and 
      their managers will be used to determine 5-Time DEC100 qualification 
      for FY92 Circle of Excellence recognition. 

      As such, if you have a current FY92 DEC100 plus  
      									   
      	  - either (4) sales DEC100s
      	  - or (3) DEC100 wins (FY90 and earlier) and an FY91 DECsupport 100 
      	    or Top DECsupport 

      then you qualify as a 5-time winner for FY92 Circle of Excellence. 
      
      Since these FY91 DECsupport 100 and Top DECsupport awards have not 
      been recorded in the SMRS database, 5-time winners whose history 
      includes these awards will be confirmed manually by notifying Elden 
      Saathoff @MRO.

      Due to changes under consideration for future Circle of Excellence 
      recognition qualification based upon 5-time win history, a decision of 
      how these awards for Account Team Members will be treated for future 
      FY93 and later Circle of Excellence recognition has not yet been made.  

    
    can you enlighten us on the eligibility for our digital services team
    members for fy92 coe?

    
    
    
        If I read .1 correctly, then I would have 3 DEC100s. I have 2 from
    sales FY87 and 89, and my support DEC100 from FY92. Soooo, I guess I
    am now 2 away???
    
    
                                               Phil...