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RoldanAVargas

2014AnnualPerformanceProcess2014

ReviewPeriod:07/01/201306/30/2014

EmployeeIdentification
Employee RoldanAVargas
Name:
EmployeeID: 1203365
PositionTitle: SalesRepresentative

Manager: RussellAKohr
Organization: 500.05.0130
Review 07/01/201306/30/2014
Period:

Overview
Instructions:
Thisformwillcompletetheevaluationprocess.Whenthisformiscompleted,theevaluationdataforthis
employeewillbecapturedfortherecordandwillnotchangeastheresultoforganizationaloranyother
changes.Thisinformationwillserveastheemployee'sperformancerecord.

Assessment
Instructions:
Thissectionprovidesanoverviewofthecommentsprovidedforareasofstrengthandopportunity.

EmployeeSelfAssessment PLAYINGTOWINUtilizingthesalesprocessforB&P,PEP,andMaterials
Strengths/Successes: opportunitiesandusingalldocumentsatmydisposal,includingprerecorded
demospreparedbySEteam,collaboratingwithsupportandconsulting
team,andkeepingthenextstepsuptodateastimelyaspossiblethiswayI
wasabletoclosedeals,improvemyforecast,anddriverevenuebyendof
2ndquarter2014at75%YTDofmyannualquota.RESULTSDRIVEN
Drivinghighertotalrevenueandrevenuepertransactionbynegotiating
initialpricingabovethelistpriceandclosingtransactionsatanaverageof
10percentabovethetargetpriceforclosedopportunitiesin2014.This
includes2B&Paddondealsandmylargesttransactionsofar,aGCE
conversionopportunityforOmitronInca5yeartermonpremisedealwith
TCV$243,875.ThisresultedinincreasedAverageDealSizeof$11,300
/transactionforthefirst2quartersof2013asopposedto$5,245onthefirst2
quartersof2013.Closed$508,544worthofbusinessforthefirst2quarters
of2014asopposedtoclosing$251,792onthefirst2quartersof2013.
SPEEDQuickresponsetimeansweringcustomer'srequestsandqualifying
leadsSamedaycallingtocustomersrequestingquote,preparingand
sendingaddendumthedayrequested,respondstoquestionsaccurately
andgettingbacktothecustomerasquickasafewminutestoanhour.This
resultedinaquickturnaroundofopportunitiesfromleadtoclosewonstage
onthefirst2quartersof2014(PLAYINGTOWINUtilizingthesalesprocess
forB&P,PEP,andMaterialsopportunitiesandusingalldocumentsatmy
disposal,includingprerecordeddemospreparedbySEteam,collaborating
withsupportandconsultingteam,andkeepingthenextstepsuptodateas
timelyaspossibleIwasabletoclosedeals,improvemyforecast,anddrive
revenuetoendthe2quartersof2014at75%YTDofmyannualquota.
EmployeeSelfAssessment 1.IncreaseeffortsinIdentifyingmoreopportunitiesformyself(addons)and
Opportunitiesfor myteam(conversion).2.Findadditionalandeffectivewaystopindown
Development: purchasedate.3.DrivingmoreKONArevenueandpositioningKONAasa
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standaloneaddontransaction.
EmployeeSelfAssessment 1.Increaseeffortsinproducingselfgeneratedopportunities.Continue
ActionStepsfor assessingcustomer'sinterestwithSaasoffering.Personalgoalofcreating
Development: least10selfgeneratedopportunitiesandatleast3opportunitiesIcanpass
totheteampermonth.2.DriveKONArevenuebycontinuouslyand
consistentlyintroducingandpositioningKONAinallcustomer
interaction/transactions.3.Continuouslyandconsistentlyusingthesales
processonalllargeropportunities.
ManagerAssessment Roldanisacomplimenttotheteam.He'scontributedtooursalessuccess,
Strengths/Successes: manageshistimeandthesalesprocesswell,makeshiscustomershappy
withhisattentionandabilitytohelpthem,andisthoroughandorganized.
Hereactsveryquicklytoleads.Morethanmany,Roldanisverygoodat
usingthetoolsandmaterialsathisdisposaltoprogressandclosebusiness
(casestudies,recordeddemos,etc)Ishouldaddthatgivenheworks
physicallyawayfromtheteam,heiscertainlyamemberoftheteam.Roldan
hasdemonstreatedtoothathecancloselargertransactionsandthe$244k
conversionwithOmnitronisanexample.ItshouldalsobenotedthatDan
veryoftensellsatlittletonodiscount.TacticallyRoldanisorganizedinhis
workwithprospectsandinreportinghisprogresswithmanagement.Roldan
isveryproactivewhenitcomestoprospectingandfindingcompaniesto
prospectinto.Heleveragesthecustmer'srelationshipwithDeltektoidentify
newsoftwarevaluetothecustomer.Additionally,ifRoldanuncovers
opportunitiesforconversionsorotherDeltekproducts,hequicklyforwards
suchleadstotheappropriateparty.SALESDURINGREVEIWPERIOD
===============================TRANSACTIONS:64TOTAL
CONTRACTVALUE:$574,264HerearemycommenstaboutRoldanfora
fewofourcorporatevalues:PlaytoWinRoldanisveryfocusedonthe
dealandseesclosingtheopportunityasthegoal...the"win".Healsovery
oftensellswihtnoorlittlediscount.SpeedRoldankeepsalotofballsin
theairandworksdiligentlytoprogresseachonequickly.Healsoisvery
quicktofollowuponanyleads.ResultsDrivenRoldanisveryfocusedon
results...bothforhiscustomerandthenofcoursetohim.CuriosityMany
timesRoldanhascometomewithquestionsandrequestsforadviceabout
thesalesprocess.InnovationCustomerFocusAsallofRoldan's
businesscomesfromexistingcustomers,heisveryfocusedontheirlevelof
satisfactionbeforeandduringthesale.PassionIntegrityCollaboration
RoldanworkswellwithhisteammatesandhisSEs.Indeed,thenatureofhis
rolemakeditvitalhebeincommunicationwiththeotherreps.
ManagerSelfAssessment Roldancanandshouldcontinuetostretchhimself,tochallengehimself,and
Opportunitiesfor increasehispotentialformoreandlargersalesandtherewardsthatcome
Development: withsuchsuccess.Hedoesneedtobemindfultoworkwithinthe"swim
lanes"thathavebeenassignedtohim,buthiseagernesstogrowasa
salespersonmustbeapplauded.SomeOpportunitiesforDevelopmentfor
Roldanwouldinclude:1)Workwithmetoidentifysystemsalespossibilities
2)Improveeffectivenessinidentifyingprospect'scriticaldates3)Leverage
the"why"ofyouraddonproducts4)AsRoldannotedabove,sellmore
Kona!
ManagerAssessmentAction 1)WorkwithmetoidentifysystemsalespossibilitiesInourweekly1:1
StepsforDevelopment: bringme2or3smallerGCSCloudtargetsthatwecandiscussand
strategize.Imustbecognizantofthefactwe'reinacompetitivelandscape
wherefacetofacemeetingswithprospectscanmakeadifferenceinclosing
business.Forthatreasonlet'sfirstfocusontheHunstville,ALandFlorida
market.2)Improveeffectivenessinidentifyingprospect'scriticaldates
We'vealreadydicussedtacticstodosobutlet'sbesureto"getoutinfront"of
newopportunities.Tothatend,pleasecontactmeasnecessarybefore
engagingwithcertaincustomer/prospectssowecanstragtegizehowto
uncoverthesecriticaldatesearly,andkeepthecustomerontrack.3)
Leveragethe"why"ofyouraddonproductsForeachoneofyournewadd
onoportunitieswediscussbepreparedformetoconsistantlyask:whydo
theyneedthisDan?Gainingthisinformationfromthecustomerwillcertainly
helpyouclosethesalebutitwillalsodemonstrateyourcommitementto
theirsuccess.4)Roldanisinauniqueposition(hecanselladdonstoALL
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ourccustomers)andassuchshoulddedicateaportionofhistime(TBD)to
leaninandsellKonatothecustomerbase.He'salreadydemonstratedthe
abilitytousetoolsandresourcesathisdisposal,andKonaprovidesan
opportunitytoexpandhisbusiness.

OverallPerformance
Instructions:
Thissectionprovidesboththeselfratingandmanagerratingforoverallperformance.
Themanager'sfinalcommentsarenotedhere.
EmployeeSelfAssessment RockSolid
OverallPerformanceRating:
ManagerAssessment RockSolid
OverallPerformanceRating:
Manager'sFinalComments:

AcknowledgmentandComments
Instructions:
Theemployee'sacknowledgementandfinalcommentsarenotedhere.
Employee's
Acknowledgementof
Evaluation:
Employee'sFinalComments:

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