# Rajeev #

1 Team review and management daily 1

2 Providing A1 & A2 support to the Team 2
3 Giving demos / advance level presentations 3
4 Partneing with the technology companies 4
5 Partneing with other large software companies 5
6 Reporting to CEO 6
7 Meeting KRAs and Target achievement 7
8
 BDM #
Cold calling 1
Emailing (both Mass and Targeted) 2
Research in building the database / Contacts 3
Research to know more about the prospect 4
Demos / Presentation 5
Reporting to Sales Head 6
Review meeting with Sales Head 7
Meeting KRAs and Target Achievement 8
 BDE
Research for Contacts / Database building
Cold calling
Emailing
Setting up Appointments / Presentations
Prospect Research
Coordinating with Sales Head for Review and Demos
Reporting to Sales Head
Meeting KRAs and Target Achievement
 SALES TEAM
Role Years of Experience CTC/Annum Target Commitment

BDE - Nag 2 to 3 INR 300,000.00 $ 443,076.92 $ 221,538.46

BDE 2 to 3 INR 300,000.00 $ 443,076.92 $ 221,538.46
BDE 2 to 3 INR 300,000.00 $ 443,076.92 $ 221,538.46
BDM - Cynthia 3 to 5 INR 500,000.00 $ 738,461.54 $ 369,230.77
BDM 3 to 5 INR 500,000.00 $ 738,461.54 $ 369,230.77
BDM 3 to 5 INR 500,000.00 $ 738,461.54 $ 369,230.77
Rajeev 8 to 10 INR 1,200,000.00 $ 738,461.54 $ 369,230.77
Total CTC INR 3,600,000.00 $ 4,283,076.92 $ 2,141,538.46
 SEATING AND BILLING CAPACITY
Hot Seats Shifts Total Seats Total Billable Seats after Average Billing/Seat/
Department Floor 5% buffer & 10% bench billing / hour Mo
SGA & Product 1 18 1 18 0 $ - $ -
Testing 1 20 2 40 34 $ 15.00 $ 2,400.00
M Billing 2 40 2 80 68 $ 8.00 $ 1,280.00
Dev 3 40 1 40 34 $ 18.00 $ 2,880.00
100 5 160 136
Billing/Yr

$ -
$ 979,200.00
$ 1,044,480.00
$ 1,175,040.00
$ 3,198,720.00
Commitment times on CTC 4 Sales % on M Billing 50
$ Conversion Rate 65 Sales % on Dev 30
Months in Year 12 Sales % on Testing 20
Month-1
Role Revenue Description
Med Billing Dev Testing
Target $ 36,923.08 $ - $ -
Nag Commitment $ 18,461.54 $ - $ -
Actual
Target $ 36,923.08 $ - $ -
BDE-2 Commitment $ 18,461.54 $ - $ -
Actual
Target $ 36,923.08 $ - $ -
BDE-3 Commitment $ 18,461.54 $ - $ -
Actual
Target $ 61,538.46 $ - $ -
Cynthia Commitment $ 30,769.23 $ - $ -
Actual
Target $ 61,538.46 $ - $ -
BDM-2 Commitment $ 30,769.23 $ - $ -
Actual
Target $ 61,538.46 $ - $ -
BDM-3 Commitment $ 30,769.23 $ - $ -
Actual
Target $ 147,692.31 $ - $ -
Rajeev Commitment $ 73,846.15 $ - $ -
Actual
Total Target $ 443,076.92 $ - $ -
Total Revenue Total Planned $ 221,538.46 $ - $ -
Total Actual $ - $ - $ -
Target times on Commitment 2

Month-2 Month-3 Month-4

Med Billing Dev Testing Med Billing Dev Testing Med Billing Dev
$ 36,923.08 $ - $ - $ 36,923.08 $ - $ - $ 36,923.08 $ -
$ 18,461.54 $ - $ - $ 18,461.54 $ - $ - $ 18,461.54 $ -

$ 36,923.08 $ - $ - $ 36,923.08 $ - $ - $ 36,923.08 $ -

$ 18,461.54 $ - $ - $ 18,461.54 $ - $ - $ 18,461.54 $ -

$ 36,923.08 $ - $ - $ 36,923.08 $ - $ - $ 36,923.08 $ -

$ 18,461.54 $ - $ - $ 18,461.54 $ - $ - $ 18,461.54 $ -

$ 61,538.46 $ - $ - $ 61,538.46 $ - $ - $ 61,538.46 $ -

$ 30,769.23 $ - $ - $ 30,769.23 $ - $ - $ 30,769.23 $ -

$ 61,538.46 $ - $ - $ 61,538.46 $ - $ - $ 61,538.46 $ -

$ 30,769.23 $ - $ - $ 30,769.23 $ - $ - $ 30,769.23 $ -

$ 61,538.46 $ - $ - $ 61,538.46 $ - $ - $ 61,538.46 $ -

$ 30,769.23 $ - $ - $ 30,769.23 $ - $ - $ 30,769.23 $ -

$ 147,692.31 $ - $ - $ 147,692.31 $ - $ - $ 147,692.31 $ -

$ 73,846.15 $ - $ - $ 73,846.15 $ - $ - $ 73,846.15 $ -

$ 443,076.92 $ - $ - $ 443,076.92 $ - $ - $ 443,076.92 $ -

$ 221,538.46 $ - $ - $ 221,538.46 $ - $ - $ 221,538.46 $ -
$ - $ - $ - $ - $ - $ - $ - $ -
Month-4 Month-5 Month-6
Testing Med Billing Dev Testing Med Billing Dev Testing
$ - $ 36,923.08 $ - $ - $ 36,923.08 $ - $ -
$ - $ 18,461.54 $ - $ - $ 18,461.54 $ - $ -

$ - $ 36,923.08 $ - $ - $ 36,923.08 $ - $ -
$ - $ 18,461.54 $ - $ - $ 18,461.54 $ - $ -

$ - $ 36,923.08 $ - $ - $ 36,923.08 $ - $ -
$ - $ 18,461.54 $ - $ - $ 18,461.54 $ - $ -

$ - $ 61,538.46 $ - $ - $ 61,538.46 $ - $ -
$ - $ 30,769.23 $ - $ - $ 30,769.23 $ - $ -

$ - $ 61,538.46 $ - $ - $ 61,538.46 $ - $ -
$ - $ 30,769.23 $ - $ - $ 30,769.23 $ - $ -

$ - $ 61,538.46 $ - $ - $ 61,538.46 $ - $ -
$ - $ 30,769.23 $ - $ - $ 30,769.23 $ - $ -

$ - $ 147,692.31 $ - $ - $ 147,692.31 $ - $ -
$ - $ 73,846.15 $ - $ - $ 73,846.15 $ - $ -

$ - $ 443,076.92 $ - $ - $ 443,076.92 $ - $ -
$ - $ 221,538.46 $ - $ - $ 221,538.46 $ - $ -
$ - $ - $ - $ - $ - $ - $ -
 Month-7 Month-8
Med Billing Dev Testing Med Billing Dev Testing
$ 18,461.54 $ 11,076.92 $ 7,384.62 $ 18,461.54 $ 11,076.92 $ 7,384.62
$ 9,230.77 $ 5,538.46 $ 3,692.31 $ 9,230.77 $ 5,538.46 $ 3,692.31

$ 18,461.54 $ 11,076.92 $ 7,384.62 $ 18,461.54 $ 11,076.92 $ 7,384.62

$ 9,230.77 $ 5,538.46 $ 3,692.31 $ 9,230.77 $ 5,538.46 $ 3,692.31

$ 18,461.54 $ 11,076.92 $ 7,384.62 $ 18,461.54 $ 11,076.92 $ 7,384.62

$ 9,230.77 $ 5,538.46 $ 3,692.31 $ 9,230.77 $ 5,538.46 $ 3,692.31

$ 30,769.23 $ 18,461.54 $ 12,307.69 $ 30,769.23 $ 18,461.54 $ 12,307.69

$ 15,384.62 $ 9,230.77 $ 6,153.85 $ 15,384.62 $ 9,230.77 $ 6,153.85

$ 30,769.23 $ 18,461.54 $ 12,307.69 $ 30,769.23 $ 18,461.54 $ 12,307.69

$ 15,384.62 $ 9,230.77 $ 6,153.85 $ 15,384.62 $ 9,230.77 $ 6,153.85

$ 30,769.23 $ 18,461.54 $ 12,307.69 $ 30,769.23 $ 18,461.54 $ 12,307.69

$ 15,384.62 $ 9,230.77 $ 6,153.85 $ 15,384.62 $ 9,230.77 $ 6,153.85

$ 73,846.15 $ 44,307.69 $ 29,538.46 $ 73,846.15 $ 44,307.69 $ 29,538.46

$ 36,923.08 $ 22,153.85 $ 14,769.23 $ 36,923.08 $ 22,153.85 $ 14,769.23

$ 221,538.46 $ 132,923.08 $ 88,615.38 $ 221,538.46 $ 132,923.08 $ 88,615.38

$ 110,769.23 $ 66,461.54 $ 44,307.69 $ 110,769.23 $ 66,461.54 $ 44,307.69
$ - $ - $ - $ - $ - $ -
 Month-9 Month-10
Med Billing Dev Testing Med Billing Dev Testing
$ 18,461.54 $ 11,076.92 $ 7,384.62 $ 18,461.54 $ 11,076.92 $ 7,384.62
$ 9,230.77 $ 5,538.46 $ 3,692.31 $ 9,230.77 $ 5,538.46 $ 3,692.31

$ 18,461.54 $ 11,076.92 $ 7,384.62 $ 18,461.54 $ 11,076.92 $ 7,384.62

$ 9,230.77 $ 5,538.46 $ 3,692.31 $ 9,230.77 $ 5,538.46 $ 3,692.31

$ 18,461.54 $ 11,076.92 $ 7,384.62 $ 18,461.54 $ 11,076.92 $ 7,384.62

$ 9,230.77 $ 5,538.46 $ 3,692.31 $ 9,230.77 $ 5,538.46 $ 3,692.31

$ 30,769.23 $ 18,461.54 $ 12,307.69 $ 30,769.23 $ 18,461.54 $ 12,307.69

$ 15,384.62 $ 9,230.77 $ 6,153.85 $ 15,384.62 $ 9,230.77 $ 6,153.85

$ 30,769.23 $ 18,461.54 $ 12,307.69 $ 30,769.23 $ 18,461.54 $ 12,307.69

$ 15,384.62 $ 9,230.77 $ 6,153.85 $ 15,384.62 $ 9,230.77 $ 6,153.85

$ 30,769.23 $ 18,461.54 $ 12,307.69 $ 30,769.23 $ 18,461.54 $ 12,307.69

$ 15,384.62 $ 9,230.77 $ 6,153.85 $ 15,384.62 $ 9,230.77 $ 6,153.85

$ 73,846.15 $ 44,307.69 $ 29,538.46 $ 73,846.15 $ 44,307.69 $ 29,538.46

$ 36,923.08 $ 22,153.85 $ 14,769.23 $ 36,923.08 $ 22,153.85 $ 14,769.23

$ 221,538.46 $ 132,923.08 $ 88,615.38 $ 221,538.46 $ 132,923.08 $ 88,615.38

$ 110,769.23 $ 66,461.54 $ 44,307.69 $ 110,769.23 $ 66,461.54 $ 44,307.69
$ - $ - $ - $ - $ - $ -
 Month-11 Month-12
Med Billing Dev Testing Med Billing Dev Testing
$ 18,461.54 $ 11,076.92 $ 7,384.62 $ 18,461.54 $ 11,076.92 $ 7,384.62
$ 9,230.77 $ 5,538.46 $ 3,692.31 $ 9,230.77 $ 5,538.46 $ 3,692.31

$ 18,461.54 $ 11,076.92 $ 7,384.62 $ 18,461.54 $ 11,076.92 $ 7,384.62

$ 9,230.77 $ 5,538.46 $ 3,692.31 $ 9,230.77 $ 5,538.46 $ 3,692.31

$ 18,461.54 $ 11,076.92 $ 7,384.62 $ 18,461.54 $ 11,076.92 $ 7,384.62

$ 9,230.77 $ 5,538.46 $ 3,692.31 $ 9,230.77 $ 5,538.46 $ 3,692.31

$ 30,769.23 $ 18,461.54 $ 12,307.69 $ 30,769.23 $ 18,461.54 $ 12,307.69

$ 15,384.62 $ 9,230.77 $ 6,153.85 $ 15,384.62 $ 9,230.77 $ 6,153.85

$ 30,769.23 $ 18,461.54 $ 12,307.69 $ 30,769.23 $ 18,461.54 $ 12,307.69

$ 15,384.62 $ 9,230.77 $ 6,153.85 $ 15,384.62 $ 9,230.77 $ 6,153.85

$ 30,769.23 $ 18,461.54 $ 12,307.69 $ 30,769.23 $ 18,461.54 $ 12,307.69

$ 15,384.62 $ 9,230.77 $ 6,153.85 $ 15,384.62 $ 9,230.77 $ 6,153.85

$ 73,846.15 $ 44,307.69 $ 29,538.46 $ 73,846.15 $ 44,307.69 $ 29,538.46

$ 36,923.08 $ 22,153.85 $ 14,769.23 $ 36,923.08 $ 22,153.85 $ 14,769.23

$ 221,538.46 $ 132,923.08 $ 88,615.38 $ 221,538.46 $ 132,923.08 $ 88,615.38

$ 110,769.23 $ 66,461.54 $ 44,307.69 $ 110,769.23 $ 66,461.54 $ 44,307.69
$ - $ - $ - $ - $ - $ -
 Total

$ 443,076.92
$ 221,538.46
$ -
$ 443,076.92
$ 221,538.46
$ -
$ 443,076.92
$ 221,538.46
$ -
$ 738,461.54
$ 369,230.77
$ -
$ 738,461.54
$ 369,230.77
$ -
$ 738,461.54
$ 369,230.77
$ -
$ 1,772,307.69
$ 886,153.85
$ -
$ 5,316,923.08
$ 2,658,461.54
$ -
 INCENTIVE FOR BDE ON COMMITMENT $ 221,538.46 INCENTIVE FOR BDM ON COMMITMENT
Commitment *Additional Commitment % Bonus % Bonus in $ Commitment
Below 90% 0 0 $ - Below 90%
90 - 100% 10 1 $ 221.54 90 - 100%
101% - 110% 10 1.25 $ 498.46 101% - 110%
111% - 130% 20 1.5 $ 1,163.08 111% - 130%
131%-150% 20 1.75 $ 1,938.46 131%-150%
150% - 175% 25 2 $ 3,046.15 150% - 175%
175%-200% 25 2.5 $ 4,430.77 175%-200%
201 and above +++ 3 +++ 201 and above
INCENTIVE FOR BDM ON COMMITMENT $ 369,230.77 INCENTIVE FOR RAJEEV ON COMMITMENT
*Additional Commitment % Bonus % Bonus in $ Commitment *Additional Commitment % Bonus %
0 0 $ - Below 90% 0 0
10 1 $ 369.23 90 - 100% 10 1
10 1.25 $ 830.77 101% - 110% 10 1.25
20 1.5 $ 1,938.46 111% - 130% 20 1.5
20 1.75 $ 3,230.77 131%-150% 20 1.75
25 2 $ 5,076.92 150% - 175% 25 2
25 2.5 $ 7,384.62 175%-200% 25 2.5
+++ 3 +++ 201 and above +++ 3

INCENTIVE FOR RAJEEV ON TEAM COMMITMENT

Commitment *Additional Commitment % Bonus %
Below 90% 0 0
90 - 100% 10 0.25
101% - 125% 10 0.5
126% - 150% 20 0.75
151%-175% 20 1
176% - 200% 25 1.25
201 and above +++ 2
 $ 886,153.85
Bonus in $
$ -
$ 886.15
$ 1,993.85
$ 4,652.31
$ 7,753.85
$ 12,184.62
$ 17,723.08
+++

$ 2,658,461.54
Bonus in $
$ -
$ 664.62
$ 1,993.85
$ 5,981.54
$ 11,298.46
$ 19,606.15
+++
KRA KPI
At least 300 calls by entire team per day from the contact database
At least 1500 calls and contacts per week from the contact database
Team review & management daily
At least 5000 calls and contacts per month from the contact database

Providing A1 and A2 support to team to dem

Sub-contracting opportunities from

bigger / other software companies To partner with atleast 2 such companies in a month

Technology partnerships Partnering with atleast 1 companny per month

Booked Revenue At least meet 90% of the revenue targets given for the month
(Lead to Opportunity & Closure)
Weightage % Measurement

<60% - 0%
>60% and <=70% - 5%
20 >70% and <=80% - 10%
>80% and <=90% - 15%
>90% and <=100 - 20%
<60% - 0%
>60% and <=70% - 5%
20 >70% and <=80% - 10%
>80% and <=90% - 15%
>90% and <=100 - 20%
<70% - 0%
15 >70% and <=90% - 15%
>90% and <=100% - 30%
15
<70% - 0%
30 >70% and <=80% - 15%
>80% and <=90% - 30%
100
KRA KPI
At least 60 calls and contacts per day from the contact database
At least 270 calls and contacts per week from the contact database
Calls and Contacts
At least 1080 calls and contacts per month from the contact database

Generate at least 8 qualified appointments a week

Qualified Appointments
Generate at least 22 qualified appointments a month

Proposals
(Appointment to Lead) Minimum 4 proposals to be sent to leads

Booked Revenue
(Lead to Opportunity & At least meet 90% of the revenue targets given for the month
Closure)
Weightage % Measurement

<60% - 0%
>60% and <=70% - 5%
20 >70% and <=80% - 10%
>80% and <=90% - 15%
>90% and <=100 - 20%
<60% - 0%
>60% and <=70% - 5%
20 >70% and <=80% - 10%
>80% and <=90% - 15%
>90% and <=100 - 20%
<70% - 0%
30 >70% and <=90% - 15%
>90% and <=100% - 30%
<70% - 0%
30 >70% and <=80% - 15%
>80% and <=90% - 30%
100
Quaterly Cycle Evaluation Incentive / Variable
January, February, March April May
April, May, June July August
July, August, September October November
October, November, December January February