Agile Action Plan
AAP — Tăng productivity sales team 30% Q3
Markus Lab · Cập nhật: 02/07/2026 15:53
Header
- Sponsor
- Sales Director
- Owner
- Sales Manager — Anh Quân
- Start Date
- 01/04/2026
- Target End
- 30/09/2026
- GAPS
- Sales productivity 15 → target 20 deals/rep/month (gap +5 deals = +33%)
Rationale
Sales productivity hiện tại 15 deals/rep/tháng — bằng industry average ngành B2B SaaS Việt Nam. Để break-out so với competitor + đạt revenue target Q3 cần lift productivity lên 20 deals/rep/tháng (+33%).
Problem này là Created Problem (improvement) không phải Caused Problem (deviation) — không có "lỗi" cần fix, chỉ là raise the bar.
Target State
Q3/2026 mỗi rep close 20 deals/tháng (60 deals/quý). Lead-to-deal conversion từ 18% → 25%. Average deal cycle từ 28 ngày → 21 ngày.
Kỹ năng team: 100% rep pass SPIN selling cert. CRM fully adopted (>90% deal có activity log).
Measures & Actions
Training sales skills (SPIN selling + objection handling)
| Description | Owner | Start | End | Progress | Status |
|---|---|---|---|---|---|
| Hiring SPIN-certified trainer — 4 sessions × 4h. Workshop tháng 4 cho 12 reps. | Sales Manager Quân | 05/04/2026 | 30/04/2026 | 100% | Hoàn thành |
| Role-play workshop weekly — Sales Lead Hà host. Mỗi rep practice 2 scenario/tuần. | Sales Lead Hà | 01/05/2026 | 30/09/2026 | 60% | Đúng tiến độ |
| Cert exam SPIN + objection handling — pass mark 80%, retake nếu fail. | Sales Manager Quân | 15/06/2026 | 30/06/2026 | 100% | Hoàn thành |
CRM upgrade + adoption
| Description | Owner | Start | End | Progress | Status |
|---|---|---|---|---|---|
| Switch từ Excel pipeline sang HubSpot CRM. Migrate 800 deals + 2000 contacts. | CRM Admin Linh IT Khoa | 10/04/2026 | 15/05/2026 | 100% | Hoàn thành |
| Training rep dùng HubSpot — log activity sau mỗi call/email/meeting trong 24h. | CRM Admin Linh | 15/05/2026 | 15/06/2026 | 100% | Hoàn thành |
| CRM adoption KPI — mỗi rep > 90% deal có activity log. Weekly review Sales Manager. | Sales Manager Quân | 15/06/2026 | 30/09/2026 | 75% | Đúng tiến độ |
| CRM dashboard — pipeline by stage, conversion rate, deal velocity. Auto refresh daily. | CRM Admin Linh Marketing Ops Nam | 01/06/2026 | 30/06/2026 | 100% | Hoàn thành |
Lead scoring + qualification process
| Description | Owner | Start | End | Progress | Status |
|---|---|---|---|---|---|
| Define lead scoring criteria (industry, company size, intent signal, budget). Implement HubSpot lead score. | Marketing Ops Nam | 01/05/2026 | 31/05/2026 | 100% | Hoàn thành |
| Lead qualification SOP — chỉ rep work lead score ≥ 60. Lead < 60 nurture qua email. | Sales Lead Hà Marketing Ops Nam | 01/06/2026 | 30/06/2026 | 100% | Hoàn thành |
| Email nurture sequence cho lead < 60 — 5 email/30 ngày. Re-score sau nurture. | Marketing Ops Nam | 01/07/2026 | 31/08/2026 | 80% | Đúng tiến độ |
Impact Tracking
| Measure | Planned | Current | Realization |
|---|---|---|---|
| Training sales skills (SPIN selling + objection handling) | 2 | 1.5 | 75% |
| CRM upgrade + adoption | 1.5 | 1.8 | 120% |
| Lead scoring + qualification process | 1.5 | 1 | 67% |