Corporate Sales Playbook

The PAE Corporate Sales Playbook is a strategic document that standardizes key B2B activities and processes, ensuring efficiency and consistency in decision-making around Key Performance Indicators (KPIs).

It outlines five core areas:

1. Purpose and Mission

The mission is to transform companies into high-performance machinery. The philosophy emphasizes Transformation over Transaction and Radical Personalization in all solutions.

2. Policies

Core policies ensure strategic, value-driven engagement:

• Selling Strategy: Based on Consultative Sales and focusing on the Return on Investment (ROI) for the client.
• Qualification: Leads must pass a diagnosis based on company size, investment capacity, and urgency before receiving a formal proposal.
• Proposals: Must use official, customized materials that emphasize ROI and measurable results (e.g., % sales increase).
• Follow-up: All interactions must be answered within 24 business hours.
• Closing: Requires a signed contract and a minimum 30% initial payment.
• Ethics and Preparation: Mandates absolute transparency and professional Tactical Preparation (e.g., studying the client and anticipating objections).

3. Processes

Key procedures govern client engagement:

• B2B Sales Funnel: A 7-stage process: Prospecting → Diagnosis → Proposal → Presentation → Follow-up → Negotiation/Closing → Post-sale/Scaling.
• Sales → CX Transition: A formal process for a smooth client handoff to the Service team for immediate post-sale contact and long-term fidelity planning.

4. KPIs and Performance Tracking

Primary metrics focus on profitability and long-term client value:

• Sales Revenue (Total, Received, Financed Income)
• Sales Growth Rate
• Average Deal Size (Tamaño Promedio de los Acuerdos)
• Customer Satisfaction (CSAT/NPS)
• Customer Lifetime Value (CLV)
• Churn Rate (Tasa de Deserción)

5. Roles and Responsibilities

The area has 2 primary positions:

• Gerente de Ventas Corporativas (CCSO) (L4): Leads the corporate sales strategy, drives revenue growth, and optimizes processes.
• Coordinador de Ventas Corporativas (L2): Executes commercial processes, manages proposals, and oversees account management (onboarding, upselling).