10 Apr Assume ??you are back in time in early 2018, and you have you been asked to help ??improve the productivity of our acquisition sales teams. Use the data provided in the included sheet ?
Sales operations at Stripe requires a baseline of analytical skills, and it is also critical that we are able to explain complex concepts to a variety of audiences. This test is structured so that someone with the baseline skills needed to succeed in the role should be able to complete this in under 4 hours without assistance. Use the data in the included sheets to address the following scenario… Assume you are back in time in early 2018, and you have you been asked to help improve the productivity of our acquisition sales teams. Use the data provided in the included sheet to: – (1) Diagnose where there may be opportunities to improve productivity – (2) Develop hypothesis for how to address these opportunities Please conduct your analysis within the Google Sheet. If you would like to append a Google doc to summarize and/or include your hypothesis, that is fine. Please treat the assignment as standalone and try to be as structured with your diagnostic and hypothesis as possible. We will have a follow-up call with you in which we will discuss your approach to this assignment.
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Sales operations at Stripe requires a baseline of analytical skills, and it is also critical that we are able to explain complex concepts to a variety of audiences. This test is structured so that someone with the baseline skills needed to succeed in the role should be able to complete this in under 4 hours without assistance. |
Use the data in the included sheets to address the following scenario… |
Assume you are back in time in early 2018, and you have you been asked to help improve the productivity of our acquisition sales teams. Use the data provided in the included sheet to: |
— (1) Diagnose where there may be opportunities to improve productivity |
— (2) Develop hypothesis for how to address these opportunities |
Please conduct your analysis within the Google Sheet. If you would like to append a Google doc to summarize and/or include your hypothesis, that is fine. |
You can also email Jorge with any questions. |
Please treat the assignment as standalone and try to be as structured with your diagnostic and hypothesis as possible. We will have a follow-up call with you in which we will discuss your approach to this assignment. |
data
Opportunity Name | Opportunity Owner | Region | Segment | Vertical | Created Date | Close Date | Amount | Stage | Reached Stage — Discovering Needs | Reached Stage — Mutually Educating | Reached Stage — Validating Fit | Reached Stage — Negotiating | Reached Stage — Onboarding | Reached Stage — Live / Closed Won |
Opp HI60784590FF | Kevan | NAMER | Startups | B2B Direct | 1/31/17 | 2/6/17 | $4,740,000 | Lost | 1 | 0 | 0 | 0 | 0 | 0 |
Opp DJ67492320UW | Talisa | EMEA | Startups | B2C Direct | 2/6/17 | 2/20/17 | $4,550,000 | Lost | 1 | 1 | 1 | 0 | 0 | 0 |
Opp MW04402484FA | Kevan | NAMER | Startups | B2B Indirect | 2/15/17 | 3/15/17 | $8,700,000 | Lost | 1 | 1 | 1 | 1 | 0 | 0 |
Opp KX40285324BO | Ellaria | NAMER | Growth | B2C Direct | 1/17/17 | 3/22/17 | $13,360,000 | Live | 1 | 1 | 1 | 1 | 1 | 1 |
Opp XN80544255PH | Kevan | NAMER | Startups | B2B Direct | 1/18/17 | 2/24/17 | $7,020,000 | Live | 1 | 1 | 1 | 1 | 1 | 1 |
Opp YZ73564713UI | Pypar | NAMER | Startups | B2C Indirect | 2/28/17 | 3/12/17 | $6,400,000 | Lost | 1 | 1 | 0 | 0 | 0 | 0 |
Opp JJ91922622WU | Rast | NAMER | Startups | B2C Direct | 3/14/17 | 3/19/17 | $2,850,000 | Lost | 1 | 0 | 0 | 0 | 0 | 0 |
Opp NJ25724727TA | Maester | NAMER | Startups | B2C Direct | 3/6/17 | 3/13/17 | $2,950,000 | Lost | 1 | 0 | 0 | 0 | 0 | 0 |
Opp GZ25686804KD | Barristan | NAMER | Startups | B2C Direct | 3/24/17 | 3/31/17 | $4,950,000 | Lost | 1 | 0 | 0 | 0 | 0 | 0 |
Opp RX42564784QN | Sansa | APAC | Startups | B2B Indirect | 3/11/17 | 4/3/17 | $2,676,000 | Lost | 1 | 1 | 1 | 0 | 0 | 0 |
Opp QB38118412GL | Othell | NAMER | Startups | B2B Indirect | 2/27/17 | 3/31/17 | $3,650,000 | Live | 1 | 1 | 1 | 1 | 1 | 1 |
Opp MW91101264KX | Myrcella | NAMER | Startups | B2B Indirect | 3/10/17 | 3/20/17 | $3,480,000 | Lost | 1 | 1 | 0 | 0 | 0 | 0 |
Opp ZS75652653DE | Khal | EMEA | Growth | B2B Indirect | 1/19/17 | 3/10/17 | $13,210,000 | Live | 1 | 1 | 1 | 1 | 1 | 1 |
Opp OO46807119QH | Talisa | EMEA | Startups | B2B Indirect | 1/19/17 | 1/24/17 | $5,040,000 | Lost | 1 | 0 | 0 | 0 | 0 | 0 |
Opp ZE72705475NW | Kevan | NAMER | Startups | B2B Direct | 1/10/17 | 1/28/17 | $6,840,000 | Lost | 1 | 1 | 1 | 0 | 0 | 0 |
Opp TW14566985GB | Tormund | EMEA | Startups | B2C Direct | 2/15/17 | 2/21/17 | $2,700,000 | Lost | 1 | 0 | 0 | 0 | 0 | 0 |
Opp RO20051411MY | Maester | NAMER | Startups | B2B Indirect | 1/18/17 | 2/7/17 | $3,900,000 | Lost | 1 | 1 | 1 | 1 | 0 | 0 |
Opp JU43642996YS | Tormund | EMEA | Startups | B2C Direct | 2/16/17 | 3/7/17 | $4,030,000 | Lost | 1 | 1 | 1 | 0 | 0 | 0 |
Opp OF71946457PY | Rast | NAMER | Startups | B2C Direct | 2/17/17 | 2/24/17 | $7,150,000 | Lost | 1 | 0 | 0 | 0 | 0 | 0 |
Opp QJ43916143ST | Osha | NAMER | Late Stage | B2B Indirect | 3/29/17 | 5/8/17 | $62,050,000 | Lost | 1 | 1 | 1 | 0 | 0 | 0 |
Opp FZ70373447QI | Pypar | NAMER | Startups | B2B Direct | 3/6/17 | 3/22/17 | $2,850,000 | Lost | 1 | 1 | 1 | 0 | 0 | 0 |
Opp GT77309990CV | Maester | NAMER | Startups | B2C Indirect | 3/21/17 | 5/2/17 | $6,450,000 | Live | 1 | 1 | 1 | 1 | 1 | 1 |
Opp XF14993814MM | Barristan | NAMER | Startups | B2C Indirect | 3/18/17 | 4/8/17 | $4,912,500 | Lost | 1 | 1 | 1 | 0 | 0 | 0 |
Opp AX53566084PH | Barristan | NAMER | Startups | B2B Indirect | 1/18/17 | 2/4/17 | $5,625,000 | Lost | 1 | 1 | 1 | 0 | 0 | 0 |
Opp KN78713495CT | Loras | NAMER | Startups | B2C Direct | 3/11/17 | 3/21/17 | $3,900,000 | Lost | 1 | 1 | 0 | 0 | 0 | 0 |
Opp OR17747568CL | Rodrik | NAMER | Startups | B2B Indirect | 3/23/17 | 4/14/17 | $5,300,000 | Lost | 1 | 1 | 1 | 0 | 0 | 0 |
Opp IL15402599PK | Loras | NAMER | Startups | B2C Direct | 2/8/17 | 3/24/17 | $6,100,000 | Live | 1 | 1 | 1 | 1 | 1 | 1 |
Opp RV86377025XZ | Loras | NAMER | Startups | B2B Indirect | 3/9/17 | 3/28/17 | $6,150,000 | Lost | 1 | 1 | 1 | 0 | 0 | 0 |
Opp AH03986168TV | Sandor | EMEA | Growth | B2B Indirect | 1/2/17 | 2/11/17 | $7,480,000 | Lost | 1 | 1 | 1 | 1 | 0 | 0 |
Opp II02170525GK | Tyrion | EMEA | Growth | B2C Direct | 2/1/17 | 2/12/17 | $14,500,000 | Lost | 1 | 0 | 0 | 0 | 0 | 0 |
Opp MP59890784KB | Talisa | EMEA | Startups | B2B Indirect | 3/3/17 | 3/9/17 | $4,480,000 | Lost | 1 | 0 | 0 | 0 | 0 | 0 |
Opp EF34734013UG | Talisa | EMEA | Startups | B2B Indirect | 1/1/17 | 1/12/17 | $4,550,000 | Lost | 1 | 1 | 0 | 0 | 0 | 0 |
Opp NL50409609QH | Missandei | NAMER | Growth | B2B Direct | 3/16/17 | 4/7/17 | $23,925,000 | Lost | 1 | 1 | 0 | 0 | 0 | 0 |
Opp UT36669046US | Talisa | EMEA | Startups | B2C Direct | 2/2/17 | 3/8/17 | $4,690,000 | Live | 1 | 1 | 1 | 1 | 1 | 1 |
Opp CA95953967AP | Sandor | EMEA | Growth | B2C Indirect | 2/8/17 | 2/28/17 | $15,660,000 | Lost | 1 | 1 | 0 | 0 | 0 | 0 |
Opp NG56828946LW | Jaqen | NAMER | Growth | B2C Indirect | 1/4/17 | 1/16/17 | $29,560,000 | Lost | 1 | 0 | 0 | 0 | 0 | 0 |
Opp TH07770252ON | Barristan | NAMER | Startups | B2C Direct | 1/18/17 | 2/28/17 | $3,937,500 | Live | 1 | 1 | 1 | 1 | 1 | 1 |
Opp JR06204711DE | Maester | NAMER | Startups | B2B Indirect | 1/12/17 | 1/17/17 | $3,250,000 | Lost | 1 | 0 | 0 | 0 | 0 | 0 |
Opp OH46360813XG | Rast | NAMER | Startups | B2B Indirect | 1/20/17 | 2/22/17 | $6,550,000 | Lost | 1 | 1 | 1 | 1 | 1 | 0 |
Opp WE56722894CY | Tyrion | EMEA | Growth | B2C Direct | 1/5/17 | 1/12/17 | $16,720,000 | Lost | 1 | 0 | 0 | 0 | 0 | 0 |
Opp OQ26725289NX | Roose | NAMER | Growth | B2B Indirect | 3/16/17 | 4/14/17 | $15,030,000 | Lost | 1 | 1 | 1 | 0 | 0 | 0 |
Opp XC45130284CY | Jaqen | NAMER | Growth | B2C Direct | 2/8/17 | 2/24/17 | $27,890,000 | Lost | 1 | 1 | 0 | 0 | 0 | 0 |
Opp HI59662670VX | Alliser | NAMER | Startups | B2B Indirect | 3/23/17 | 4/14/17 | $3,750,000 | Lost | 1 | 1 | 1 | 1 | 0 | 0 |
Opp IR04930666QT | Robb | APAC | Startups | B2B Indirect | 1/24/17 | 2/8/17 | $3,740,000 | Lost | 1 | 1 | 0 | 0 | 0 | 0 |
Opp LO07988626DA | Myrcella | NAMER | Startups | B2B Indirect | 3/16/17 | 4/28/17 | $4,260,000 | Live | 1 | 1 | 1 | 1 | 1 | 1 |
Opp CJ98171593PR | Talisa | EMEA | Startups |