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Have you established weekly key performance metrics that you track and monitor?
Do you have an accurate view of your sales opportunities?
Do you have an immediate view of your won ⁄ lost record for potential sales for the past 12 months?
Over the past 24 months are sales:
Do your growth plans use third party data to establish achievable year over year targets?
Is your forecast built bottom up?
Is your growth plan built by vertical market and product type?
Does your growth planning include an evaluation of your competitors?
Have you have clearly defined the steps of your sales process from opening an opportunity to closing a deal?
Do you conduct a weekly sales meeting to discuss past and future performance?
Do you have a documented, standard process for deal evaluation & pricing approval?
Have you created effective standard sales materials for your sales organization to use?
Do you believe current leadership is performing well?
Do you have low turnover in your sales team?
Does your sales team understand their monthly activities and measures progress on a weekly basis?
Do you have a promote from within culture?
Do you have sales resources that are exclusively focused on acquiring new customers?
Do you have a value proposition that succinctly defines your companies competitive advantage?
Do you have a robust lead generation engine that drives new opportunities?
Does your sales team use a 4 week call ⁄ prospect planner to drive activity?
Do you use third party data to define your share of the market by vertical and geography?
Do you have a well functioning CRM that provides meaningful weekly performance guidance for your sales team?
Does your company routinely use historical data to inform future decisions?
Do you feel your company is held hostage to your systems or lack of systems?
Do you have a defined and documented process to review the annual performance of your customer base?
Do you rank your customers by profitability and revenue on an annual basis?
Do you ask your customers what they think of your products and service?
Do you measure customer retention?
Have you defined and documented roles and responsibilities for your sales team?
Do you do an annual performance appraisal for each sales team member?
Are your compensation plans aligned to your growth plan(s)?
Is the organizational structure of your company well understood by your team and designed to drive performance?