Evaluate your company’s ability to execute sales with precision – – effectively, efficiently & predictably

Use Our Sales Process Assessments To Evaluate…

Sales Teams

Process management capability to pinpoint sources of chronic underperformance, and focus process improvement efforts or restructuring

Sales Managers

Process knowledge and skills to pinpoint sources of underperformance, focus career development and drive succession planning

Mergers & Acquisitions

Target company sales teams during due diligence and/or during post-merger integration to pinpoint synergy and process improvements

Sales Process Assessments

We Provide You With:
  1. Briefings on The Chief Sales Leader Framework™
  2. Online Self-Assessments that are quick to complete
  3. Focus Group Assessments to dig deeper into and clarify problem areas
  4. One-on-One Interviews to uncover hidden truths and agendas
  5. Document Assessment to determine if they exist, are complete and are used
  6. Report with priorities and recommendations

We Use The Chief Sales Leader Framework™

To assess sales teams and managers against the three (3) strategic and twelve (12) operating sales processes that are required for a sales team to execute with precision – – effectively, efficiently, and predictably

Assess Your Sales Team and Managers In One or All Twelve Processes

Sales Pipeline Funnel

#1 Sales Forecasting

  1. Revenue forecast including recurring/renewals and new customer acquisition
  2. Sales pipeline activity forecast
  3. Sales productivity forecast
  4. Sales staffing forecast
  5. Selling expense forecast

#2 Sales Planning

  1. Market/Industry plans
  2. Product and Service plans
  3. Pricing plans
  4. Customer plans
  5. Competitor plans
  6. Staffing plan
  7. Facilitating management plan
  8. Computer hardware plan
  9. Fleet management plan
Sales Planning

#3 Sales Organization Structure

  1. Sales channel structure
  2. Job structure and descriptions
  3. Sub-department structure
  4. Sales territory design
  5. Management span of control
  6. Decision-making authority

#4 Sales Culture

  1. Alignment with company values and purpose
  2. Behaviors, beliefs, and assumptions
  3. Company history understanding
  4. Office environment
  5. Camaraderie
  6. Celebrations
  7. Community involvement
  8. Decision-making consistency
  9. Communication
  10. Commitment

#5 Sales Procedures

  1. New Customer Acquisition
  2. Renewing Customers
  3. Cross-Selling and Up-Selling
  4. Winning Back Past Customers
  5. Customer Service
  6. Channel Partner Sales

#6 Sales Technology

  1. CRM system
  2. Marketing automation
  3. Customer service system
  4. Phone and auto-dialer systems
  5. Sales presentation library
  6. Knowledge management systems
  7. Productivity software
  8. Project management software
  9. Sales territory mapping
  10. Sales analysis and reporting software
  11. Human resource information system (HRIS)

#7 Sales Presentations & Content

  1. Awareness building content i.e. blogs, white papers, checklists, etc.
  2. Evaluation content i.e. case studies, data sheets, comparisons, etc.
  3. Company information i.e. brochures, website
  4. Product and service demonstrations, FAQs, etc.
  5. Pricing and proposals
  6. Promotional materials
  7. Contracts, terms, and conditions
  8. Customer service information

#8 Sales Management Procedures

  1. Hiring the right salespeople and managers
  2. Onboarding new salespeople and partners
  3. Coaching salespeople and managers
  4. Compensating, rewarding, and recognizing
  5. Evaluating performance
  6. Selling skill training
  7. Product, service and pricing training
  8. Succession planning

#9 Sales Measurement

  1. Metrics tracked and definitions
  2. Performance goals and benchmarks
  3. Database structure for tracking
  4. Data recording
  5. Automation for tracking sales data

#10 Sales Analysis

  1. Sales data storage and feeds
  2. Cleaning sales data
  3. Hypothesis testing
  4. Gap analysis
  5. Recommendation development

#11 Sales Reporting

  1. Data gathering for reports
  2. Report preparation
  3. Presentation of report
  4. Meeting management

#12 Sales Process Improvement

  1. Problem-solving facilitation
  2. Improvement prioritization
  3. Action planning for improvements
  4. Reporting on improvements
  5. Improvement meeting management