Member Research

On sales teams and managers ability to execute with precision – – effectively, efficiently & predictably

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We partner with associations to conduct revenue growth and sales research under your association name using The Chief Sales Leader Framework™™ as the foundation.

We Provide You With No Cost:

  1. Questionnaire design, including custom questions
  2. Online fielding of survey questionnaire
  3. Comparative analysis
  4. Customized report for your members
  5. Feature article summarizing findings for your publications
  6. Webinars to review research findings with your members
  7. Conference and event presentation on research findings
We Use The Chief Sales Leader Framework™™
To assess sales teams and managers against the three (3) strategic and twelve (12) operating 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 Assessment, including process instructions, policies and guidelines for:
  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 Plan Assessment, including process instructions, policies and guidelines for:
  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 Structure Assessment, including process instructions, policies and guidelines for:
  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 autority
#4 Sales Culture Assessment, including process instructions, policies and guidelines for:
  1. Alignment with company values and purpose
  2. Behaviors, beliefs and assumptions
  3. Company history understanding
  4. Office environment
  5. Comaraderie
  6. Celebrations
  7. Community involvement
  8. Decision making consistency
  9. Communication
  10. Commitment
#5 Sales Procedure Assessment, including process instructions, policies and guidelines for:
  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 Assessment, including process instructions, policies and guidelines for:
  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 Content Assessment, including process instructions, policies and guidelines:
  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 People Assessment, including management process instructions, policies and guidelines for:
  1. Hiring the right sales people and managers
  2. Onboarding new sales people and partners
  3. Coaching sales people 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 Assessment, including process instructions, policies and guidelines:
  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 Assessment, including process instructions, policies and guidelines for:
  1. Sales data storage and feeds
  2. Cleaning sales data
  3. Hypothesis testing
  4. Gap analysis
  5. Recommendation development
#11 Sales Reporting Assessment, including process instructions, policies and guidelines:
  1. Data gathering for reports
  2. Report preparation
  3. Presentation of report
  4. Meeting management
#12 Sales Process Improvement Assessment, of process instructions, policies and guidelines for:
  1. Problem solving facilitation
  2. Improvement prioritization
  3. Action planning for improvements
  4. Reporting on improvements
  5. Improvement meeting management
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