Sales Strategy & Management Assessment

In preparation for our Peer Group meeting on December 9, it will be useful for Frank Rowe to understand your sales organization’s growth strategy, structure, processes, and relative strengths and weaknesses.

Frank will use your responses to focus his presentation and our conversation on areas that will be most useful and relevant to you and your company.

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Name

First

Last

Date

Marketing Positioning …

1. Briefly describe how you differentiate your company’s services from your competition…

2. How much business comes from existing versus new customers? Is this mix where you want it to be? Add details below.

Approach to growing revenue …

1. Briefly describe your process for forecasting annual and quarterly sales:

2. What’s your revenue growth rate over the last 3 years? The next 3 years?

3. What’s the likelihood your company will hit its 2024 Sales and Profit Targets? What are your 2025 Sales and Profit Targets?

4. On a ten-point scale (10 = highest) rate your organization’s overall approach to growing revenue. Provide any additional comments / thoughts.

Approach to growing revenue …

For question 1 only:

In regard to your sales leadership & sales team structure:

1a. Who leads your sales team? What does this person do well? Why?

1b. Where does this person struggle? Why?

does company well?

1c. What do your sales reps consistently do well? Why?

1d. Where do your sales reps most often fall short? Why?

1e. Do your reps have sales quotas?

1f. Are sales commissions and overall rep comp plans in line with your company’s strategic priorities?

2. Please list all of your outside sales people: name, length of service, age and ten-point rating.

3. Please list all of your inside sales people; length of service, age and ten-point rating.

4. On a ten-point scale rate your sales organization. Provide any additional comments / thoughts.

Sales Process …

For Question 1:

Briefly summarizing your sales process—from lead generation to closing new business..

1a. Identify tools, trainings, technology, processes, etc., you use to create sales pipeline visibility, accurate forecasting, and rep accountability

1b. What’s working with your sales process? Why?

1c. What isn’t working? Why?

2. Rate your organization’s sales process on a 10-point scale. Any additional comments / thoughts?

Role of President in your Sales process…

1. What percentage of the President’s time is allocated to Sales?

2. How does your President provide “lift” to your Sales strategy and process?

3. One thing you wish your President would do to support your Sales strategy and process?

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