CEO’s Sales Strategy Assessment

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Purpose & Contents Purpose A Sales Strategy is the operating plan for your sales force. It allocates resources effectively to increase revenues and reduce selling costs. It means you can get more out of your sales force.

ContentsSection Topic

1. Defining the Marketplace Determine who will buy your products and services and the profile of an ideal customer.

2. Launching New Products How sales is involved in developing and launching new products

3. Routes to Market Optimize resources against market potential

4. Sales Execution Processes and expectations for sales to execute against the strategy

5. Talent Create performance conditions to hire and enable ‘A’ player sales reps & managers

Assess Current GapsSection Best Practice Assessment

1. Defining the

Marketplace

• Ideal customer defined• X/up sell potential is known down to the customer level• New logo potential is known down to the customer level

2. Launching New

Products

• Sales is involved in developing new products• Tools are developed to enable sales to sell the new product• Sales has been enabled to sell the new products (customer problems, competitive

positioning, sales playbook)

3. Routes to Market

• Best resources are pointed at best accounts• Sales is organized to capture potential (inside, outside, key accounts, etc.)• Headcount is modeled to capture potential

4. Sales Execution

• Processes (prospecting, lead mgmt., sales process) are customized based on how buyers buy

• Processes have been implemented and adopted by sales• Incentives and cadence measured and optimized to deliver the number

5. Talent• ‘A’ player rep and manager are defined and hired to• Formal onboarding process exists to reduce ramp-to-productivity• Managers know what is expected of them and are executing the strategy effectively

• Aligned (green) – Your team is executing across all 3 best practices• Gap (yellow) – Your team is executing 1-2 of the best practices• Gulf (red) – Your team does not execute any of the best practices