Assessing Your Organization's Vulnerability
When finished with this review, ask yourself,
"Do
we have the knowledge to fix this on our own,
or do we need expert professionals to help us
grow our business?"
If you're sincere and enthusiastic in getting
started, with resources to allocate, please call
us for a
free one hour consultation. We'd be happy to meet
with you and discuss your situation.
913.486.0762
Competitive Advantage
✔ How do you know whether or not your company is vulnerable in the marketplace?
✔ What are the absolute differences between your company’s strengths and competitive advantages? (one is far more important than the other)
✔ What is your Margin Protection Strategy this year? Growth Strategy?
✔ What is the plan to finally being freed from price-based competition?
✔ How often does top management meet to discuss the competitive landscape, and what is the purpose for those meetings?
✔ What systems exist that ensure the Voice of the Customer is an integral part of your company’s overall planning process and corporate strategy?
Value Proposition
✔ Do you understand how your customers value your Value Proposition?
✔ Can your sales team clearly articulate your value as a company, your product value, and their value as the lead point of contact?
✔ Could you substitute your competitor's name in front of your value proposition and it would be true as well?
Business Development
✔ Is your company aligned with the right partners?
✔ Do you have a consistent, repeatable, strategic selection process for choosing the right partners?
✔ Are you positioned correctly in your target markets?
Strategic Planning
✔ Can your sales team clearly articulate your mission and vision statement?
✔ Does your company’s Vision set clear expectations and inspire?
✔ Does your operating plan move to accomplish your mission and vision statements?
Recruiting, Hiring, and Development
✔ Do you use a rigorous, structured process for every candidate you interview and hire?
✔ Is hiring a reaction or a process?
✔ Do you hire to fill a position or do you hire to fill out a team?
✔ Have you hired anyone who is not performing to the expectations you had when you made the offer?
Sales Planning Process
✔ Do your sales people know where they are within their own selling process?
✔ Do your sales people understand who the key players are and the roles they play?
✔ How afraid are your salespeople to speak to senior executives?
✔ How many of your sales people have visible, individual account plans?
Sales Call Planning Process
✔ How many of your salespeople know where each of their buying influences is in their buying process?
✔ Does your sales person have an analysis or plan for discovering where the customers are in their buying process?
✔ Do your sales people think through what they are trying to accomplish on the sales call by focusing on a minimum and maximum set of best expectations?
✔ Are your sales person's forecasts inconsistent, swinging wildly from being overly optimistic to morosely pessimistic?
Compensation
✔ Does your compensation program support the behaviors you expect from your sales team?
✔ Does your compensation program pay you a return on your investment?
✔ Does your compensation program attract the type of sales talent you desire?