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Section 1: Marketing and Sales Organizational Capabilities
— Check the box that applies to each question —
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Agree
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Improvement Needed
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Disagree
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Our marketing strategies and initiatives consistently work well and increase business value.
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Our new product investments are primarily customer-driven. They are always valued by customers, achieve rapid market acceptance and get price premiums when introduced.
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We have an integrated market strategy, business development and sales process that
works well and is required basic training for all marketing, sales and management.
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We consistently achieve price premiums over our competition and are not forced to take undesirable pricing actions to win or save business.
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We have a proven process, tool kit and decision criteria for assessing the attractiveness
of new market and product strategies and initiatives.
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We have a formal Business Development function responsible for building channels-to-
market and testing the viability of new market and product opportunities.
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We expect of, and reward our sales team for achieving bookings.
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We expect of, and reward our sales team for contribution to profit margin.
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We expect of, and reward our sales team for achieving customer retention targets.
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We provide special incentives to our sales team for new, first-time customers.
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We expect of, and reward our sales team for providing timely market and competitive intelligence.
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We expect of, and reward our sales team for identifying new product ideas and ways of increasing the value of a customer transactions.
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We have a formal sales process that is required basic training for our sales, sales support, sales management and other employees with regular customer contact.
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Our sales team consistently brings in highly qualified account opportunities resulting in a
high win rate (> 50%).
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We expect our sales team to maintain a sales pipeline and we have confidence in the
quality and $ value of the opportunities in it.
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We do not introduce new products or launch new market initiatives until they demonstrate
they have a sound market strategy and passed a rigorous vetting process.
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Section 2: Performance Excellence Culture For the next set of questions, on a scale of 1 to 5 with 5 being best, rate the degree to which your company culture exemplifies each characteristic.
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1. Objective Setting (clear, quantifiable, strategic, shared, aligned, all key employees)..
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2. Project Planning ..........................................................................................................
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3. Ownership (clear, single reporting responsibilities, authority) .....................................
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4. Sense of urgency (deadlines, criticality understood, working late) .............................
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5. Accountability (both rewards and consequences) .......................................................
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6. Process Consistency ...................................................................................................
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7. Measurements and Metrics (both outcome and process, highly visible to all) ............
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8. Training Programs (consistent across the firm and roles) ...........................................
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9. Checkpoints (frequent individual working sessions, monthly group updates) .............
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10. Reward Systems (targeted at and focused on achieving quantifiable objectives) .....
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11. Expectations Setting (clear, incorporated into job descriptions and objectives) ........
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Scoring Section 1: Follow these steps to rate your firm’s Marketing & Sales Organizational Performance
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Section1 Scoring: For every check mark in an “Agree” box add 4 points. For every check mark in a “Needs Improvement” box add 2 points. For every check mark in a “Disagree” box add 0 points. Sum all points and compare the total with a perfect score of 64 points
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0 to 15 points
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Organizational and process transformation efforts should begin immediately. Organizations rating in this range typically lack market focus, process disciplines, consistency, stability, profitability and growth. This rating level implies a weak foundation for future growth and high competitive vulnerability. Call 503-318-2696 or email for a no-charge discussion.
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15 to 30 points
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Significant improvements are possible. These improvements have the potential to produce rapid boosts in revenue and profit margin in a short period of time. Call 503-318-2696 or email for a no-charge discussion.
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30 to 45 points
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Your organization has a good foundation from which achieve marketing & sales excellence. Organizations within this rating range are typically characterized by good culture and process disciplines, but may lack coordination, alignment and consistency throughout the firm.
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45 to 64 points
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Your organization is among the best. You’re doing a lot of things right. Continued efforts will make your market position more defensible.
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