Our marketing initiatives and strategies consistently increase the economic value of the business for the owners.
Our marketing and product investments are customer-needs driven. They are focused and consistently achieve rapid adoption and good financial return.
We have an integrated market strategy, business development, sales and performance management process that works well. It is required basic training for our marketing, sales and management employees.
We consistently achieve price premiums over our competition and are not forced to take undesirable pricing actions to win or save business.
We have a reliable process, tool kit and decision criteria for assessing the attractiveness of new market and product initiatives.
We have a formal Business Development function responsible for building channels-to-market and testing the viability of new market and product opportunities before launch.
We expect of, and reward, our sales team for achieving bookings
We expect of, and reward, our sales team for contribution to profit margin.
We expect of, and reward, our sales team for achieving customer retention targets.
We provide special incentives to sales for new, first-time customers
We expect of, and reward, our sales team for providing timely market and competitive intelligence.
We expect of, and reward, our sales team for identifying new product ideas and ways of increasing the value of a customer transaction.
We have a formal sales process that is required basic training for our sales, sales support, and other employees with regular customer contact
Our sales team consistently brings in highly qualified account opportunities resulting in a high win rate (> 50%).
We expect our sales team to maintain a sales pipeline and we have confidence in the quality and $ value of the opportunities in it.
We have a good system for sales management: which includes sales pipeline visibility, account strategy formulation, action planning and forecasting
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For the next questions, rate the degree to which your company culture represents the characteristics described on a scale of 1 to 5, 5 is best
1. Objectives (clear, communicated, quantifiable, strategic, aligned, all team members) .....
2. Project Planning ..............................................................................................................
3. Ownership (clear, single reporting responsibilities, authority) ........................................
4. Sense of urgency (deadlines, criticality understood, working late) ................................
5. Accountability (both rewards and consequences) ..........................................................
6. Process Consistency ......................................................................................................
7. Measurements and Metrics (both outcome and process, highly visible to all) ...............
8. Training Programs (consistent across the firm and roles) ..............................................
9. Checkpoints (frequent individual working sessions, monthly group updates) ................
10. Reward Systems (targeted at and focused on achieving quantifiable objectives) ........
11. Expectations Setting (clear, communicated, incorporated into objectives) ...................
12. Priorities (clear, understand difference between urgent and important) .......................