World-Class Sales Organizations

1. World-Class Sales Organizations Based on research from the Sales Executive Council.

2. Sales Talent Management • We hire stellar people. We don’t compromise based on availability. • Rate your organization on two dimensions: On Proficiency: On Potential Impact: • Excellent: 1 - High • Good: 2 - Medium • Average: 3 - Low • Poor: 4 • Non-existent: 5

3. Sales Talent Management • We adjust competency requirements as the sales environment changes and clarify performance expectancies based on that model. • Rate your organization on two dimensions: On Proficiency: On Potential Impact: • Excellent: 1 - High • Good: 2 - Medium • Average: 3 - Low • Poor: 4 • Non-existent: 5

4. Sales Talent Management • We effectively diagnose skills deficiencies at the level of the individual, then address those deficiencies through targeted training, mentoring, coaching and e-learning. • Rate your organization on two dimensions: On Proficiency: On Potential Impact: • Excellent: 1 - High • Good: 2 - Medium • Average: 3 - Low • Poor: 4 • Non-existent: 5

5. Sales Talent Management • We actively collect and disseminate sales best practices across the organization. We aggressively retain star performers and move quickly to manage out underperformers. • Rate your organization on two dimensions: On Proficiency: On Potential Impact: • Excellent: 1 - High • Good: 2 - Medium • Average: 3 - Low • Poor: 4 • Non-existent: 5

6. Sales Talent Management • We effectively identify, develop and empower future leaders at all levels of the sales organization. • Rate your organization on two dimensions: On Proficiency: On Potential Impact: • Excellent: 1 - High • Good: 2 - Medium • Average: 3 - Low • Poor: 4 • Non-existent: 5

7. Strategic Customer and Channel Management • We tier customers based on value (current and potential) and deploy sales resources effectively based on customer value. • Rate your organization on two dimensions: On Proficiency: On Potential Impact: • Excellent: 1 - High • Good: 2 - Medium • Average: 3 - Low • Poor: 4 • Non-existent: 5

8. Strategic Customer and Channel Management • We have a holistic view of the customer through an enterprise information system (i.e. SalesForce), and we use this system effectively to manage customer relationships. • Rate your organization on two dimensions: On Proficiency: On Potential Impact: • Excellent: 1 - High • Good: 2 - Medium • Average: 3 - Low • Poor: 4 • Non-existent: 5

9. Strategic Customer and Channel Management • We make use of multiple channels, deploying according to customer preference and customer relationships. • Rate your organization on two dimensions: On Proficiency: On Potential Impact: • Excellent: 1 - High • Good: 2 - Medium • Average: 3 - Low • Poor: 4 • Non-existent: 5

10. Strategic Customer and Channel Management • We create strong bonds with key channel partners that drive mutual success and profitability. • Rate your organization on two dimensions: On Proficiency: On Potential Impact: • Excellent: 1 - High • Good: 2 - Medium • Average: 3 - Low • Poor: 4 • Non-existent: 5

11. Strategic Customer and Channel Management • We have effective methodologies for deepening or broadening relationships (and getting paid for them) with customers. • Rate your organization on two dimensions: On Proficiency: On Potential Impact: • Excellent: 1 - High • Good: 2 - Medium • Average: 3 - Low • Poor: 4 • Non-existent: 5

12. Strategic Customer and Channel Management • We effectively align the organization across divisions, functions and geographies to present a seamless face to the customer. • Rate your organization on two dimensions: On Proficiency: On Potential Impact: • Excellent: 1 - High • Good: 2 - Medium • Average: 3 - Low • Poor: 4 • Non-existent: 5

13. Sales Process Design/Productivity • We provide an environment where account managers are empowered to make appropriate decisions and act on behalf of customers. • Rate your organization on two dimensions: On Proficiency: On Potential Impact: • Excellent: 1 - High • Good: 2 - Medium • Average: 3 - Low • Poor: 4 • Non-existent: 5

14. Sales Process Design/Productivity • We have streamlined the sales process, such that is does not get in the way of the sale. Our company is “easy to buy from” and “easy to sell for.” • Rate your organization on two dimensions: On Proficiency: On Potential Impact: • Excellent: 1 - High • Good: 2 - Medium • Average: 3 - Low • Poor: 4 • Non-existent: 5

15. Sales Process Design/Productivity • We aggressively digitize or offload low-value (and even some high-value) non-customer-facing activities to free up account executive time. • Rate your organization on two dimensions: On Proficiency: On Potential Impact: • Excellent: 1 - High • Good: 2 - Medium • Average: 3 - Low • Poor: 4 • Non-existent: 5

16. Sales Process Design/Productivity • We provide the sales organization with easy-to-use, value-added tools (e.g. templates, technology) and accurate, relevant and timely information. • Rate your organization on two dimensions: On Proficiency: On Potential Impact: • Excellent: 1 - High • Good: 2 - Medium • Average: 3 - Low • Poor: 4 • Non-existent: 5

17. Sales Process Design/Productivity • We effectively leverage our senior-most executives in account planning and proactive high-level interactions with out most important customers. • Rate your organization on two dimensions: On Proficiency: On Potential Impact: • Excellent: 1 - High • Good: 2 - Medium • Average: 3 - Low • Poor: 4 • Non-existent: 5

18. Performance Measurement/Rewards • We measure and reward our sales organization based on customer-driven performance metrics (e.g. customer-satisfaction surveys). • Rate your organization on two dimensions: On Proficiency: On Potential Impact: • Excellent: 1 - High • Good: 2 - Medium • Average: 3 - Low • Poor: 4 • Non-existent: 5

19. Performance Measurement/Rewards • We reward desired behaviors – based on the achievement of corporate strategy (long-term profitable growth) rather than simply sales volume. • Rate your organization on two dimensions: On Proficiency: On Potential Impact: • Excellent: 1 - High • Good: 2 - Medium • Average: 3 - Low • Poor: 4 • Non-existent: 5

20. Performance Measurement/Rewards • We reward performance in a highly motivational and visibly fair way, such that rewards are derived from, and are consistent with, value created. • Rate your organization on two dimensions: On Proficiency: On Potential Impact: • Excellent: 1 - High • Good: 2 - Medium • Average: 3 - Low • Poor: 4 • Non-existent: 5

21. Evaluating • Pick the three elements with the lowest grades (1-5) and with high Potential Impact on your organization and work on improving them in the coming year.