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                             Revenue Generation Assessment


Learn more about the tools that supp...
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 9     Can all company leaders clearly articulate the      Yes   No   Unsure
                     ...
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Tools and Processes

                                                                            ...
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50              Are sales reps missing their quotas?    Yes   No   Unsure

51     Can sales reps a...
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                                 from your website?
74      Do you have news-worthy stories that a...
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Transcript of "Assessment ""

  1. 1. Insert your logo here Revenue Generation Assessment Learn more about the tools that support this assessment at www.ConsultingMO.com Change fonts/styles to match your company branding. Insert your own introduction. Use this tool if you’d like to assess a client/prospective client’s needs in each subject. Have them fill it out and match the responses to the proposal key to determine recommended subjects to address. Then, create a high-level proposal outlining the subjects. To execute, you can download the best practices by subject, or run a strategy wizard plan for the subject and deliver to your client. Or, you can choose to provide a complete detailed proposal upfront. You may delete questions if you’d like to shorten it. Make sure to modify your proposal key to match any changes you make here. Please answer the following questions so that we can gain a better understanding of your overall revenue generation process. The questions are broken down into three areas: strategy, tools and processes, and demand generation. Please answer thoughtfully and carefully, and bring in the appropriate people to provide the best possible answers. Insert any comments in the open box to the right. Email/return the completed file to: insert your email address here Strategy Comments 1 Are you clearly differentiated from the Yes No Unsure competition from the market's view? 2 Is your market share growing less than 20% per Yes No Unsure year? 3 Are lead acquisition costs rising? Yes No Unsure 4 Is the market growing faster than your market Yes No Unsure share? 5 Does your current brand reinforce your value Yes No Unsure proposition and competitive strategy? 6 Do you have a defined brand architecture and Yes No Unsure strategy? 7 Does your product/service complement others Yes No Unsure in the marketplace? 8 Is ownership considering a company sale in the Yes No Unsure next 3-5 years? Modify the footer with your company information
  2. 2. Insert your logo here 9 Can all company leaders clearly articulate the Yes No Unsure company strategy? 10 Is your revenue forecasting accurate? Yes No Unsure 11 Are margins shrinking? Yes No Unsure 12 Are sales flat or decreasing? Yes No Unsure 13 Are you creating a new company or product Yes No Unsure line? 14 Do you know your customer lifetime value? Yes No Unsure 15 Do you focus your marketing investments on Yes No Unsure your most valuable customer segments? 16 Do you make ad hoc decisions about new Yes No Unsure marketing campaigns? 17 Do you have some large customers that might Yes No Unsure be unprofitable? 18 Are you customer acquisition costs higher than Yes No Unsure industry standards? 19 Are you in a mature market with a lot of Yes No Unsure competition? 20 Are you losing customers faster than you're Yes No Unsure replacing them? 21 Are there conflicts or inefficiencies in your Yes No Unsure distribution channels? 22 Is your marketing budget tied to customers and Yes No Unsure profit? 23 Is your brand clearly defined in the Yes No Unsure marketplace? 24 Are your campaigns tied to revenue goals? Yes No Unsure 25 Do you have a formal campaign planning Yes No Unsure process in place? 26 Are you using campaigns to generate leads? Yes No Unsure 27 Do you measure ROI on your marketing Yes No Unsure investments? 28 Are channels underperforming? Yes No Unsure 29 Do you reduce/cut your marketing budget Yes No Unsure when the economy gets tough? 30 Do you view marketing as an expense instead of Yes No Unsure an investment? Modify the footer with your company information
  3. 3. Insert your logo here Tools and Processes Comments 31 Do you sales literature and tools convey you70r Yes No Unsure competitive positioning and brand strategy? 32 Is your corporate identity consistent with your Yes No Unsure brand? 33 Does your website reflect your competitive Yes No Unsure positioning and brand strategy? 34 Does your existing creative reinforce your Yes No Unsure competitive positioning and brand strategy? 35 Do your in-house creative resources need more Yes No Unsure strategic direction? 36 Does your logo reflect your brand personality Yes No Unsure traits? 37 Have you updated your messages in the last 3 Yes No Unsure years? 38 Are you recovering from a negative public Yes No Unsure event? 39 Do you have friction within your marketing and Yes No Unsure sales teams? 40 Are you using all possible distribution channels Yes No Unsure for your product/service? 41 Do you have special messages to deliver to Yes No Unsure different market segments? 42 Are you using a new creative firm? Yes No Unsure 43 Have you updated your logo recently? Yes No Unsure 44 Does your sales literature reflect your Yes No Unsure competitive positioning and brand strategy? Demand Generation Comments 45 Do a few top sales reps account for most of Yes No Unsure your revenue? 46 Does management access the sales pipeline? Yes No Unsure 47 Are your campaign response rates too low? Yes No Unsure 48 Are prospects stuck or falling out of the sales Yes No Unsure process? 49 Do you need to establish stronger relationships Yes No Unsure at the beginning of the sales process? Modify the footer with your company information
  4. 4. Insert your logo here 50 Are sales reps missing their quotas? Yes No Unsure 51 Can sales reps accurately project when deals Yes No Unsure will close? 52 Do sales reps have to discount to get orders? Yes No Unsure 53 Are your campaigns aligned with your sales Yes No Unsure process? 54 Is your CRM tied to your business process? Yes No Unsure 55 Is your email marketing producing quantifiable Yes No Unsure results? 56 Do incoming leads need further qualification Yes No Unsure before going to sales? 57 Does you market have some tendencies of the Yes No Unsure consumer market? 58 Could an outside vendor improve your Yes No Unsure marketing activities? 59 Are your direct mail response rates at or above Yes No Unsure industry standards? 60 Are your sales reps nurturing instead of moving Yes No Unsure prospects through the sales process? 61 Do your sales reps spend enough time closing Yes No Unsure deals? 62 Does your website rank highly in Google for Yes No Unsure your industry keywords? 63 Are you using internet marketing? Yes No Unsure 64 Could your prospects use a personal touch in Yes No Unsure the sales process? 65 Do you have a defined sales process in place? Yes No Unsure 66 Do you have a strong online presence? Yes No Unsure 67 Do you have substantial creative and marketing Yes No Unsure execution resources in-house? 68 Do you calculate the number of leads to meet Yes No Unsure your sales goals? 69 Do you measure your ROI on your traditional Yes No Unsure media investments? 70 Do you have a small, well-defined target Yes No Unsure market? 71 Do you have customer segments that are easy Yes No Unsure to reach online? 72 Do you have high turnover on your sales team? Yes No Unsure 73 Do you handle any of your customer service Yes No Unsure Modify the footer with your company information
  5. 5. Insert your logo here from your website? 74 Do you have news-worthy stories that aren't Yes No Unsure being communicated to the market? 75 Does your website play a defined role in your Yes No Unsure sales process? 76 Do you need to generate more leads? Yes No Unsure 77 Do you need more results from a shoestring Yes No Unsure marketing budget? 78 Do you need to raise your visibility in the Yes No Unsure marketplace? 79 Do you sell an intangible product/service that Yes No Unsure required education at the beginning of the sales cycle? 80 Are you considering using a new vendor for a Yes No Unsure marketing campaign? 81 Is it challenging to motivate sales reps to exceed Yes No Unsure goals? 82 Are you launching a new product or service? Yes No Unsure 83 Are you launching new campaigns that require Yes No Unsure new headcount? 84 Do you need to generate more leads? Yes No Unsure 85 Are you using CRM? Yes No Unsure 86 Are you measuring ROI on your telemarketing Yes No Unsure campaigns? 87 Are you using email marketing? Yes No Unsure 88 Are you using paid search on Google to Yes No Unsure generate leads? 89 Is your CRM outdated? Yes No Unsure 90 Are you unsure of how to improve Yes No Unsure underperforming reps? 91 Do you measure customer retention? Yes No Unsure 92 Is your sales cycle growing? Yes No Unsure Modify the footer with your company information

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