This Slideshare presentation is a partial preview of the full business document. To view and download the full document, please go here: http://flevy.com/browse/business-document/core-competencies-assessment-322 You may need to audit your organization to identify areas for improvement and make solid recommendations based on your assessment. This tool helps you assess yuor company's core competencies. Built in Excel, this self-assessment tool allows you to rate your compliance with best practices across the following core competencies: Strategic Planning, CRM, Demand Generation, Performance Measurement, Market Research, Sales, Organizational Development, Human Resources, Systems & Technology, and Product Development. For background info, read the following Executive Summaries: Benchmarking your Core Competencies, Writing Business Strategy Plans What are the Core Competency Areas? * Strategic Planning & Governance - are Goals, Objectives, Measures, & Initiatives tracked and measured? * Customer Relationship Management - are you customer-centric? * Demand Generation - are you satisfied with the flow of qualified leads? * Performance Measurement - are Key Performance Indicators in place? * Market Intelligence & Research - do you have accurate market data? * Product Management - are you satisfied with your time-to-market? * Sales - are sales what they should be give the state of the organization? * Organizational Development - are your training programs up-to-date? * Human Resources - do you have the skill-sets you need for new projects? * Systems & Technology - are your systems scalable enough for the future? Key features and benefits include: * Quickly identify strengths & weaknesses * Provides intelligent recommendations * Tracks measurable improvements * Saves 10+ hours on formatting * Automatically generates intuitive charts for reporting and analysis

1. Core Competencies Assessment
Instructions
Use this tool to analyze your organization's core competencies and ability to execute strategic plans.
1. In the "Weighting" tab, set the weighting for each category based on relevancy and current business needs.
2. In the "Self Assessment" tab, rank your organization on a scale of 1-5 on your compliance with each best practice.
3. Check the "Results" tab to identify your level of maturity in each category.
4. View the "Recommendations" tab for actionable advice on how to improve your core competencies.
5. Complete this assessment again in 3-6 months to demonstrate a measurable improvement.

2. Core Competencies Assessment
Weighting Scale
Strategic
Planning
CRM
Lead
Generation
Measurement
Market
Research
Sales
Organizational
Development
HR
Systems &
Technology
Product
Development
Total
15%
15%
5%
5%
10%
10%
10%
10%
10%
10%
100%

3. Core Competencies Assessment
Strategic Planning & Governance
Level of Compliance
Description of Best Practices
1
Strongly Disagree
2
Disagree
3
Somewhat Agree
4
Agree
Strongly Agree
Strongly Disagree
2
Disagree
3
Somewhat Agree
4
Agree
5
Strongly Agree
1
Strongly Disagree
2
Disagree
3
Somewhat Agree
4
Agree
5
Strongly Agree
1
Strongly Disagree
2
Disagree
3
Somewhat Agree
4
Agree
5
A steering committee has been established to provide governance and make key
decisions.
Strongly Agree
1
Goals, Objectives, Measures, & Initiatives are tracked, measured, and managed
adequately.
Agree
5
Risk Analysis, Risk Assessment, and Risk Mitigation processes are in place to
minimize our risks.
Somewhat Agree
4
Notes/Comments
Disagree
3
1
Project and programs are prioritized on a regular basis to ensure proper allocation of
resources.
2
5
Decisions are made in a standardized, systematic fashion, with input from key
stakeholders.
Score
Strongly Disagree
Strongly Agree
4
2
1
3
3
Customer Relationship Management
Level of Compliance
Description of Best Practices
1
Disagree
3
Somewhat Agree
Agree
Strongly Agree
1
Strongly Disagree
2
Disagree
3
Somewhat Agree
4
Agree
5
Strongly Agree
1
Strongly Disagree
2
Disagree
3
Somewhat Agree
4
Agree
5
Strongly Agree
1
Strongly Disagree
2
Disagree
3
Somewhat Agree
4
Agree
5
Strongly Agree
1
Strongly Disagree
2
Disagree
3
Somewhat Agree
4
Agree
5
We provide an online forum or blog for customers to interact with each other.
Strongly Disagree
5
CRM system provides strong forecasting, sales-force-automation, opportunity
management, campaign planning & measurement, and dashboard capabilities.
Strongly Agree
4
Customer Profiles & Case Studies have been created to highlight profitable
customers.
Agree
2
Customer satisfaction surveys are completed to drive customer-centricity.
Somewhat Agree
4
Notes/Comments
Disagree
3
1
Customers are able to access a self-service portal for information, tools, & resources.
2
5
Customer data is housed in a database which provides advanced reporting
functionality, and is easily accessible by all staff.
Score
Strongly Disagree
Strongly Agree
2
2
1
1
4
1
Lead Generation
Level of Compliance
Description of Best Practices
1
We are satisfied with the amount of leads generated from marketing activities.
Strongly Disagree
2
Disagree
3
Somewhat Agree
4
Agree
Score
5
Notes/Comments

4. 5
We are satisfied with the amount of leads generated from marketing activities.
5
Strongly Agree
Strongly Disagree
2
Disagree
3
Somewhat Agree
4
Agree
5
Strongly Agree
1
Strongly Disagree
2
Disagree
3
Somewhat Agree
4
Agree
5
Strongly Agree
1
Strongly Disagree
2
Disagree
3
Somewhat Agree
4
Agree
5
Strongly Agree
1
Strongly Disagree
2
Disagree
3
Somewhat Agree
4
Agree
5
Metrics and analytics are in place to track demand generation activities and results.
Agree
1
We have a lead nurturing program to cultivate prospects into future customers.
Somewhat Agree
5
We effectively manage integrated, multi-channel campaigns to drive sales.
Disagree
3
4
All campaigns have predetermined measures for success, and ROI is evaluated.
Strongly Disagree
2
Leads are scored using a standardized index before being transferred to Sales.
Strongly Agree
1
Strongly Agree
5
4
2
3
4
Measurement
Level of Compliance
Description of Best Practices
1
2
Disagree
3
Somewhat Agree
4
Agree
5
Strongly Agree
1
Strongly Disagree
2
Disagree
3
Somewhat Agree
4
Agree
5
Strongly Agree
1
Strongly Disagree
2
Disagree
3
Somewhat Agree
4
Agree
5
Strongly Agree
1
Strongly Disagree
2
Disagree
3
Somewhat Agree
4
Agree
5
We have developed analytics processes to inform decisions for key departments.
Strongly Disagree
2
All projects and campaigns are measured to inform resource allocation decisions.
Strongly Agree
1
A dashboard exists to provide visibility into key performance indicators.
Agree
5
All employees are reviewed for performance (linked to KPIs) on a quarterly basis.
Somewhat Agree
Notes/Comments
Disagree
3
4
Our culture and work environment is more results-oriented than process-oriented.
Score
Strongly Disagree
Strongly Agree
3
1
4
4
4
Market Research
Level of Compliance
Description of Best Practices
1
2
Agree
Strongly Agree
1
Strongly Disagree
2
Disagree
3
Somewhat Agree
4
Agree
5
Strongly Agree
1
2
Strongly Disagree
Disagree
3
Somewhat Agree
4
Agree
5
Strongly Agree
1
Focus groups are used to discuss products, strategy, market needs, etc.
Somewhat Agree
5
Customers drive our product management process and are involved during
development.
Disagree
3
4
We regularly conduct brand perception audits and market research surveys.
Strongly Disagree
Disagree
2
Knowledge of market share statistics, market trends, or other data is gathered.
Score
Strongly Disagree
3
1
4
2
Notes/Comments

5. Knowledge of market share statistics, market trends, or other data is gathered.
Strongly Agree
1
2
Strongly Disagree
Disagree
3
Somewhat Agree
4
Agree
5
Strongly Agree
1
2
Strongly Disagree
Disagree
3
Somewhat Agree
4
Agree
5
2
Agree
5
Campaigns are tested on test groups before being introduced to market segments.
Somewhat Agree
4
Brand/Product positioning exercises are completed to provide competitive insight.
3
Strongly Agree
1
3
Sales
Level of Compliance
Description of Best Practices
1
Disagree
3
Somewhat Agree
Agree
5
Strongly Agree
1
Strongly Disagree
2
Disagree
3
Somewhat Agree
4
Agree
5
Strongly Agree
1
Strongly Disagree
2
Disagree
3
Somewhat Agree
4
Agree
5
Strongly Agree
1
Strongly Disagree
2
Disagree
3
Somewhat Agree
4
Agree
5
Strongly Agree
1
Strongly Disagree
2
Disagree
3
Somewhat Agree
4
Agree
5
A consultative selling framework such as SPIN Selling has been adopted.
Strongly Disagree
4
Our sales people have adopted our CRM system and use it daily.
Strongly Agree
2
Salespeople DO NOT waste time with administrative tasks or non-selling activities.
Agree
1
We track sales productivity metrics such as dials, samples, new opportunities, etc.
Somewhat Agree
5
A Sales Support function has been established to provide tools & resources.
Disagree
3
4
Sales are what they should be considering the market & state of the organization.
Notes/Comments
Strongly Disagree
2
Score
Strongly Agree
1
1
2
2
2
2
Organizational Development
Level of Compliance
Description of Best Practices
1
2
Strongly Disagree
2
Disagree
3
Somewhat Agree
4
Agree
5
Strongly Agree
1
Strongly Disagree
2
Disagree
3
Somewhat Agree
4
Agree
5
Strongly Agree
1
Strongly Disagree
2
Disagree
3
Somewhat Agree
4
Agree
5
Organizational structure is streamlined and reporting relationships are defined.
Strongly Agree
1
Our training programs are up-to-date and produce top quality executives & staff.
Agree
5
Our knowledge management infrastructure is providing a competitive advantage.
Somewhat Agree
Notes/Comments
Disagree
3
4
Repeatable Best Practices have been documented for each department.
Score
Strongly Disagree
Strongly Agree
4
2
3
4
Human Resources
Description of Best Practices
Level of Compliance
Score
Notes/Comments

6. 1
Strongly Agree
Strongly Disagree
2
Disagree
3
Somewhat Agree
4
Agree
5
Strongly Agree
1
Strongly Disagree
2
Disagree
3
Somewhat Agree
4
Agree
5
Strongly Agree
1
Strongly Disagree
2
Disagree
3
Somewhat Agree
4
Agree
5
We have the skill sets required to execute our strategic plan for the next year.
Agree
1
Staff retention is very high; we rarely lose star employees.
Somewhat Agree
5
Hiring processes are effective in screening poor performers, and recruiting stars.
Disagree
3
4
Job descriptions are used for all positions, including contractors, consultants, etc.
Strongly Disagree
2
Strongly Agree
1
3
4
4
Systems & Technology
Level of Compliance
Description of Best Practices
1
2
Strongly Disagree
2
Disagree
3
Somewhat Agree
4
Agree
5
Strongly Agree
1
Strongly Disagree
2
Disagree
3
Somewhat Agree
4
Agree
5
Strongly Agree
1
Strongly Disagree
2
Disagree
3
Somewhat Agree
4
Agree
5
Current systems provide managers with ability to create custom reports easily.
Strongly Agree
1
We have a defined Information Technology Plan that aligns to business strategy.
Agree
5
Systems are flexible/scalable enough to meet our needs for the next 2-3 years.
Somewhat Agree
Notes/Comments
Disagree
3
4
Our Information Technology department delivers a reliable infrastructure.
Score
Strongly Disagree
Strongly Agree
3
4
2
2
Product Development
Level of Compliance
Description of Best Practices
1
Strongly Disagree
2
Disagree
3
Somewhat Agree
4
Agree
Strongly Agree
1
Strongly Disagree
2
Disagree
3
Somewhat Agree
4
Agree
5
Strongly Agree
1
Strongly Disagree
2
Disagree
3
Somewhat Agree
4
Agree
5
Strongly Agree
1
Strongly Disagree
2
We use a standardized Product Launch Checklist to bring products to market.
Strongly Agree
5
Product & Market Requirements Documents are required for all new products.
Agree
1
Product Feature Request Forms are used by Sales & Customer Service to document
new requests.
Somewhat Agree
5
Our product development process includes competitive feature analysis exercises,
clear checkpoints for development, and a portfolio prioritization scorecard.
Disagree
3
4
We have a defined Product Roadmap that guides our product development efforts.
Strongly Disagree
2
Disagree
3
Somewhat Agree
4
Agree
5
Strongly Agree
Score
4
5
4
3
4
Notes/Comments

7. Corporate Success Drivers
Core Competencies Maturity Index
Level
Strategic Planning
CRM
1.8
Strategic
Planning
2.6
5.0
Lead Generation
Product
Development
4.0
CRM
3.8
3.0
Measurement
Market Research
3.2
2.3
Sales
3.0
Systems & Technology
2.8
Product Development
4.0
Overall Weighted Average (out of 5)
2.7
Lead
Generation
3.3
Human Resources
2.0
1.0
1.7
Organizational Development
Systems &
Technology
0.0
Human
Resources
Measurement
Organizational
Development
Market
Research
Sales

8. Core Competencies Assessment
Corporate Success Drivers
Scores
Recommendations
Strategic Planning & Governance
Decision-Making Process
4
0
Program Prioritization
2
Prioritize projects quarterly to evaluate fit, feasibility, and business value.
Risk Management
1
Use Fishbone Diagrams, and Risk Assessment tools to manage & mitigate risk.
KPI Tracking & Measurement
3
Develop a Business Strategy Scorecard to communicate results on a regular basis.
Steering Committee
3
Use a Steering Committee Charter to outline responsibilities for the committee.
Customer Database & Reporting
2
Evaluate your Customer Database and determine if it is meeting your needs.
Customer Self-Service Portal
2
Consider building a customer self-service portal to help customers & reduce support costs.
Customer Satisfaction Surveys
1
Conduct an annual Customer Satisfaction Survey to benchmark satisfaction levels.
Customer Profiles & Case Studies
1
Create a Customer Profile and Case Study to communicate an 'ideal' scenario.
CRM System Functionality
4
0
Online Forum/Blog/Community
1
Add a blog to your website to keep your content updated and provide news.
Total Leads Generated
5
0
Lead Scoring
5
0
Campaign Measurement & ROI
4
0
Multi-Channel Campaign Execution
2
Evaluate Marketing Resource Management applications to coordinate complex campaigns.
Lead Nurturing
3
Design a Lead Nurturing campaign to cultivate prospects with timely communications.
Metrics & Analytics
4
0
Customer Relationship Management
Lead Generation
Measurement

9. Results-Oriented Work Environment
3
Research how Best Buy implemented a "Results-Only Work Environment".
Performance Reviews
1
Conduct performance reviews on a quarterly basis and link them to business KPIs.
Dashboard
4
0
Project Measurement/Resource Allocation
4
0
Analytics Processes
4
0
Brand Perception Audits
3
Conduct a brand perception or market research survey to test market requirements.
Customer Voice
1
Engage customers through the entire product development process.
Focus Groups
4
0
Market Research Data
2
Look into market research firms in your industry to gather relevant statistics.
Product Positioning
1
Perform a product positioning exercise to determine where you fit into the market.
Campaign Testing
3
Test all campaigns on a small group before executing to your entire audience.
Total Sales Results
1
Evaluate market conditions and ask sales management what is not working.
Sales Support Function
1
Create a sales support function to streamline sales operations and increase revenues.
Productivity Metrics
2
Track productivity metrics on a daily basis to keep your sales force motivated and on-task.
Sales Efficiency
2
Leverage sales support personnel to alleviate non-selling activities for sales people.
Sales CRM System Adoption
2
Run regular training workshops to ensure sales staff are using/getting value from the CRM system.
Consultative Selling
2
Look into SPIN Selling, or Miller Heiman sales training courses for your team.
Best Practices Documentation
4
0
Knowledge Management
2
Re-vitalize your intranet to provide a central knowledge management repository.
Training Programs
3
Audit current training programs to ensure they are up-to-date and effective.
Organizational Structure & Reporting
4
0
Market Research
Sales
Organizational Development
Human Resources

10. Job Descriptions
1
Document clear job descriptions and responsibilities for each employee & executive.
Hiring Processes
3
Use interview evaluation tools to improve your hiring process.
Staff Retention
4
0
Skill Sets
4
0
I/T Infrastructure Reliability
3
Work with I/T to identify how to improve the uptime of key systems.
System Flexibility & Scalability
4
0
Strategic I/T Planning
2
Develop a Strategic I/T Plan to align systems planning with business strategy.
User Generated Reports
2
Ask each department leader what reports they would like to generate on-the-fly.
Product Roadmap
4
0
Product Development Process
5
0
Product Feature Requests
4
0
Product/Market Requirements Documents
3
Mandate that product managers use market/product requirements documents for all projects.
Product Launch Checklist
4
0
Systems & Technology
Product Development