A model of key “levers” used to advance a sales team

1. Sales Talent Management Strategic Customer Mgmt Sales Process Design / Productivity Recognition / Reward Structure What to Think About in Building a World Class Sales Organization? Proficiency 5 = Excellent (we do this regularly, systematically and with continuous improvement) 4 = Good (we do this regularly and systematically 3 = Average (We do this regularly but in an ad hoc manner or irregularly yet systematically 2 = Poor (we do this irregularly; ad hoc manner) 1 = Non-existent (we do not do this all the time) 1 2 3 4 5 We hire stellar people. We don’t compromise based on availability. 1 2 3 4 5 We adjust competency requirements as the sales environment changes 1 2 3 4 5 We effectively diagnose skill deficiencies at individual levels, then address deficiencies 1 2 3 4 5 We actively collect and disseminate sales best practices across the origination. 1 2 3 4 5 We meaningfully differentiate between average and star performers. 1 2 3 4 5 We effectively identify, develop and empower future leaders at all levels of the sales organization 1 2 3 4 5 We tier customers based on value (current and potential) and deploy sales resources effectively 1 2 3 4 5 We have a holistic view of the customer through an enterprise information system. 1 2 3 4 5 We make use of multiple channels, deploying according to customer preferences and value 1 2 3 4 5 We create strong bonds with key channel partners that drive mutual success and profitability. 1 2 3 4 5 We effectively align the organization across divisions, functions, and geographies. 1 2 3 4 5 We reward performance in a highly motivational and visibly fair way; value created rewards 1 2 3 4 5 We reward desired behaviors – based on the achievements of corporate strategy 1 2 3 4 5 We measure and reward our sales organization based on customer-driven performance metrics 1 2 3 4 5 We provide an environment where account managers are empowered to make appropriate decisions. 1 2 3 4 5 We have streamlined the sales process, such that it does not get in the way of the sale. Easy to buy from 1 2 3 4 5 We aggressively digitize or offload low value, non customer facing activities to free up sales time. 1 2 3 4 5 We provide the sales organization with easy to use, value added tools and timely information. 1 2 3 4 5 We effectively leverage our senior-most executives in high level interactions with our customers