2. What are the desired qualities and characteristics of your sales organization? What behaviors are rewarded, which are punished? What does it take to succeed? Corporate strategy/culture How organization views customer Pace of environment Reward/Discouragement Functional connections (Marketing, IT, HR, Ops, Fin) Culture & Connections
3. What is the desired behavior of the sales team, and how is it measured? Position description Period planning/setting goals Evaluation/feedback Compensation Performance measurement/metrics Performance Management
4. How does your organization determine whether you are recruiting, hiring, and developing the very best candidates for your sales team? Ideal candidate profile Recruitment and selection Interview techniques/procedures Ideal profile assessment On Boarding plan Pre Hire/Hire Onboarding
5. Are your sales people properly equipped to do the job they are being asked to do? Skill inventory assessment Professional development planning Certifications & Certificates Product/service knowledge training Professional skill training Competency Assessment
6. How does your organization develop, execute, measure and evaluate an account and prospect development plan? Who are you calling on, why are you calling on them, when are you calling on them, what are you saying, who is saying it, and how is success measured? Customer acquisition strategy Current account/territory management Sales process review Pipeline management Resource deployment Account Planning
7. How does information flow in to, and out of the sales team? Flow in to/out of sales CRM consultation Document review Lead generation system Sales effectiveness dashboard Information Flow
8. How are decisions made in the sales organization? What authority levels exist, and how are they tied back to performance management? Policy/practice review Pricing Account selection Accountability/authority Decision resources Decision Making
