Core Competencies AssessmentCorporate Success Drivers          Scores   RecommendationsStrategic Planning & GovernanceDeci...
Results-Oriented Work Environment         3   Research how Best Buy implemented a "Results-Only Work Environment".Performa...
Job Descriptions                        1   Document clear job descriptions and responsibilities for each employee & execu...
Core Competencies AssessmentWeighting ScaleStrategic           Lead                      Market            Organizational ...
Core Competencies AssessmentStrategic Planning & GovernanceDescription of Best Practices                                  ...
We are satisfied with the amount of leads generated from marketing activities.                                      5     ...
Knowledge of market share statistics, market trends, or other data is gathered.       3      Somewhat Agree       2       ...
1      Strongly Disagree                                                                                        2      Dis...
Corporate Success Drivers             Level                    Core Competencies Maturity Index                           ...
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Core Competencies Assessment

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Core Competencies Assessment

  1. 1. Core Competencies AssessmentCorporate Success Drivers Scores RecommendationsStrategic Planning & GovernanceDecision-Making Process 4 0Program 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 Relationship ManagementCustomer 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 0Online Forum/Blog/Community 1 Add a blog to your website to keep your content updated and provide news.Lead GenerationTotal Leads Generated 5 0Lead Scoring 5 0Campaign Measurement & ROI 4 0Multi-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 0Measurement
  2. 2. 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 0Project Measurement/Resource Allocation 4 0Analytics Processes 4 0Market ResearchBrand 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 0Market 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.SalesTotal 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.Organizational DevelopmentBest Practices Documentation 4 0Knowledge 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 0Human Resources
  3. 3. 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 0Skill Sets 4 0Systems & TechnologyI/T Infrastructure Reliability 3 Work with I/T to identify how to improve the uptime of key systems.System Flexibility & Scalability 4 0Strategic 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 DevelopmentProduct Roadmap 4 0Product Development Process 5 0Product Feature Requests 4 0Product/Market Requirements Documents 3 Mandate that product managers use market/product requirements documents for all projects.Product Launch Checklist 4 0
  4. 4. Core Competencies AssessmentWeighting ScaleStrategic Lead Market Organizational Systems & ProductPlanning CRM Generation Measurement Research Sales Development HR Technology Development Total 15% 15% 5% 5% 10% 10% 10% 10% 10% 10% 100%
  5. 5. Core Competencies AssessmentStrategic Planning & GovernanceDescription of Best Practices Level of Compliance Score Notes/Comments 1 Strongly Disagree 2 DisagreeDecisions are made in a standardized, systematic fashion, with input from keystakeholders. 3 Somewhat Agree 4 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeProject and programs are prioritized on a regular basis to ensure proper allocation ofresources. 3 Somewhat Agree 2 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeRisk Analysis, Risk Assessment, and Risk Mitigation processes are in place tominimize our risks. 3 Somewhat Agree 1 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeGoals, Objectives, Measures, & Initiatives are tracked, measured, and managedadequately. 3 Somewhat Agree 3 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeA steering committee has been established to provide governance and make keydecisions. 3 Somewhat Agree 3 4 Agree 5 Strongly AgreeCustomer Relationship ManagementDescription of Best Practices Level of Compliance Score Notes/Comments 1 Strongly Disagree 2 DisagreeCustomer data is housed in a database which provides advanced reportingfunctionality, and is easily accessible by all staff. 3 Somewhat Agree 2 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeCustomers are able to access a self-service portal for information, tools, & resources. 3 Somewhat Agree 2 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeCustomer satisfaction surveys are completed to drive customer-centricity. 3 Somewhat Agree 1 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeCustomer Profiles & Case Studies have been created to highlight profitablecustomers. 3 Somewhat Agree 1 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeCRM system provides strong forecasting, sales-force-automation, opportunitymanagement, campaign planning & measurement, and dashboard capabilities. 3 Somewhat Agree 4 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeWe provide an online forum or blog for customers to interact with each other. 3 Somewhat Agree 1 4 Agree 5 Strongly AgreeLead GenerationDescription of Best Practices Level of Compliance Score Notes/Comments 1 Strongly Disagree 2 DisagreeWe are satisfied with the amount of leads generated from marketing activities. 3 Somewhat Agree 5 4 Agree
  6. 6. We are satisfied with the amount of leads generated from marketing activities. 5 5 Strongly Agree 1 Strongly Disagree 2 DisagreeLeads are scored using a standardized index before being transferred to Sales. 3 Somewhat Agree 5 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeAll campaigns have predetermined measures for success, and ROI is evaluated. 3 Somewhat Agree 4 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeWe effectively manage integrated, multi-channel campaigns to drive sales. 3 Somewhat Agree 2 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeWe have a lead nurturing program to cultivate prospects into future customers. 3 Somewhat Agree 3 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeMetrics and analytics are in place to track demand generation activities and results. 3 Somewhat Agree 4 4 Agree 5 Strongly AgreeMeasurementDescription of Best Practices Level of Compliance Score Notes/Comments 1 Strongly Disagree 2 DisagreeOur culture and work environment is more results-oriented than process-oriented. 3 Somewhat Agree 3 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeAll employees are reviewed for performance (linked to KPIs) on a quarterly basis. 3 Somewhat Agree 1 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeA dashboard exists to provide visibility into key performance indicators. 3 Somewhat Agree 4 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeAll projects and campaigns are measured to inform resource allocation decisions. 3 Somewhat Agree 4 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeWe have developed analytics processes to inform decisions for key departments. 3 Somewhat Agree 4 4 Agree 5 Strongly AgreeMarket ResearchDescription of Best Practices Level of Compliance Score Notes/Comments 1 Strongly Disagree 2 DisagreeWe regularly conduct brand perception audits and market research surveys. 3 Somewhat Agree 3 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeCustomers drive our product management process and are involved duringdevelopment. 3 Somewhat Agree 1 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeFocus groups are used to discuss products, strategy, market needs, etc. 3 Somewhat Agree 4 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeKnowledge of market share statistics, market trends, or other data is gathered. 2
  7. 7. Knowledge of market share statistics, market trends, or other data is gathered. 3 Somewhat Agree 2 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeBrand/Product positioning exercises are completed to provide competitive insight. 3 Somewhat Agree 1 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeCampaigns are tested on test groups before being introduced to market segments. 3 Somewhat Agree 3 4 Agree 5 Strongly AgreeSalesDescription of Best Practices Level of Compliance Score Notes/Comments 1 Strongly Disagree 2 DisagreeSales are what they should be considering the market & state of the organization. 3 Somewhat Agree 1 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeA Sales Support function has been established to provide tools & resources. 3 Somewhat Agree 1 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeWe track sales productivity metrics such as dials, samples, new opportunities, etc. 3 Somewhat Agree 2 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeSalespeople DO NOT waste time with administrative tasks or non-selling activities. 3 Somewhat Agree 2 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeOur sales people have adopted our CRM system and use it daily. 3 Somewhat Agree 2 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeA consultative selling framework such as SPIN Selling has been adopted. 3 Somewhat Agree 2 4 Agree 5 Strongly AgreeOrganizational DevelopmentDescription of Best Practices Level of Compliance Score Notes/Comments 1 Strongly Disagree 2 DisagreeRepeatable Best Practices have been documented for each department. 3 Somewhat Agree 4 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeOur knowledge management infrastructure is providing a competitive advantage. 3 Somewhat Agree 2 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeOur training programs are up-to-date and produce top quality executives & staff. 3 Somewhat Agree 3 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeOrganizational structure is streamlined and reporting relationships are defined. 3 Somewhat Agree 4 4 Agree 5 Strongly AgreeHuman ResourcesDescription of Best Practices Level of Compliance Score Notes/Comments
  8. 8. 1 Strongly Disagree 2 DisagreeJob descriptions are used for all positions, including contractors, consultants, etc. 3 Somewhat Agree 1 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeHiring processes are effective in screening poor performers, and recruiting stars. 3 Somewhat Agree 3 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeStaff retention is very high; we rarely lose star employees. 3 Somewhat Agree 4 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeWe have the skill sets required to execute our strategic plan for the next year. 3 Somewhat Agree 4 4 Agree 5 Strongly AgreeSystems & TechnologyDescription of Best Practices Level of Compliance Score Notes/Comments 1 Strongly Disagree 2 DisagreeOur Information Technology department delivers a reliable infrastructure. 3 Somewhat Agree 3 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeSystems are flexible/scalable enough to meet our needs for the next 2-3 years. 3 Somewhat Agree 4 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeWe have a defined Information Technology Plan that aligns to business strategy. 3 Somewhat Agree 2 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeCurrent systems provide managers with ability to create custom reports easily. 3 Somewhat Agree 2 4 Agree 5 Strongly AgreeProduct DevelopmentDescription of Best Practices Level of Compliance Score Notes/Comments 1 Strongly Disagree 2 DisagreeWe have a defined Product Roadmap that guides our product development efforts. 3 Somewhat Agree 4 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeOur product development process includes competitive feature analysis exercises,clear checkpoints for development, and a portfolio prioritization scorecard. 3 Somewhat Agree 5 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeProduct Feature Request Forms are used by Sales & Customer Service to documentnew requests. 3 Somewhat Agree 4 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeProduct & Market Requirements Documents are required for all new products. 3 Somewhat Agree 3 4 Agree 5 Strongly Agree 1 Strongly Disagree 2 DisagreeWe use a standardized Product Launch Checklist to bring products to market. 3 Somewhat Agree 4 4 Agree 5 Strongly Agree
  9. 9. Corporate Success Drivers Level Core Competencies Maturity Index StrategicStrategic Planning 2.6 Planning 5.0CRM 1.8 Product CRM Development 4.0Lead Generation 3.8 3.0Measurement 3.2 2.0 Systems & Lead Generation TechnologyMarket Research 2.3 1.0Sales 1.7 0.0Organizational Development 3.3 Human Measurement ResourcesHuman Resources 3.0Systems & Technology 2.8Product Development 4.0 Organizational Development Market ResearchOverall Weighted Average (out of 5) 2.7 Sales

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