This is a survey that I use when a customer approaches me for a sales consulting request. Many training requests are an effort to fix the symptoms of a problem, and the problem is not sales people skills.
Sales effectiveness is underrated by most CXO's and sales leaders. Training is an event, sales effectiveness is a journey!
Sales people have developed "patterns of success" , they do what they works for them, and they resist changing the "pattern". So training them on new practices while they are busy answering their emails or stepping out of the room to answer an "urgent customer call" is not the solution to declining revenue
I always ask the sales leader and CXO to examine their latest or current sales strategy, and start from there.
To my chagrin, I always discover that they either DO NOT have a sales strategy , or what they have was done years back and is completely disconnected from the market reality.
The reason of this post is to urge all sales leaders (sales directors, VP sales, CSOs) and indeed all CXO's to do a sales effectiveness of their organization to find out what is going on and why revenues are declining
This presentation is an introduction to Month 6 of our Global Markets Coaching Program. The Global Markets Coaching program facilitates business growth and development between developed and emerging countries - for entrepreneurs, innovators and business leaders - particularly by our unique coaching program.
This presentation is an introduction to Month 5 of our Global Markets Coaching Program. The Global Markets Coaching program facilitates business growth and development between developed and emerging countries - for entrepreneurs, innovators and business leaders - particularly by our unique coaching program.
Do you have a plan in place for your New Market entry? Success comes to those who plan for it! This presentation asks crucial questions for every stage of your business: the start-up, the growth phase and the exit phase.
This presentation is an introduction to Month 6 of our Global Markets Coaching Program. The Global Markets Coaching program facilitates business growth and development between developed and emerging countries - for entrepreneurs, innovators and business leaders - particularly by our unique coaching program.
This presentation is an introduction to Month 5 of our Global Markets Coaching Program. The Global Markets Coaching program facilitates business growth and development between developed and emerging countries - for entrepreneurs, innovators and business leaders - particularly by our unique coaching program.
Do you have a plan in place for your New Market entry? Success comes to those who plan for it! This presentation asks crucial questions for every stage of your business: the start-up, the growth phase and the exit phase.
This presentation is an introduction to Month 4 of our Global Markets Coaching Program. The Global Markets Coaching program facilitates business growth and development between developed and emerging countries - for entrepreneurs, innovators and business leaders - particularly by our unique coaching program.
This presentation is an introduction to Month 11 of our Global Markets Coaching Program. The Global Markets Coaching program facilitates business growth and development between developed and emerging countries - for entrepreneurs, innovators and business leaders - particularly by our unique coaching program.
A Sharing of Gary Hamel's Book
Part 1: Facing up to the revolution
Part 2: Finding the revolution
Part 3: Igniting the revolution
Part 4: Sustaining the revolution
What if resources were not a constraint? If managers were free to dream and act big without worrying about busting their budgets, they would be limited not by resources, but by their imagination. We believe that business leaders can unleash tremendous untapped potential by unshackling their people and their businesses from resource constraints.
Ever wondered how you will develop a business plan? Here is a very descriptive template to help you come up with a strong one while not necessarily toiling to get it. You use it and give us feedback.
This presentation is an introduction to Month 12 of our Global Markets Coaching Program. The Global Markets Coaching program facilitates business growth and development between developed and emerging countries - for entrepreneurs, innovators and business leaders - particularly by our unique coaching program.
SPI Insight: Selecting and Developing Sales Talent with Employee AssessmentsDario Priolo
This eBook covers:
How to determine if your existing talent is capable of executing future growth
Essential features of effective sales hiring assessments
Why personality assessments alone are inadequate
How to identify who you should choose as your next sales manager
5 Questions Every Executive Must Consider Before Investing in Sales TrainingYakov Smart ✔️
Here are 5 questions you must consider as an executive before investing in sales training.
Relevant topics: Sales, Sales Development, Sales Training, Business Development, Inbound Marketing, Lead Generation
How to hire a perfect Chief Sales OfficerHireQuotient
1.Hiring a Chief Sales Officer (CSO) is crucial for companies aiming to lead and enhance their overall sales strategy at an executive level.
2.Clarify Your Needs and Goals
Begin by defining the specific responsibilities and strategic goals for the Chief Sales Officer within your organization.
3. Craft a Detailed Job Description
Utilize the job description template provided earlier as a starting point to create a detailed and appealing job posting.
4. Utilize Various Recruitment Channels
EasySource to help you discover candidates from your internal and external candidate pools. EasySource's Candidate Discovery Module will automate candidate
5.Screen for Key Competencies
To streamline this process, consider using EasySource's AI-powered Candidate Screening Module, which will ensure candidate profiles align with your job requirements.
6.. Engage Short-Listed Candidates
Engaging short-listed candidates effectively is critical, especially at the executive level. Personalized communication that resonates with their extensive experience and career aspirations is key to attracting their interest. EasySource’s Candidate Engagement Module can assist in crafting compelling, hyper-personalized messages quickly and efficiently.
7. Assess the Skills of the Candidate
Assessing the skills of candidates for a CSO role requires a thorough evaluation of their strategic sales leadership and management capabilities. Use HireQuotient’s EasyAssess.
8. Evaluate Leadership and Strategic Thinking
Assess the candidate's ability to lead at an executive level and their strategic approach to sales.
9.Check References
Contact previous employers to verify the candidate’s past accomplishments, leadership skills, and effectiveness in executive roles.
10. Make a Competitive Offer
Once you identify the right candidate, make a compelling offer that reflects the value they bring to your organization.
11. Ensure a Smooth Onboarding Process
Facilitate a comprehensive onboarding process that introduces the new CSO to your company’s sales processes, tools, and team members
To read the full article, visit
https://www.hirequotient.com/how-to-hire/chief-sales-officer
Want to Grow Your Business?Thrive in the competitive SMB market by innovating with small big ideas to accelerate growth in your niche.Find out how we help you grow your business.
For more details on our products and services, please feel free to visit us at Performance Management, Productivity Improvement, Logistics Consultant Dubai, Freight Forwarding Consultant, Increase Profitability
This presentation is an introduction to Month 4 of our Global Markets Coaching Program. The Global Markets Coaching program facilitates business growth and development between developed and emerging countries - for entrepreneurs, innovators and business leaders - particularly by our unique coaching program.
This presentation is an introduction to Month 11 of our Global Markets Coaching Program. The Global Markets Coaching program facilitates business growth and development between developed and emerging countries - for entrepreneurs, innovators and business leaders - particularly by our unique coaching program.
A Sharing of Gary Hamel's Book
Part 1: Facing up to the revolution
Part 2: Finding the revolution
Part 3: Igniting the revolution
Part 4: Sustaining the revolution
What if resources were not a constraint? If managers were free to dream and act big without worrying about busting their budgets, they would be limited not by resources, but by their imagination. We believe that business leaders can unleash tremendous untapped potential by unshackling their people and their businesses from resource constraints.
Ever wondered how you will develop a business plan? Here is a very descriptive template to help you come up with a strong one while not necessarily toiling to get it. You use it and give us feedback.
This presentation is an introduction to Month 12 of our Global Markets Coaching Program. The Global Markets Coaching program facilitates business growth and development between developed and emerging countries - for entrepreneurs, innovators and business leaders - particularly by our unique coaching program.
SPI Insight: Selecting and Developing Sales Talent with Employee AssessmentsDario Priolo
This eBook covers:
How to determine if your existing talent is capable of executing future growth
Essential features of effective sales hiring assessments
Why personality assessments alone are inadequate
How to identify who you should choose as your next sales manager
5 Questions Every Executive Must Consider Before Investing in Sales TrainingYakov Smart ✔️
Here are 5 questions you must consider as an executive before investing in sales training.
Relevant topics: Sales, Sales Development, Sales Training, Business Development, Inbound Marketing, Lead Generation
How to hire a perfect Chief Sales OfficerHireQuotient
1.Hiring a Chief Sales Officer (CSO) is crucial for companies aiming to lead and enhance their overall sales strategy at an executive level.
2.Clarify Your Needs and Goals
Begin by defining the specific responsibilities and strategic goals for the Chief Sales Officer within your organization.
3. Craft a Detailed Job Description
Utilize the job description template provided earlier as a starting point to create a detailed and appealing job posting.
4. Utilize Various Recruitment Channels
EasySource to help you discover candidates from your internal and external candidate pools. EasySource's Candidate Discovery Module will automate candidate
5.Screen for Key Competencies
To streamline this process, consider using EasySource's AI-powered Candidate Screening Module, which will ensure candidate profiles align with your job requirements.
6.. Engage Short-Listed Candidates
Engaging short-listed candidates effectively is critical, especially at the executive level. Personalized communication that resonates with their extensive experience and career aspirations is key to attracting their interest. EasySource’s Candidate Engagement Module can assist in crafting compelling, hyper-personalized messages quickly and efficiently.
7. Assess the Skills of the Candidate
Assessing the skills of candidates for a CSO role requires a thorough evaluation of their strategic sales leadership and management capabilities. Use HireQuotient’s EasyAssess.
8. Evaluate Leadership and Strategic Thinking
Assess the candidate's ability to lead at an executive level and their strategic approach to sales.
9.Check References
Contact previous employers to verify the candidate’s past accomplishments, leadership skills, and effectiveness in executive roles.
10. Make a Competitive Offer
Once you identify the right candidate, make a compelling offer that reflects the value they bring to your organization.
11. Ensure a Smooth Onboarding Process
Facilitate a comprehensive onboarding process that introduces the new CSO to your company’s sales processes, tools, and team members
To read the full article, visit
https://www.hirequotient.com/how-to-hire/chief-sales-officer
Want to Grow Your Business?Thrive in the competitive SMB market by innovating with small big ideas to accelerate growth in your niche.Find out how we help you grow your business.
For more details on our products and services, please feel free to visit us at Performance Management, Productivity Improvement, Logistics Consultant Dubai, Freight Forwarding Consultant, Increase Profitability
Top 12 tips for driving consistent sales growthIBG-World
Simon has over 25 years’ proven international management, sales, business development and strategy experience with particular emphasis on new business start up, growth and acquisition
The Auto Industry is plagued by high employee turnover which cost the industry billions of dollars a year. Check out this quick, easy guide to learn a few strategies to reduce the impact at your dealership and protect your bottom line.
Many small and medium sized enterprises [SME] owners already know what needs to be done to grow their business but lack the time and/or resources to bring about the necessary changes.
Others may simply be reluctant or restrained by tradition to make a shift.
Change is difficult.
This series attempts to help answer the question, "How will owners [like me] make the necessary changes to aggressively grow their business in 2014 — and beyond?”
CEQUENS white paper on Social perspective of Fintech worldAshraf Osman
This paper is written by Ashraf Osman (CEQUENS), All Fintech companies focus on payment and lending solutions without focusing on the social perspective of the landscape.
A common mistake that sales managers always do is to imagine that they can manage “numbers”; be they revenue, profits, or any business results numbers.
Numbers are an outcome! Outcomes cannot be managed, actions that lead to outcomes are what can be managed.
شركتكم هي من اكبر الشركات العامله في مجال الحلول المتكاملة حيث تقومون بتوريد الأنظمة المعلوماتيه و البنيه الاساسيه اللازمة لها في حلول متكامله تساعدة العملاء في تحقيق أهدافهم و حل مشاكلهم التشغيلية انتهاز الفرص العملية الضائعة، و لكون شركتكم تعمل في العديد من الصناعات و لا تقتصر على مجال عملي معين (مثل اعمال الفندقة و الضيافة) فقد تكون لديكم معرفه و منهجيه جيده لربط حلولكم بالقيمه المضافه لأعمال زبائنكم
واثبتم بالفعل نجاحاً هائلاً في هذا الموضوع ظهر في ادراجكم في مجلة
Middle East Systems Integrators.
نظراً لخبرتكم الطويلة في التعامل مع الشركات المملوكة لأفراد و لمعرفة رئيس مجلس إدارة شركتكم بالسيد ماضي شخصياً من خلال الدوائر الاجتماعية فقد تم التنبيه على فريق البيع بأن يتخذ الحذر اللازم و ذلك عن طريق إثبات العائد على تكلفة الشراء و المنفعة المنتظرة من وراءه بطريقه كميه محدده و ليس بالكيف، اذ أن قرار الشراء هو في يد السيد ماضي الذي يتميز بالعناد و الأوتوقراطية في اصدار القرار
Following is a glimpse on a well-known Egyptian company that is a heavy user of technology; Egypt Air (EA)!
I am sure may IT companies have been working with EA for years; selling to their data center, competing with others to get a bigger piece of the pie, getting into price wars with competitors, etc.
On the other hand, I have a feeling that not many companies have a comprehensive account plan for EA that can double the revenue coming from EA (as an airline only).
المقال السادس دور الاقتصاد الوطني في التحول الرقمي ..احتفظوا بالأموال داخل اق...Ashraf Osman
في ھذا المقال سنبین الطریقھ المثلى لاعتماد برمجیات مفتوحة المصدر
دون ان نصغي الى المخاوف التي تنشرھا الشركات الكبرى و التي
.نجحت في بعض الأحیان في اقناع العملاء بالعوده الى برمجیاتھم بعد ان تحولوا عنھا
المقال الخامس دور الاقتصاد الوطني في التحول الرقمي Ashraf Osman
في هذا المقال سنتكلم عن البرمجيات مفتوحة المصدر و كيف انها احد الأهداف التي تريد الشركات العالميه اضعافها و زرع الشك في نفوس المستهلكين حولها، بينما في الوقت ذاته تشتري هذه الشركات البرمجيات مفتوحة المصدر الواعده و تدمجها في باقات عروضها بعد إعادة تسميتها و تبيعها بأعلى الاثمان( لاحظ انه في هذه الحاله يتم الاستحواذ على المشروع لان من طبيعة البرامج و التطبيقات مفتوحة المصدر انها لا تنتمي لجهه تجاريه).
المقال الرابع الاقتصاد الوطني و التحول الرقميAshraf Osman
تحدثنا بعد ذلك عن أهمية تدوين و تحليل البنيه المعماريه للمؤسسات لكشف مواطن الضعف في المؤسسه و معالجتها قبل الاندفاع و القيام بالميكنه و انفاق الاموال وخلق ما اسميناه جزر من الكفاءه في محيط من انعدام الفعاليه.
الآن سنتكلم عن توثيق و تحليل أسلوب العمل في المؤسسات حيث نقوم بتخطيط و تحليل أسلوب العمليات و ذلك تمهيداً لمعرفة احتياجاتنا بصورة دقيقه و اختيار أسلوب الميكنه
يعرّف تخطيط اساليب العمليات التجارية بكونه الأنشطة التي تحدد ما يقوم به اي كيان عملي لكي تكتمل الوظائف المطلوب القيام بها على الوجه الاكمل لتزداد فعالية أداء المؤسسات. يبدأ التخطيط بتوثيق الوضع الحالي كما هو ثم الاستعانه بمتخصصين في نوعية نشاط الشركه (خدمات، تصنيع، بناء، الخ) لابداء الرأي فيما تحتاجه المؤسسه من تحسين لاسلوب العمل، حيث يشمل التحسين حذف او اضافه او تعديل مهمه، الخ و ذلك لتحقيق اهداف المؤسسه بما يتماشى مع قدراتها
المقال الثالث الاقتصاد الوطني و التحول الرقميAshraf Osman
مھدنا في المقالین السابقین الارضیھ للحدیث عن موضوع المقال، و الذي نھدف فیھ الى خلق الحماس و الرغبھ في خلق
اقتصاد وطني معلوماتي یساعد في التحول الرقمي لمجتمعنا المصري و لمجتمعاتنا العربیھ.
في ھذا المقال سنتحدث عن الخطوة الاولى في أي عملیة تحول (رقمي او غیر رقمي) و التي لاتقوم بھا الشركات و
المؤسسات الوطنیھ لعدم المامھم بوجودھا و لانسیاقھم الى تصدیق الرسائل التسویقیھ الماھره للشركات العالمیھ مثل
اوراكل و ساپ و میكروسوفت الذین یعدونھم بالشمس و القمر عند شرائھم منتجاتھم
المقال الثاني الاقتصاد الوطني و التحول الرقميAshraf Osman
انا لا انكر ان هذه الشركات استطاعت شراء آلاف من التطبيقات و تعليبها و قولبتها في قالب واحد ليظن الرائي ان جميع هذه التطبيقات خرجت من مكان واحد، بيد فريق واحد و لكني اعمل العقل و آخذ صناعة السيارات مثلا لقدمها و نضجها عن صناعة البرمجيات. لو كانت هناك أي شركه قادره على صناعة جميع أجزاء ما تبيعه، لكانت شركة مرسيدس او BMW انتجت سياراتها من الالف للياء.
تلقيت دعوه منذ مايزيد عن عشرة سنوات لالقاء محاضره في الغرفه التجاريه و الصناعيه في الرياض بالمملكه العربيه السعوديه لعرض وجهة نظري عن تطوير البرمجيات في سياق مشروع الحكومات الإلكترونية . اخترت لها عنواناً هو "هل نطور برمجياتنا ام نشتريها؟".
كان الاتجاه السائد في ذلك الوقت مبنياً على فريه خلقتها شركة ترجمة اسمها بالعربيه "العرّاف" وهي Best Practices او افضل الممارسات، حيث زرعت الشركه في وجدان المستخدم و المستهلك فكرة نبذ ما يفعله من إجراءات وعمليات processes and procedures و التحول الى ما اوهمت شركة”العرّاف” العالم انه افضل الممارسات. لاشك ان الآله التسويقيه الهائله لشركة ”العرّاف” استطاعت الفوز بآلاف من العملاء ممن آمنوا بنظرية الحقيقه المطلقه التي تمتلكها شركة ”العرّاف” و ضخوا مئات الملايين في شراء رخص استخدام لبرامج الشركه ذات الأسماء الرنانه مثل E-Business Suite و غيرها
مقال البيتكوين هل هي ثوره ماليه ام فقاعه مثل غيرهاAshraf Osman
رغم ان تداول بيتكوين بدأ منذ ٢٠٠٩ او بعدها بسنه او سنتين، الا ان العالم كله استيقظ على ثوره جديده لا تختلف عن ما افرزته الانترنت من ثورات (تواصل اجتماعي، تسوق الكتروني، اوبر، الخ)
السؤال هو : هل البيتكوين عمله جديده سنتعامل بها في المستقبل ام انها فقاعه ستزول و تأخذ معها مليارات من الدولارات.
للإجابه عن هذا السؤال نحتاج الى معرفة الخلفيه التاريخيه للموضوع
اكتب هذا المقال هذا لانني ارى الحمله الجمعيه الهائله التي قام بها مزودوا خدمة الكلاود اتت ثمارها و اصبحت الغالبيه من الشركات تعتبر وضع اصولها الرقميه على الكلاود و تقوم بذلك بمنتهى سلامة النيه و كأن هذه المعلومات و الشركات ستظل " وفيه و مخلصه" لشركاتنا و لن تمنع عنا الوصول الى بياناتنا في حال صدور قرار اممي بفرض عقوبات او بوضع شركة ما في القائمه السوداء او غير ذلك من الاحداث التي لم تعد نادرة الحدوث في عالمنا المتغير
المقال الثاني نقص الايرادات وتدني أرباح شركات التكنولوجيا في مصر Ashraf Osman
تحدثنا في المقال الاول من سلسلة "نقص الايرادات وتدني أرباح شركات التكنولوجيا في مصر بعد الربيع العربي" عن التحديات التسع التي تواجه شركات التكنولوجيا والتي تسببت في انخفاض إيراداتها وتناقص أرباحها، وسردنا كل منها مع وصف مبسط لكل من هذه التحديات. في المقال الثاني سنتحدث الواقع الذي تعيشه الشركات بسبب تلك التحديات وعن الاستراتيجيات المتبعة لنمو الايرادات
المقال الاول نقص الايرادات وتدني أرباح شركات التكنولوجيا في مصر بعد الربيع ...Ashraf Osman
سنتعرض في سلسلة المقالات المعنونه " نقص الايرادات وتدني أرباح شركات التكنولوجيا في مصر" الى ما حدث ويحدث على الساحة المصرية و نتناوله بالتحليل وكذلك سنذكر الحلول للخروج من هذا المأزق العملي للوصول الى إيرادات و أرباح ترقى الى ما يتمناه المساهمون و أصحاب رؤوس الاموال في شركات التكنولوجيا (خاصة في وقت تعطي البنوك عائداً استثمارياً يصل الى ٢٠٪ دون أي تعب او مجهود.
Sustaining revenue growth is difficult because most product markets have a natural life cycle. First, a product must prove itself with early adopters. If it proves itself, revenue growth takes place
as more buyers want to buy the product.
Naturally, the product reaches a point of maximum penetration. At this point, growth slows, or even declines. The way to find new sources of product-driven revenue growth is to launch new products to new buyers at the right time to enjoy a long-life cycle.
In last week’s article, we started developing your product strategy by investigating your markets, which is part of “product planning” stage. To refresh your memory, I will include a brief description of the three stages and what they entail:
1. Product Planning (markets **done, accounts, and buyers)
2. Product Principles (buyer behavior, customer experience, and product design)
3. Go to Market (product roadmap, product launch, sales & marketing message, pricing and packaging
Why do we develop and launch new productsAshraf Osman
We already have a product portfolio that we are happy with. Our people are trained on it and we are known for those products and we have a health revenue stream, so why do we need to launch new products all the time?
The answer is in this article
Cracking The Business Development Management Code (2-3 days)Ashraf Osman
BDM or Business Development Management/Manager. A title that is misunderstood by almost everyone!
What do BDM's do? How can help grow their companies' revenue?
These questions and more are addressed in this unique course, delivered by the uniquely qualified sales effectiveness consultant Ashraf Osman
Cracking The Business Development Management Code (2-3 days)
Sample generic sales survey questions (bilingual)
1. Ashraf Osman IP, not to be shared or copied without prior agreement
Sales effectiveness survey
This is a Sales effectiveness survey that will help assess how well XXX salesforce
Based on the survey results, we will be able to determine XXX sales readiness to enter a market based on consultative value-
based selling practices.
Scoring Scale:
0 - Don't Know
1 - Disagree Strongly
2 - Disagree Somewhat
3 - Neutral
4 - Agree Somewhat
5 - Agree Strongly
2. Ashraf Osman IP, not to be shared or copied without prior agreement
0 1 2 3 4 5
1 You understand XXX sales strategy, can describe it, and knows how to contribute to
its success.
ﻋﻠﻰ أﻧتدراﯾﺔا ﺑﺎﺳﺗراﺗﯾﺟﯾﺔﻟﺑﯾﻊ،ﻟﻣؤﺳﺳﺗكوﺻف وﺗﺳﺗطﯾﻊھذهاﻻﺳﺗراﺗﯾﺟﯾﺔاﻧﺟﺎﺣﮭﺎ ﻓﻲ ﺗﺳﺎھم و
2 You understand the customer's industry, business issues, value drivers and
requirements and can turn that understanding into business solutions for your
customer.
ﻋﻠ ﻋﻠﻰ أﻧتمﺑﺎﻟﺻﻧﺎﻋﺔﻋﻣﯾﻠك ﺑﮭﺎ ﯾﻌﻣل اﻟﺗﻲاﻟﻌﻣﻠﯾﺔ واﻟﺗﺣدﯾﺎتﺗﺳﺗطﯾﻊ و ،اﻟﯾﮭﺎ ﯾﺳﻌﻰ اﻟﺗﻲ اﻷھداف و ﺗواﺟﮭﮫ اﻟﺗﻲ
ﺑﮭﺎ ﺗﻔﯾد ًﻻﺣﻠو ﺗﺻﯾﻎ ان اﻟﻣﻌرﻓﺔ ﺑﮭذهﻣ ﺧﻼﻟﮭﺎ ﻣن ﺗﺑﯾﻊ و ﻋﻣﯾﻠكﻧﺗﺟﺎﺗﻛمﺧدﻣﺎﺗ وﻛم
3 Is there comprehensive profiles on key competitors? How is this profile built? Is it
communicated to all sales professionals?
ﻟﺑﻧﺎء ﻣﺗﺑﻌﮫ آﻟﯾﺔ ھﻧﺎكﻣﻌﻠوﻣﺎت وﺗﺣدﯾثاﻟﻣﻌﻠوﻣﺎت؟ ھذه ﻧﺷر ﯾﺗم ھل و ،اﻟﺳوق ﻓﻲ ﻣﻧﺎﻓﺳﯾﻛم ﻋن واﻗﻌﯾﮫ و ﻣوﺛﻘﮫ
4 Has there been any key strengths and weaknesses analysis of XXX sales force.
How does the sales force compare to XXX competitors in the Saudi market?
اﻟﻘوة ﻧﻘﺎط دراﺳﺔ ﺗﻣت ھلواﻟﺿﻌفاﻟﺧﺎص اﻟﺑﯾﻊ ﻟﻔرﯾقﺑﺎﻟﺷرﻛﺔو ؟ﻓرﯾﻘﻛم ﻛﻔﺎءة ﺑﯾن ﻣﻘﺎرﻧﮫ ھﻧﺎك ھلﻣﻘﺎرﻧﺔ
ﺑﻣﻧﺎﻓﺳﯾﻛم؟
5 There are metrics in place to measure and enhance the sales strategy. (e.g.
satisfaction, loyalty, share of spend, net margin etc.)
ﻣﻌﺎﯾﯾر ھﻧﺎك ھلﻣوﺟودةاﻟﺑﯾﻊ اﺳﺗراﺗﯾﺟﯾﺔ ﻧﺟﺎح ﻟﻘﯾﺎس) وﺗﺣﺳﯾﻧﮭﺎﺑراﻣﺞ ،اﻟﻌﻣﻼء رﺿﺎء ﻗﯾﺎس،اﻟوﻻءاﻟ ﺗﻛﻠﻔﺔﺑﯾﻊ
ًﺔﻣﻘﺎرﻧﺑﺎﻹﯾرادات(اﻟﺦ ،اﻟرﺑﺢ ھﺎﻣش ،اﻷرﺑﺎح و
6 The salesforce is recognized and incentivized based on measures linked to key
business objectives other than gross revenues.
اﻟﺑﯾﻊ ﻓرﯾق ﺗﺣﻔﯾز ﯾﺗمﻣﺟﮭوده وﺗﻘدﯾرﺑﺎﻟﻧﺗﺎﺋﺞ ﻋﻼﻗﮫ ﻟﮭﺎ ﺑﻣﻌﺎﯾﯾراﻟﻌﻣﻠﯾﺔﻟﻠﺷرﻛﺔاﻻﯾرادات ﻋﻠﻰ ﻓﻘط ﻟﯾس و
7 XXX sales force is clearly differentiated in the marketplace, with both key customers
and competitors.
ﻏﯾره ﻋن ﺗﻣﯾزه و ﺑﺎﻟﺷرﻛﺔ اﻟﺑﯾﻊ ﻟﻔرﯾق ﺑﺎﻟﺗﻘدﯾر ﯾﺷﻌرون اﻟﻣﻧﺎﻓﺳﯾن و اﻟﻌﻣﻼء
8 You have added value on your competition in the marketplace that is not related to
your price.
ﻗﯾﻣﮫ ھﻧﺎكﻋن ﻣﺿﺎﻓﮫ(ﺑﺎﻷﺳﻌﺎر ﻋﻼﻗﺔ ﻟﮭﺎ )ﻟﯾس اﻟﺳوق ﻓﻲ ﻣﻧﺎﻓﺳﯾﻛم
3. Ashraf Osman IP, not to be shared or copied without prior agreement
9 Do you have a unique value proposition (unique selling point that differentiate you
from your competitors)? Can you demonstrate it to your customers?
ﻓرﯾده ﺑﯾﻊ ﻧﻘطﺔ ﻟدﯾﻛم ھلو )ارﻗﺎم ﻋﻣﻠﻲ ﺑدﻟﯾل ﻟﻌﻣﯾﻠك اﺛﺑﺎﺗﮭﺎ ﺗﺳﺗطﯾﻊ ھل ﻣﻧﺎﻓﺳﯾﻛم؟ ﻋن ﺑﮭﺎ ﺗﺗﻣﯾزون ﻣﺿﺎﻓﮫ ﻗﯾﻣﮫ او
(اﻟﺦ ، ﺗوارﯾﺦ
11 the salesforce stays engaged with the customer after the sale to manage
expectations and create new opportunities.
ﻓﻲ ﺗﺳﺗﻣر ھلاﻟﻌﻧﺎﯾﺔاﻧﺗﮭﺎء ﺑﻌد ﺑﺎﻟﻌﻣﯾلاﻟﺻﻔﻘﺔاﻷﺳﻌﺎر ﻋﻠﻰ اﻟﺗرﻛﯾز ﺑﻌدم و اﻟﺷراء ﺑﻣﻌﺎودة اﻻھﺗﻣﺎم ﯾﺗرﺟم ھل و ؟
ﻓﻘط
12 You clearly understand the sales skills, knowledge and experience that are critical
to successfully adapt to changing customer needs and market dynamics.
ﺑﺎﻟﺧﺑرات و اﻟﺑﯾﻊ ﺑﻣﮭﺎرات ﻛﺎﻣﻠﮫ ﻣﻌرﻓﮫ ﻋﻠﻰ ﺑﺎﻟﻔﻌل اﻧت آو ﺗدرﯾﺑك ﺗم ھلاﻟﻼزﻣﺔﺗﺣدث اﻟﺗﻲ اﻟﺗﻐﯾرات ﻣﻊ ﻟﻠﺗﻌﺎﻣل
اﻟﻣﺣﻠﻲ ﻟﻠﺳوق ﻓﻲ ﻟﻠﻌﻣﻼء
13 You can conduct a consultative interview with senior client executives using
diagnostic questions focused on defining key customer issues.
اﻻﺳﺗﺷﺎري ﺑﺎﻟﺑﯾﻊ دراﯾﺔ ﻋﻠﻰ اﻧتوﺗﺳﺗطﯾﻊﻣﻊ ﻣﻘﺎﺑﻼت ﻋﻘداﻹدارةﻋﻣﯾﻠك ﻋﻧد اﻟﻌﻠﯾﺎﻟﻣﻧﺎﻗﺷﺔﻣﺷﺎﻛﻠﮭماﻟﻌﻣﻠﯾﺔإﯾﺟﺎد و
ﻟﮭﺎ ﺣﻠول
14 The salesforce has the skills, knowledge, and experience to understand, create and
deliver measurable value for your customers.
و اﻟﻣﮭﺎرات اﻟﺑﯾﻊ ﻓرﯾق ﻟدىاﻟﻣﻌرﻓﺔاﻟﻼزﻣﺔﻟﻘﯾﺎس ﻗﯾﺎﺳﮭﺎ ﯾﻣﻛن ﻣﻌﺎﯾﯾر ﺗﺄﺳﯾس و ﻟﻔﮭماﻟﻔﺎﺋدةاﻟﻌﻣﻠﯾﺔﺳ اﻟﺗﻲﻋﻠﻰ ﺗﻌود
ﻣﻧﺗﺟﺎﺗ ﺷراﺋﮫ ﺑﺳﺑب اﻟﻌﻣﯾلﻛم
15 There is well-defined training and development plan for XXX salesforce.
ﻣﺣدد ﻣﺳﺎر ھﻧﺎكاﻟﺑﯾﻊ ﻓرﯾق ﯾﻌﻠﻣﮫ اﻟﺗطوﯾر و ﻟﻠﺗدرﯾب؟
16 Salesforce roles, tasks, and responsibilities are clearly understood and consistently
implemented.
ﻣﺳﺋوﻟﯾﺎﺗﮫ و ﻣﮭﺎﻣﮫ ﺑوﺿوح ﯾﻌﻠم اﻟﺑﯾﻊ ﻓرﯾقاﻟوظﯾﻔﯾﺔﺑﺎﻟ ﻣوﺟود ﺗوﺛﯾق ﺧﻼل ﻣنﻔو ﻣراﺟﻌﺗﮫ ﺗﺗم و ﻌلﺗﻧﻘﺑﺻﻔﮫ ﯾﺣﮫ
دورﯾﮫ
4. Ashraf Osman IP, not to be shared or copied without prior agreement
17 After sales, marketing, accounting, and sales people have an effective working
relationship.
و طﯾﺑﮫ ﻋﻣﻠﯾﮫ ﻋﻼﻗﮫ ھﻧﺎكﻣﺛﻣرةاﻗﺳﺎم ﺑﯾن و اﻟﺑﯾﻊ ﻓرﯾق ﺑﯾناﻟﺻﯾﺎﻧﺔو اﻟﺑﻊ ﺑﻌد ﻣﺎ ﺧدﻣﺔ واﻟﻣﺣﺎﺳﺑﺔاﻟﻣﺻﻧ وﻊ؟
18 Is there a systematic and organized approach to communicating with support
functions such as finance, manufacturing, customer service and distribution?
؟ ذﻛرھﺎ اﻟﺳﺎﺑق اﻷﺧرى اﻷﻗﺳﺎم ﻣﻊ ﻟﻠﺗواﺻل واﺿﺣﺔ آﻟﯾﮫ ھﻧﺎك ھل
19 Are there periodic cross function meetings to enhance cooperation between sales
and other functions?
؟ اﻷﺧرى اﻷﻗﺳﺎم و اﻟﻣﺑﯾﻌﺎت ﺑﯾن دورﯾﮫ اﺟﺗﻣﺎﻋﺎت ﺗﻌﻘد ھل
20 The sales organization is structured around customers and markets, not product
lines.
اﻟﻣﻧﺗﺟﺎت ﻋﻠﻰ ﻓﻘط ﻟﯾس و واﻷﺳواق اﻟﻌﻣﯾل ﺣول ﯾﺗﻣﺣور اﻟﺑﯾﻊ ﻟﻔرﯾق اﻟﺗﻧظﯾﻣﻲ اﻟﮭﯾﻛل
21 Sales tools and techniques are practical, useful, and support the value creation
capability of the sales force sales cycle.
و ﻋﻣﻠﯾﮫ أدوات ﯾﺳﺗﺧدم اﻟﻔرﯾقﻣﻔﯾدةﺗﺳﺎﻋدﺣﻠوﻟ ﺗﻣﯾز ﻣﺿﺎﻓﮫ ﻗﯾﻣﮫ ﺧﻠق ﻋﻠﻰ اﻟﺑﺎﺋﻊﻛمﻣن ﺗﻘﻠل و اﻟﻣﻧﺎﻓﺳﯾن ﻋناﻟﺗرﻛﯾز
وﺣﯾد ﻛﻌﺎﻣل اﻟﺳﻌر ﻋﻠﻰ
22 Salesforce 'non-selling' time is measured and managed
،اﺻﻼح ،)ﺻﯾﺎﻧﮫ ﺑﺎﻟﺑﯾﻊ ﻟﮭﺎ ﻋﻼﻗﺔ ﻻ أﺧرى اﻧﺷطﮫ ﻓﻲ اﻧﻐﻣﺎﺳﮭم ﺑﺳﺑب ﻗﻠﯾل اﻟﺑﯾﻊ ﻓﻲ اﻟﺑﺎﺋﻌون ﯾﻘﺿﯾﮫ اﻟذي اﻟوﻗت
(ﺗﺣﺻﯾل
23 You know how much of your revenue AND profit is derived from each of your key or
strategic accounts.
ﻋﻠم ﻋﻠﻰ اﻧتﺑﺄرﻗﺎم،ﺗﺎرﯾﺧﮫ ﺣﺗﻰ )اﻟﻣﺑﯾﻌﺎت اﻻﺳﺗراﺗﯾﺟﯾﯾن ﻟﻠﻌﻣﻼء اﻟﺑﯾﻊاﻟرﺑﺣﯾﺔاﻟﺦ ،ﺗﺎرﯾﺧﮫ ﺣﺗﻰ ﻋﻣوﻻﺗك ،(
24 Do you have any account/territory management activities? Do you prepare and
present account and territory plans?
ﺧطط ﺑﻌﻣل اﻟﺑﯾﻊ ﻓرﯾق ﯾﻘوم ھلﺑﯾﻌﯾﮫﻓﯾﮫ؟ ﯾﺑﯾﻌون اﻟذي ﻟﻠﺳوقﻟدﯾﮭم ھلﺧططﺑﯾﻌﯾﮫاﻻﺳﺗراﺗﯾﺟﯾﯾ ﻟﻠﻌﻣﻼءن؟
5. Ashraf Osman IP, not to be shared or copied without prior agreement
Scoring criteria
0 - 50
• Seriously out of touch with modern marketplace realities - your salesforce is a major liability. Urgent action is needed.
Your salesforce is in desperate shape and, if it is delivering at all, cannot be delivering anywhere close to it's potential. Even the
basic sales disciplines are lacking. You really need to do a full assessment on the structure, function and efficiency of your sales
organization. Top management need education urgently.
•اﻟﻣﺳﺎر ﻹﺻﻼح ﻓورﯾﮫ ﻹﺟراءات ﺗﺣﺗﺎج و اﻟﺑﯾﻊ ﻣﺟﺎل ﻓﻲ اﻟﻌﻣﻠﻲ اﻟواﻗﻊ ﻋن ًﺎﺗﻣﺎﻣ ﻣﻧﻔﺻل آﻧت.
•طرﯾﻘﺔ و اﻟﻔرﯾق ﺗﻧظﯾم إﻋﺎدة اﻟﻰ ٍﺔﺑﺣﺎﺟ واﻧت اﻟﻧظﺎم اﻟﻰ ﯾﻔﺗﻘر اﻟﻔرﯾق .اﻟﻣرﺟو اﻟﻣﻌدل ﻣن اﻗل وﻧﺗﺎﺋﺟﮫ ﺳﯾﺊ وﺿﻊ ﻓﻲ ﻟدﯾك اﻟﺑﯾﻊ ﻓرﯾقاﻟﻌ و اﻟﺑﯾﻌﯾﮫ ﻣﮭﺎراﺗﮫ ﻣﺳﺗوى و ﻋﻣﻠﮫ، ﻣﻠﯾﺔ
اﻟﻰ ﺑﺣﺎﺟﮫ اﻧت ﻛذﻟكاﻷھداف ﺗﺣﻘﯾق ﻓﻲ اﻟﺑﯾﻊ إدارة دور ﻣﺎ ﻋن اﻟﻌﻠﯾﺎ اﻹدارة ""ﺗﺛﻘﯾف ﻣن ﻧوعﻟﻠﺷرﻛﺔ اﻻﺳﺗراﺗﯾﺟﯾﺔ و اﻟﻌﺎﻣﺔ
51 - 100
• Your salesforce is seriously dysfunctional and in medical terms, would be in intensive care.
• Top management need to take ownership of the problem and, after appropriate diagnosis, take swift action to install the necessary
corrective action.
•اﻟﻌﺎﺟل و اﻟﺣﺎﺳم ﻟﻠﻌﻼج ﯾﺣﺗﺎج و اﺧﺗﻼل ﺣﺎﻟﺔ ﻓﻲ ﻟدﯾﻛم اﻟﻣﺑﯾﻌﺎت ﻗﺳم
•اﻟﻰ ﻟﻠﻣؤﺳﺳﺔ اﻟﻌﻠﯾﺎ اﻹدارة ﺗﺣﺗﺎجان) دﻗﮫ اﻛﺛر ﺑﺷﻛل ﺑﺣﺛﮭﺎ ﺑﻌد و ،ﻋﮭدﺗﮭﺎ ﻓﻲ ﺗﻌﺗﺑرھﺎ و اﻟﻣﺷﻛﻠﺔ ﻧﺎﺻﯾﺔ ﺗﻣﺗﻠكsales effectiveness reviewاﻟﺧطوات اﻹدارة ﺗﺗﺧذ ان ﯾﺟب (
اﻟﺻﺣﯾﺣﺔ اﻹﺻﻼﺣﯾﺔ
101 - 150
• You probably have a 'traditional' salesforce that is starting to feel the pain caused by a challenging marketplace.
• You have probably tried to move to selling business solutions rather than 'products' and have tried key account management with
limited or no success. However, at heart you are still essentially product oriented and internally focused.
•ﻣن ًﻻﺑد ﻣﺗﻛﺎﻣﻠﺔ ًﻻﺣﻠو ﻟﺗﺑﯾﻊ ﺧطوات اﺗﺧذت ﻋﻠﯾﮫ ﺑﻧﺎء .اﻟﺳوق ﻓﻲ اﻟﻣوﺟودة ﺑﺎﻟﺗﺣدﯾﺎت اﻟﺷﻌور وﻓرﯾﻘك اﻧت ﺑدأت .ﺗﻘﻠﯾدي ﺑﯾﻊ ﻓرﯾق ﻟدﯾكا ﯾﺑدو ﻛذﻟك .ﺑﮫّﻠﻣﻌ ﻣﻧﺗﺟﺎت ﺑﯾﻊﺗطﺑﯾق ﺑدأت ﻧك
ال ﻣن ﻧوعKey Accounts Managementﯾذﻛر ﻧﺟﺎح دون ﻟﻛن و.ًﺎداﺧﻠﯾ ﺗرﻛﯾزك ﻣﺎزال ،ﺑﺎﺧﺗﺻﺎرﻣﻌﻠﺑﮫ ٍتﻣﻧﺗﺟﺎ ﺗﺑﯾﻊ ًةﺷر ﻣﺎزﻟﺗم و اﻟﻌﻣﯾل ﻋﻠﻰ ﻟﯾس و
151 - 200
• You have a well-run sales operation that does the basics quite efficiently. Your team is wrestling with the challenges of shifting to
value-based competition and creating a customer-focused organization.
Some progress has been made, and attempts at key account management are showing some promise.
•اﻟﻧﺟﺎﺣﺎت ﺑﻌض ﯾﺣرز و اﻟﺑﯾﻊ ﺑﺄﺳﺎﺳﯾﺎت ﯾﻘوم ﻓﻌﺎل ﻓرﯾق ﻟدﯾك
•اﻟﺿ ل ّاﻟﺗﺣو ھذا ﺗﺣدﯾﺎت ﯾﻛﺎﻓﺢ ﻣﺎزال اﻟﺑﯾﻊ ﻓرﯾق ﻟﻛن ،بّﻠاﻟﻣﻌ اﻟﻣﻧﺗﺞ ﻣن ًﻻﺑد اﻟﻣﺿﺎﻓﺔ اﻟﻘﯾﻣﺔ ﺑﯾﻊ اﻟﻰ ل ّاﻟﺗﺣو ﻓﻲ اﻟﻧﺟﺎح ﺑﻌض أﺣرزت.روري
201 - 250
• You have made significant progress towards developing a top-class sales force and customer-focused organization. Value-
based sales approaches are now used routinely and you have forged strong business partnerships with selected key accounts.
•ﻓرﯾ ﻟدﯾك ﻟﯾﻛون طرﯾﻘك ﻓﻲ اﻧتﻣﺳﺗوى اﻋﻠﻰ ﻋﻠﻰ ﺑﯾﻊ قﻣﺟﺎل ﻓﻲ ﻧﺟﺎح ﻗﺻص ﻟدﯾك و اﻟﻌﻣﯾل اﺣﺗﯾﺎﺟﺎت ﻋﻠﻰ اﻟﺗرﻛﯾز ﻣنKey Accounts Management