Sales Strategy Diagnostic

Phase 1: Revenue Plan
Score your organization against this statement:
We define a plan for how we are going to achieve our revenue goal.
How well does your company do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your company?
Not very important
N/A
1
2
3
4
5
Very important
Phase 2: Accounts
Score your organization against this statement:
We properly align our sales resources to our highest value accounts.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business?
Not very important
N/A
1
2
3
4
5
Very important
Phase 3: Buyers
Score your organization against this statement:
We understand how our buyers make purchasing decisions.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business?
Not very important
N/A
1
2
3
4
5
Very important
Phase 4: Prospecting
Score your organization against this statement:
We fill the sales funnel with enough opportunities to make the revenue goal.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business?
Not very important
N/A
1
2
3
4
5
Very important
Phase 5: Opportunity Management
Score your organization against this statement:
We deploy a consistent process to win more new logo deals and bigger new logo deals more often.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business?
Not very important
N/A
1
2
3
4
5
Very important
Phase 6: Account Management
Score your organization against this statement:
We generate new opportunities within our current accounts.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business?
Not very important
N/A
1
2
3
4
5
Very important
Phase 7: Coverage Plan
Score your organization against this statement:
We cover the market potential with the most cost-effective direct and indirect sales channels.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business?
Not very important
N/A
1
2
3
4
5
Very important
Phase 8: Partner Strategy
Score your organization against this statement:
We select the right partners, gain their mindshare, and drive more revenue through our key partnerships.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business?
Not very important
N/A
1
2
3
4
5
Very important
Phase 9: Organizational Design & Talent
Score your organization against this statement:
We determine the right roles, number of headcount, and organizational chart required to make our number.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business?
Not very important
N/A
1
2
3
4
5
Very important
Phase 10: Territory Design
Score your organization against this statement:
We balance customer requirements, company revenue expectations, and sales rep workload to grow revenues.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business?
Not very important
N/A
1
2
3
4
5
Very important
Phase 11: Compensation Design & Quota Setting
Score your organization against this statement:
Our sales compensation plans enable the company to achieve its revenue targets and maximize incentive compensation to reps that deliver results, without breaking the bank.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business?
Not very important
N/A
1
2
3
4
5
Very important
Phase 12: Sales Operations
Score your organization against this statement:
We improve the efficiency of the sales team and provide insightful data.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business?
Not very important
N/A
1
2
3
4
5
Very important
Phase 13: Revenue Enablement
Score your organization against this statement:
We drive revenue-per-head up and time-to-productivity down for all key areas of our go-to-market engine.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business?
Not very important
N/A
1
2
3
4
5
Very important
Phase 14: Sales Tech Stack
Score your organization against this statement:
We use technology to improve the speed of business and to make it easier to do business internally and externally.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business?
Not very important
N/A
1
2
3
4
5
Very important