Transcript Sales Force Assessment Framework

Sales Force Assessment Framework
STEP
Account Segmentation
Lead Generation
Segment accounts by Ideal Customer Profile
Generate MCL/MQL/SQL
1
Develop
Sales
Strategy
2
Develop
Go-to-Market
Plan
3
Design
Sales Force
Sales Process
Map customer/prospect buying process to custom built sales process
Channels
Determine optimal route to market
Sales Force Structure
Sales Force Size
Organizational model effectiveness vs. efficiency
Match selling capacity to market demand
Sales Infrastructure
1
Create performance conditions for optimal results
(Talent, Compensation, Sale Mgmt., Performance Mgmt., Key Accts. Sales Enablement)
4YOURLOGO
Build
Infrastructure