World-Class Sales Organizations
Based on research from the Sales Executive Council.
Sales Talent Management


We hire stellar people. We don’t compromise
based on availability.
Rate your organization on two dimensions:
On Proficiency:
–
Excellent: 1
–
Good: 2
–
Average: 3
–
Poor: 4
–
Non-existent: 5
On Potential Impact:
- High
- Medium
- Low
Sales Talent Management


We adjust competency requirements as the
sales environment changes and clarify
performance expectancies based on that model.
Rate your organization on two dimensions:
On Proficiency:
–
Excellent: 1
–
Good: 2
–
Average: 3
–
Poor: 4
–
Non-existent: 5
On Potential Impact:
- High
- Medium
- Low
Sales Talent Management


We effectively diagnose skills deficiencies at the
level of the individual, then address those
deficiencies through targeted training,
mentoring, coaching and e-learning.
Rate your organization on two dimensions:
On Proficiency:
–
Excellent: 1
–
Good: 2
–
Average: 3
–
Poor: 4
–
Non-existent: 5
On Potential Impact:
- High
- Medium
- Low
Sales Talent Management


We actively collect and disseminate sales best
practices across the organization. We
aggressively retain star performers and move
quickly to manage out underperformers.
Rate your organization on two dimensions:
On Proficiency:
–
Excellent: 1
–
Good: 2
–
Average: 3
–
Poor: 4
–
Non-existent: 5
On Potential Impact:
- High
- Medium
- Low
Sales Talent Management


We effectively identify, develop and empower
future leaders at all levels of the sales
organization.
Rate your organization on two dimensions:
On Proficiency:
–
Excellent: 1
–
Good: 2
–
Average: 3
–
Poor: 4
–
Non-existent: 5
On Potential Impact:
- High
- Medium
- Low
Strategic Customer and
Channel Management


We tier customers based on value (current and
potential) and deploy sales resources effectively
based on customer value.
Rate your organization on two dimensions:
On Proficiency:
–
Excellent: 1
–
Good: 2
–
Average: 3
–
Poor: 4
–
Non-existent: 5
On Potential Impact:
- High
- Medium
- Low
Strategic Customer and
Channel Management


We have a holistic view of the customer through
an enterprise information system (i.e.
SalesForce), and we use this system effectively
to manage customer relationships.
Rate your organization on two dimensions:
On Proficiency:
–
Excellent: 1
–
Good: 2
–
Average: 3
–
Poor: 4
–
Non-existent: 5
On Potential Impact:
- High
- Medium
- Low
Strategic Customer and
Channel Management


We make use of multiple channels, deploying
according to customer preference and customer
relationships.
Rate your organization on two dimensions:
On Proficiency:
–
Excellent: 1
–
Good: 2
–
Average: 3
–
Poor: 4
–
Non-existent: 5
On Potential Impact:
- High
- Medium
- Low
Strategic Customer and
Channel Management


We create strong bonds with key channel
partners that drive mutual success and
profitability.
Rate your organization on two dimensions:
On Proficiency:
–
Excellent: 1
–
Good: 2
–
Average: 3
–
Poor: 4
–
Non-existent: 5
On Potential Impact:
- High
- Medium
- Low
Strategic Customer and
Channel Management


We have effective methodologies for deepening
or broadening relationships (and getting paid for
them) with customers.
Rate your organization on two dimensions:
On Proficiency:
–
Excellent: 1
–
Good: 2
–
Average: 3
–
Poor: 4
–
Non-existent: 5
On Potential Impact:
- High
- Medium
- Low
Strategic Customer and
Channel Management


We effectively align the organization across
divisions, functions and geographies to present a
seamless face to the customer.
Rate your organization on two dimensions:
On Proficiency:
–
Excellent: 1
–
Good: 2
–
Average: 3
–
Poor: 4
–
Non-existent: 5
On Potential Impact:
- High
- Medium
- Low
Sales Process Design/Productivity


We provide an environment where account
managers are empowered to make appropriate
decisions and act on behalf of customers.
Rate your organization on two dimensions:
On Proficiency:
–
Excellent: 1
–
Good: 2
–
Average: 3
–
Poor: 4
–
Non-existent: 5
On Potential Impact:
- High
- Medium
- Low
Sales Process Design/Productivity


We have streamlined the sales process, such
that is does not get in the way of the sale. Our
company is “easy to buy from” and “easy to sell
for.”
Rate your organization on two dimensions:
On Proficiency:
–
Excellent: 1
–
Good: 2
–
Average: 3
–
Poor: 4
–
Non-existent: 5
On Potential Impact:
- High
- Medium
- Low
Sales Process Design/Productivity


We aggressively digitize or offload low-value
(and even some high-value) non-customerfacing activities to free up account executive
time.
Rate your organization on two dimensions:
On Proficiency:
–
Excellent: 1
–
Good: 2
–
Average: 3
–
Poor: 4
–
Non-existent: 5
On Potential Impact:
- High
- Medium
- Low
Sales Process Design/Productivity
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
We provide the sales organization with easy-touse, value-added tools (e.g. templates,
technology) and accurate, relevant and timely
information.
Rate your organization on two dimensions:
On Proficiency:
–
Excellent: 1
–
Good: 2
–
Average: 3
–
Poor: 4
–
Non-existent: 5
On Potential Impact:
- High
- Medium
- Low
Sales Process Design/Productivity


We effectively leverage our senior-most
executives in account planning and proactive
high-level interactions with out most important
customers.
Rate your organization on two dimensions:
On Proficiency:
–
Excellent: 1
–
Good: 2
–
Average: 3
–
Poor: 4
–
Non-existent: 5
On Potential Impact:
- High
- Medium
- Low
Performance Measurement/Rewards
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
We measure and reward our sales organization
based on customer-driven performance metrics
(e.g. customer-satisfaction surveys).
Rate your organization on two dimensions:
On Proficiency:
–
Excellent: 1
–
Good: 2
–
Average: 3
–
Poor: 4
–
Non-existent: 5
On Potential Impact:
- High
- Medium
- Low
Performance Measurement/Rewards


We reward desired behaviors – based on the
achievement of corporate strategy (long-term
profitable growth) rather than simply sales
volume.
Rate your organization on two dimensions:
On Proficiency:
–
Excellent: 1
–
Good: 2
–
Average: 3
–
Poor: 4
–
Non-existent: 5
On Potential Impact:
- High
- Medium
- Low
Performance Measurement/Rewards


We reward performance in a highly motivational
and visibly fair way, such that rewards are
derived from, and are consistent with, value
created.
Rate your organization on two dimensions:
On Proficiency:
–
Excellent: 1
–
Good: 2
–
Average: 3
–
Poor: 4
–
Non-existent: 5
On Potential Impact:
- High
- Medium
- Low
Evaluating

Pick the three elements with the lowest grades
(1-5) and with high Potential Impact on your
organization and work on improving them in the
coming year.