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Which of these best describe your system for collecting and qualifying leads?
Limited processes for collecting leads, and qualifying varies greatly from rep to rep.
Technology driven process for collecting basic lead information but qualifying still varies by rep.
Integrated process that collects key lead information with clear processes and requirements for lead qualification.
Integrated business functions and processes that systemically improves lead collection and qualification within the context of winning more opportunities.
Which of these best describe how you manage and utilize your customer data?
Limited customer information that varies greatly from rep to rep.
Technology defined process for maintaining the minimally required data to run our business.
Optimized processes collection and maintenence of key customer data to support upselling, cross selling, and overall growth.
All customer data is operationalized across the organization to facilitate the best customer experience possible while increasing customer's lifetime value.
Which of these best describe how you manage/forecast your opportunity progression throughout the pipeline?
No defined processes, stages, or probability.
We have custom stages and probabilty that match our unique business needs
We actively manage our stages and probability to leverage accurate forecasts, client engagement, and opportunity escalation on a weekly basis.
We have a guided process in the crm to manage our opportunities that ensures we build long lasting relationships with clients and accellerate deals through the pipeline.
Which of these best describes how your company gains actionable insights based off your data?
We extract data from our systems and build reports offiline
We build reports as the need arises in the tool the data resides
Each department owns their reporting needs and cadence and has pre-defined requirements using the tools that they own, connected or not.
We use BI tools that pull data from a single source, with clearly defined requirements that enable all departments to use and/or build actionable dashboards and reports.
Which of these best describe how your departments collaborate internally?
We use email for internal collaboration
We have one tool for cross function collaboration
We have clearly defined tools and uses for function specific cross team collaboration
Function specific collaboration solutions with integrated processes that are dedicated to improving overall business operations in and between all departments
Which of these best describes your sales training and enablement process?
Hire staff with experience, and foster a lot of flexibility within activities - no documented processes
Documented processes for core activities with simple onboarding process
Estabilished training for new hires, exhisting hires, and a metric driven onboarding process that extends throughout employment
Indepth processes with cyclical training to support staff with ongoing training and development, including related skill development and coaching
Which of these best descibes your creation and managment process for client facing documents??
We use one-off documents and email.
We have a versioned repository of documents where we replace the customer information and terms.
We have an defined and systemic process for document creation, editing, sending, signature and storing the final documents
We have a full Contract Lifecycle Management solution in place that is automated and actively managed and documents are reviewed multiple times throughout the year.
Which of these best decibe your comission management process, in which you calculate, report and commisions?
Unclear or subjective commissions plans with an undefined reporting methodology.
Post period close commission calculations in finance department only. Relatively clear and easy to follow commission plans
Estimated, pre-period close commission calculation periodically published for sales members with clear and easy to follow commission plans.
Integrated solution offering realtime commission reporting within the sales tool following clearly defined commission plans that are easily managed and updated systemically.
Which of these best describes how you manage your sales teams performance?
No formal process for managing performance
Basic processes and individual metrics for managing performance of core roles.
Role specific metrics and established processes for managing performance and handling corrections for exceeding expectations.
Realtime visibility into indvidiual and team performance metrics with a comprehensive understanding of how their performance rolls up to company objectives.
Which of these best describes your process to ensure consistent messaging from your Sales Team?
No consistent messaging methodology
Document based templates for communication with customers and prospects
System driven sequencing for at least one or more core business functions (eg, business development), with basic reporting.
Fully integrated and magaged sequencing functionality used for all applicable client facing messaging, actionable reporting, and systemic process for updating messaging for best performance.
Which of these best describes your process for managing customer contracts?
No formal processes related to managing contracts
Each team member manages their contract term dates in the CRM
We periodically manage and report on contracts complete data for upsells, renewals, etc within the CRM.
We have a 360 degree view into our customers contracts with systemic renewals and actionable insights to manage footprint and whitespace opportunities throughout their lifecycle.
Which of these best describes your ability to effectively structure and manage roles and responsibilities?
Staff are responsibile for a large range of roles, and there is little formal structure or consistency in how roles are defined and managed.
Generally defined and partially documents roles and responsibilities with an understanding of how to perform well with moderate consistency in structure and management.
Roles and responsibilities are well-defined and documented, with clear expectations set for each position to enhance performance. There is a structured approach to managing roles, which contributes to efficient workflow and accountability across the organization.
With a robust framework in place to clearly define roles, responsibilities, and drive performance across the organization to accelerate sales and maintian accountability to the overall strategic objectives.
On a scale of 1-4, how would you rate your ability to scale your sales processes?
1
2
3
4
Which of these best describe how you manage your products and/or pricing?
No product database and pricing varies opportunity to opportunity with no strategic planning for how products are developed, priced, or managed.
Minimally structured spreadsheet of products and pricebook that is sporadically updated by one or more team members with limited product and pricing strategy.
Product and pricing management processes are defined and system driven with a formal approach to product lifecycle management and a clear strategy for pricing with the ability to track and report on discounting.
Highly strategic and fully integrated systemic management of pricing and products with a scheduled process for review, including relevant client communications, structured approval processes, and dedicated ownership and responsibility.
Which of these best describe your ability to manage your partner selection, engagement and performance?
Team members engage with and negotiate terms with partners on an as needed basis.
We have a partner vetting process that is managed by the sales manager, host occassional trainings, and house contact information in the CRM.
The sales manager is responsible to vet and manage which partners are used and when based on product fit and we train team members annually on partner lead registration processes and solutions with key details information in the CRM.
We have a dedicated team that manages, selects, and prioritizes the use of our partners based on product fit, maintains accurate records and documents within the CRM, and regularly train all team members on our parnters solutions and lead registering processes.
Which of these best describes how effectively your sales process utilizes sales orders to track customer transactions and fulfillment?
We only track closed won opportunities.
After an opportunity is closed won we use sales order to manage customer transactions and fulfillment with limited down stream use.
Sales orders are used extensively throughout the customer lifecycle with clear guidelines, workflows and a structured approach for tracking and managing customer transactions and order fulfillment.
Our sales order processes are highly automated and streamlined with real time visibility throughout sales, project management, operations, finance, and client success to provide world class customer experiences and drive performance.
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