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| What is Sales Readiness... |
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| Sales Readiness is defined as the people, processes, systems and activity required to maximise sales productivity, revenue and margin. |
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| Sales Readiness Model |
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Understanding your Market
How well does your organisation understand the requirements of its target market and clients? |
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Capability & Pricing Information
What standard, prewritten capability information is available to support the sales process,
and how available and accurate isthe corresponding pricing information? |
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People (Skills & Time)
How well do the client focused people in your organisation understand the sales process,
and do they have the skills and timetocontribute? |
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Creating Opportunities
How well does your organisation proactively create opportunities? |
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Qualifying Opportunities
How well does
your organisation qualify opportunities throughout the
sales process? |
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Developing
Win Strategies
How well does
your organisation develop win strategies (win
price, solution and differentiators) and define business
value for individual opportunities? |
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Proposing & Presenting
How well does
your organisation propose / present solutions to clients? |
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Negotiating
& Closing
How well does
your organisation negotiate and close opportunities to maximise revenue, margin and ensure mutually acceptable commercial
contracts are
in place? |
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Reviewing & Learning
How well does your organisation review and learn from the success or otherwise of individual opportunities? |
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Sales Processes
What sales related processes have your organisation adopted when creating,
developing and closing opportunities? |
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Management Information & Reporting
What level of centrally held client and pipeline information is available to support
the ‘sales process’, and how well is it presented? |
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Measuring Success
How well are individual and company goals, targets and objectives defined, communicated,
understood, measured and reviewed? |
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| Download the above table as a pdf file [click here] |
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| Download the above table in a new browser window [click here] |
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Capability |
Question |
Now rating |
Aspiration |
Gap |
Rank
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Individual
View |
Consensus
View |
Individual
View |
Consensus
View |
Individual
View |
Consensus
View |
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Understanding the Market |
How well does your organisation understand the requirements of its target market and clients? |
Your score |
Consensus |
Your score |
Consensus |
Your score |
Consensus |
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Capability & Pricing Information |
What standard, prewritten capability information is readily available to support the sales process, and how readily available and accurate is the corresponding pricing information? |
Your score |
Consensus |
Your score |
Consensus |
Your score |
Consensus |
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People
(Skills/Time) |
How well do the client focused people in your organisation understand the sales process, and do they have the skills and time to contribute? |
Your score |
Consensus |
Your score |
Consensus |
Your score |
Consensus |
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Creating
Opportunities |
How well does your organisation proactively create opportunities? |
Your score |
Consensus |
Your score |
Consensus |
Your score |
Consensus |
|
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Qualifying Opportunities |
How well does your organisation qualify opportunities throughout the sales process? |
Your score |
Consensus |
Your score |
Consensus |
Your score |
Consensus |
|
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Developing Win Strategies |
How well does your organisation develop win strategies (win price, solution and differentiators) and define business value for individual opportunities? |
Your score |
Consensus |
Your score |
Consensus |
Your score |
Consensus |
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Proposing & Presenting |
How well does your organisation propose / present solutions to clients? |
Your score |
Consensus |
Your score |
Consensus |
Your score |
Consensus |
|
|
Negotiating &
Closing |
How well does your organisation negotiate and close opportunities to maximise revenue, margin and ensure mutually acceptable commercial contracts are in place? |
Your score |
Consensus |
Your score |
Consensus |
Your score |
Consensus |
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Reviewing &
Learning |
How well does your organisation review and learn from the success or otherwise of individual opportunities? |
Your score |
Consensus |
Your score |
Consensus |
Your score |
Consensus |
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Sales Processes |
What sales related processes have your organisation adopted when creating, developing and closing opportunities? |
Your score |
Consensus |
Your score |
Consensus |
Your score |
Consensus |
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Management Information & Reporting |
What level of centrally held client and pipeline information is available to support the ‘sales process’, and how well is it presented? |
Your score |
Consensus |
Your score |
Consensus |
Your score |
Consensus |
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Defining, Communicating & Measuring Success |
How well are individual and company goals, targets and objectives defined, communicated, understood, measured and reviewed? |
Your score |
Consensus |
Your score |
Consensus |
Your score |
Consensus |
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Totals |
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| Download the above table as a pdf file [click here] |
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| Download the above table in a new browser window [click here] |
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| Please contact Chris at chris@gettogreat.co.uk or on 0870 421 5150 to discuss anything Get to Great or PBSL related. |
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