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: On Potential Impact: Excellent: 1 - High Good: 2 - Medium Average: 3 - Low Poor: 4 Non-existent: 5

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: On Potential Impact: Excellent: 1 - High Good: 2 - Medium Average: 3 - Low Poor: 4 Non-existent: 5

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: On Potential Impact: Excellent: 1 - High Good: 2 - Medium Average: 3 - Low Poor: 4 Non-existent: 5

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: On Potential Impact: Excellent: 1 - High Good: 2 - Medium Average: 3 - Low Poor: 4 Non-existent: 5

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: On Potential Impact: Excellent: 1 - High Good: 2 - Medium Average: 3 - Low Poor: 4 Non-existent: 5

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: On Potential Impact: Excellent: 1 - High Good: 2 - Medium Average: 3 - Low Poor: 4 Non-existent: 5

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: On Potential Impact: Excellent: 1 - High Good: 2 - Medium Average: 3 - Low Poor: 4 Non-existent: 5

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: On Potential Impact: Excellent: 1 - High Good: 2 - Medium Average: 3 - Low Poor: 4 Non-existent: 5

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: On Potential Impact: Excellent: 1 - High Good: 2 - Medium Average: 3 - Low Poor: 4 Non-existent: 5

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: On Potential Impact: Excellent: 1 - High Good: 2 - Medium Average: 3 - Low Poor: 4 Non-existent: 5

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: On Potential Impact: Excellent: 1 - High Good: 2 - Medium Average: 3 - Low Poor: 4 Non-existent: 5

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: On Potential Impact: Excellent: 1 - High Good: 2 - Medium Average: 3 - Low Poor: 4 Non-existent: 5

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: On Potential Impact: Excellent: 1 - High Good: 2 - Medium Average: 3 - Low Poor: 4 Non-existent: 5

Sales Process Design/Productivity We aggressively digitize or offload low-value (and even some high-value) non-customer-facing activities to free up account executive time. Rate your organization on two dimensions: On Proficiency: On Potential Impact: Excellent: 1 - High Good: 2 - Medium Average: 3 - Low Poor: 4 Non-existent: 5

Sales Process Design/Productivity We provide the sales organization with easy-to-use, value-added tools (e.g. templates, technology) and accurate, relevant and timely information. Rate your organization on two dimensions: On Proficiency: On Potential Impact: Excellent: 1 - High Good: 2 - Medium Average: 3 - Low Poor: 4 Non-existent: 5

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: On Potential Impact: Excellent: 1 - High Good: 2 - Medium Average: 3 - Low Poor: 4 Non-existent: 5

Performance Measurement/Rewards 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: On Potential Impact: Excellent: 1 - High Good: 2 - Medium Average: 3 - Low Poor: 4 Non-existent: 5

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: On Potential Impact: Excellent: 1 - High Good: 2 - Medium Average: 3 - Low Poor: 4 Non-existent: 5

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: On Potential Impact: Excellent: 1 - High Good: 2 - Medium Average: 3 - Low Poor: 4 Non-existent: 5

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.