Sales Force Culture Assessment · Web viewSales uses a CRM tool with greater than 99% adoption?...
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Sales Force Culture Assessment SALES FORCE CULTURE ASSESSMENT DETAILS Owner: Assessment Date: Version: Sales Force Culture Assessment Quesons Culture Topics Assessment Quesons Ye s No Comments Sales Framework Sales Reps receive 25% of their leads from Marketing? Sales Reps leads are qualified before they are engaged in a Sales Process? Sales Reps Territories are segmented by the Company’s Ideal Customer Profile? There is no less than a 4:1 Sales Rep to Sales Specialist Ratio? There is no less than an 8:1 Sales Rep to Sales Support Ratio? Sales Managers have no more than an 8:1 span of control for “Hunters” and 10:1 for “Farmers”? Sales Compensation Plans OTE has declined more than 5% in the last 9 months? Sales Compensation Plans are not capped? Selling time (customer interactions) is greater than 60%? Sales Reps spend over 25% of their time prospecting for new leads? Sales Rep and Manager Ramp to Productivity is longer than 6 months? Sales Reps individually receive 3+ hours a month coaching? Sales Talent Sales Reps have Individual Development Profiles with assigned actions for © 2013 Sales Benchmark Index Page 1 of 2
Transcript of Sales Force Culture Assessment · Web viewSales uses a CRM tool with greater than 99% adoption?...
Sales Force Culture Assessment
SALES FORCE CULTURE ASSESSMENT DETAILSOwner: Assessment
Date:Version:
Sales Force Culture Assessment Questions
Culture Topics Assessment QuestionsYes
NoComments
Sales Framework
Sales Reps receive 25% of their leads from Marketing?Sales Reps leads are qualified before they are engaged in a Sales Process?Sales Reps Territories are segmented by the Company’s Ideal Customer Profile?
There is no less than a 4:1 Sales Rep to Sales Specialist Ratio?
There is no less than an 8:1 Sales Rep to Sales Support Ratio?Sales Managers have no more than an 8:1 span of control for “Hunters” and 10:1 for “Farmers”?Sales Compensation Plans OTE has declined more than 5% in the last 9 months?Sales Compensation Plans are not capped?Selling time (customer interactions) is greater than 60%?Sales Reps spend over 25% of their time prospecting for new leads?Sales Rep and Manager Ramp to Productivity is longer than 6 months?Sales Reps individually receive 3+ hours a month coaching?
Sales Talent Sales Reps have Individual Development Profiles with assigned actions for
© 2013 Sales Benchmark Index Page 1 of 2
Sales Force Culture Assessmentimprovements with due dates?Sales Managers adhere to a Talent Management Program using Behavioral Interviewing?
Sales Tools
The Sales Team uses a consistent Sales Process mapped to a Buying Process?Sales and Marketing Teams use Buying Personas?Sales uses a CRM tool with greater than 99% adoption?Sales measures and is accountable for no more than 5 metrics?New products are enabled with qualified leads, persona based content and value propositions mapped to the buying process stages?Forecasting accuracy goal is 99%?
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o 10> NO answers indicates a Cultural Risk for Losing Top Talento 5-10 NO answers indicates an Sales Productivity Assessment of the Culture is
neededo 5< NO answers indicates Limited Cultural Risk for Losing Top Talent
Blog Resource: http://www.salesbenchmarkindex.com/bid/96329/Why-Did-Your-Top-Sales-Rep-Just-Quit
