SCMI sample report Presented to ABC Inc.

THE SCMI®EVALUATION

Sample report

2

OBSERVATIONS

SCMI RESULTS

This report provides a snapshot of where an organization is in terms of Sales Culture Maturity. It provides valuable data on the key dimensions that influence the evolution of the sales culture within an organization.

For each dimension measured, the report compares actual results on each dimension vs. a benchmark that represents the ideal sales culture.

SCMI is driven by a survey of 52 questions that is generally sent to all members within an organization. This corporate report compiles data from 103 respondents.

3 C

ON

SIT

EN

CY

EVERYBODY SELL

MODE

BUSINESS DEVELOPMENT

MODE

LIMITED OPPORTUNITY

MODE

SALES PREVENTION

MODE

CONTRIBUTION

The SCMI model identifies 4 steps or MODES that represent the evolution in the SALES

CULTURE within an organization:

OBSERVATIONS

SCMI RESULTS

4

FACTOR DIMENSIONS

I. PEOPLE a. Accountability

b. Management / Coaching

c. Client focus

II.PROCESS a. Sales process

b. Learning process

c. Communication process

III.BUSINESS a. Solution portfolio

b. Business acumen

c. Industry knowledge

IV.TECHNOLOGY a. Funnel management tools

b. Collaboration tools

c. Business development platforms

The 12 dimensions measured by SCMI

OBSERVATIONS

SCMI RESULTS

5

DEFINITIONS

OBSERVATIONS

SCMI RESULTS

PEOPLE

1. Accountability This dimension measures to what extent people feel they are responsible for contributing to business development within the organization.

2. Management / Coaching This dimension measures how clear expectations are in terms of contribution to sales within the organization. It also measures the quality of coaching and feedback people get on sales results.

3. Client focus This dimension measures to what extent people focus on the client’s expectations as well as how proactive they feel the organization is in terms of customer focus.

PROCESS

1. Sales process This dimension measures how well people understand the current sales process used by the organization. It also measures how well people understand where they can contribute in the process.

2. Learning process This dimension measures the quality and effectiveness of the learning process in terms of business development and customer service.

3. Communication process This dimension measures to what extent people currently receive quality information on the company’s business priorities, results and profitability.

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DEFINITIONS

OBSERVATIONS

SCMI RESULTS

BUSINESS

1. Solution portfolio This dimension measures how well people understand what the organization sells and how it benefits its clients.

2. Business acumen This dimension measures to what extent people feel they understand business language as well as their ability to detect business opportunities.

3. Industry knowledge This dimension measure how much interest and understanding people have of their own industry as well as the industry the organization’s clients belong to.

TECHNOLOGY

1. Funnel management tools This dimension measures how easy it is for people to use current technology (CRM or other system) in order to contribute to business development through referrals and information sharing.

2. Collaboration tools This dimension measures to what extent people feel the technology they use enables them to better serve clients and contribute to business

development. 3. Business development platforms

This dimension measures how well people understand and use web enabled business development platforms such as LinkedIn or Twitter. It also measure to what extent the organization promotes the use of such technology.

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Scores & interpretation

i. Overall positioning of all branches across Canada

ii. Detailed results for Canada

iii. Detailed results by tenure

iv. Detailed results by position

v. Conclusions and comments

OBSERVATIONS

SCMI RESULTS

Business

development mode

1,00

1,50

2,00

2,50

3,00

3,50

4,00

4,50

5,00

1,00 1,50 2,00 2,50 3,00 3,50 4,00 4,50 5,00

Limited

Opportunity mode

Everybody

Sells mode

Edm

Cal

Mtl Kel

Tor

Red

Reg

Win Vic

Bur

Sas Kam

Ott

Sales

prevention mode

CO

NS

ISTE

NC

Y

CONTRIBUTION

I. Overall SCMI positioning of all branches

Target SCMI

9

OBSERVATIONS

SCMI RESULTS

ii. Detailed results for Canada

AREA OF STRENGTH AREA OF CONCERN AREA OF WEAKNESS

Dimensions Target Canada (n=103)

PEO

PLE

ACCOUNTABILITY 4,2 3,24

MANAGEMENT/COACHING 4,2 2,63

CLIENT FOCUS 4,2 2,97

PR

OC

ESS SALES PROCESS 4,2 2,52

LEARNING PROCESS 4,2 2,26

COMMUNICATION PROCESS 4,2 2,40

BU

SIN

ESS SOLUTIONS PORTFOLIO 4,2 2,86

BUSINESS ACUMEN 4,2 3,20

INDUSTRY KNOWLEDGE 4,2 2,95

TEC

HN

OLO

GY

OPPORTUNITY MANAGEMENT 4,2 2,26

COLLABORATION TOOLS 4,2 1,56

BD PLATFORM 4,2 1,38

SCMI 2,52

10

AREA OF STRENGTH AREA OF CONCERN AREA OF WEAKNESS

OBSERVATIONS

SCMI RESULTS

Dimensions British Columbia

(n=20) Alberta (n=45)

Cent. Canada (n=13)

East. Canada (n=28)

PEO

PLE

ACCOUNTABILITY 3,18 3,28 3,50 2,99

MANAGEMENT/COACHING 2,62 2,49 2,90 2,50

CLIENT FOCUS 3,05 2,98 3,06 2,80

PR

OC

ESS SALES PROCESS 2,58 2,39 2,91 2,18

LEARNING PROCESS 2,33 2,06 2,38 2,25

COMMUNICATION PROCESS 2,60 2,31 2,59 2,12

BU

SIN

ESS SOLUTIONS PORTFOLIO 2,92 2,62 3,12 2,77

BUSINESS ACUMEN 3,36 3,08 3,37 2,99

INDUSTRY KNOWLEDGE 3,20 2,80 3,02 2,76

TEC

HN

OLO

GY

OPPORTUNITY MANAGEMENT 2,51 1,58 2,62 2,32

COLLABORATION TOOLS 1,55 1,35 1,65 1,68

BD PLATFORM 1,20 1,42 1,59 1,33

SCMI 2,59 2,36 2,73 2,39

ii. Detailed results for Canada

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OBSERVATIONS

SCMI RESULTS

iii. Detailed results by tenure

Tenure Less than 1

year (n=31)

1-3 years (n=26)

3-5 years (n=15)

5-10 years (n=13)

10-15 years (n=8)

15 years + (n=13)

PEO

PLE

ACCOUNTABILITY 3,50 2,73 3,46 3,23 3,26 3,14

MANAGEMENT/COACHING 2,78 2,25 2,70 2,68 2,74 2,36

CLIENT FOCUS 3,10 2,77 3,02 2,94 3,07 2,86

PR

OC

ESS SALES PROCESS 2,67 2,35 2,31 2,68 2,40 1,96

LEARNING PROCESS 2,35 2,10 2,26 2,36 2,15 1,87

COMMUNICATION PROCESS 2,39 2,44 2,38 2,59 2,21 1,90

BU

SIN

ESS SOLUTIONS PORTFOLIO 2,77 2,97 2,18 3,05 2,65 2,89

BUSINESS ACUMEN 3,14 3,21 2,99 3,28 3,32 2,95

INDUSTRY KNOWLEDGE 2,92 2,88 2,95 2,95 3,08 2,61

TEC

HN

OLO

GY

OPPORTUNITY MANAGEMENT 2,07 2,11 1,71 2,08 2,55 2,18

COLLABORATION TOOLS 1,52 1,45 1,41 1,45 1,71 1,65

BD PLATFORM 1,38 1,23 1,67 1,49 1,63 1,05

SCMI 2,55 2,37 2,42 2,57 2,56 2,29

AREA OF STRENGTH AREA OF CONCERN AREA OF WEAKNESS

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Managers Outside SR Inside SR Others

PEO

PLE

ACCOUNTABILITY 3,25 3,36 2,94 3,20

MANAGEMENT/COACHING 2,66 2,88 2,14 2,49

CLIENT FOCUS 2,97 2,99 2,89 2,94

PR

OC

ESS SALES PROCESS 2,55 2,97 2,27 2,10

LEARNING PROCESS 2,22 2,70 1,98 1,97

COMMUNICATION PROCESS 2,59 2,67 2,21 2,05

BU

SIN

ESS SOLUTIONS PORTFOLIO 3,13 3,33 2,95 2,16

BUSINESS ACUMEN 3,39 3,52 3,16 2,77

INDUSTRY KNOWLEDGE 3,19 3,34 2,87 2,47

TEC

HN

OLO

GY OPPORTUNITY MANAGEMENT 2,54 2,58 2,12 1,48

COLLABORATION TOOLS 1,82 1,69 1,60 1,18

BD PLATFORM 1,52 1,38 1,50 1,21

SCMI 2,65 2,78 2,39 2,17

iv. Detailed results by position

AREA OF STRENGTH AREA OF CONCERN AREA OF WEAKNESS

OBSERVATIONS

SCMI RESULTS

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Conclusions & comments

• Although ACCOUNTABILITY is below target (4.2), it is on average the highest score in all regions across Canada. This indicates most respondents feel responsible for contributing to business development. It is definitely a strength to build on.

• BUSINESS ACUMEN (3.20) as well as INDUSTRY KNOWLEDGE (2,95) also have, on average, higher scores in all regions across Canada.

• Although average CLIENT FOCUS is slightly below 3.0 across all regions there appears to be a good level of concern of all respondents towards clients, regardless of their positions or tenure.

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• Across all regions MANAGEMENT & COACHING (2.63) is identified by all respondents as an important issue, regardless of position or tenure.

• In all regions, SALES PROCESS is identified as a very important issue, regardless of tenure or position. This is particularly true for the Internal Sales Reps (2.27) and the Managers (2.55).

• Another factor identified as critical is COMMUNICATION PROCESS (2.40). In short, people are under the impression that they do not receive enough quality information on sales objectives, sales results as well as the direction in which ABC inc. is going.

Conclusions & comments

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• Regardless of tenure or position, TECHNOLOGY is identified by most as an issue that must be addressed. First, the use of technology to improve the way business opportunities are managed, then means to improve how people collaborate (face to face or virtually) and use new prospecting tools.

Conclusions & comments