9 Question Sales Process Evaluation

Presented by Rivalry

Evaluating Your Sales Organization........................................After answering the following questions, youll have a much better idea on the state of your sales process.

1. Our approach to Salesforce.com is:

a. salesforce is our contact databaseb. we only bother entering the important stu!.c. if its not in Salesforce, it didnt happen.

2. The deal value function is:

a. not usedb. only has a single valuec. contains a detailed reporting of the deal

3. The close date for all deals is:

a. set to the same date (e.g. EOQ)b. frequently changedc. almost never changed when set

4. The Opportunity stages are:

a. either won and lost. Activities are not used.

b. a mix of actions and status. The sales perspective is what drives the stages.

c. derived from the customers perspective. Sales people run their day from the task list. Activities are the things you do.

5. Campaigns are:

a. not even known to the organizationb. used sparingly for one-o! email blasts

c. syncd with the marketing campaigns from you marketing automation software

6. Your Lead Source is:

a. not usedb. used to indicate origination. Post-facto

revisions are di"cult to indicate lead origination vs. real-life attribution

c. categorized into tier 1 / 2 / 3 lead source via custom #elds. Separate #elds are used for lead origination vs. lead converting

7. Lost reason is:

a. not usedb. custom text #eldc. custom pick-list and custom text #eld

for detail

8. Field validation is:

a. not usedb. used sparingly: some #elds are marked

as requiredc. used signi#cantly. Validation of #eld

value, e.g. opp value must be > than $1500. Validation of work$ow e.g. if opp moved to closed-lost then Lost Reason custom #led must be #lled in

9. Your reporting has:

a. Built-in SFDC report used to generate lists, but not analysis.

b. Built-in SFDC reports for ad-hoc analysis. Excel or Google Spreadsheets for compilation and dashboards.

c. Built-in SFDC reports for ad-hoc analysis by data team. 3rd-party business intelligence system for dashboards and usage outside data team (executives, managers, salespeople)

Scoring........................................

Number of as ______

Number of bs ______

Number of cs ______

A = 1 pointB = 2 pointsC= 3 points

Analysis:Scored: 9-15My organizations sales process needs major work. Suggested action item: bring on a sales consultant to help you get a valuable and reliable process in place.

Scored 16-21:My organizations sales process is up and running. Major changes would produce signi#cant returns in the demand generation process. Suggestive action item:

Scored 22-27: My organizations sales process is tight. The only thing I should be focused on is hiring the best people and iterating on the my process.