Sales and marketing assessment
Jan 16, 2015 by Alex MacKay
Building a high performance team and setting up an operation for sustainable and profitable revenue growth is something all CEOs want for their organization. Like so many initiatives it starts with understanding where you are, where you need to get to, and how you’re going to get there.
Revenue growth is the fundamental foundation of any business operation. Combined with profit it will essentially determine “success.” The ability of any team to build profitable revenue growth measures the entire alignment of the organization to stretch from “strategy” to “execution.” It combines the structure, the processes and the people/leadership to create a future of continued performance. The strategy builds the foundation which culminates in a clear, concise, powerful and persuasive value proposition which clients recognize and willingly engage. The execution results in unified teamwork, process, and messaging with a simple focus on what is sold, who it sells to, and how it gets sold. When alignment of strategy and execution exists client relationships are receptive, opportunities close efficiently, and team members on board and grow quickly.
Understanding what stage of sales effectiveness your organization is at is critical in determining what action can be taken to increase revenue achievement via enhancement to overall sales and marketing operations.
The optimal approach to determine the stage of effectiveness is to conduct an Operational Assessment customized for your organization. Typically an assessment will take 2 to 4 weeks depending largely on the size of the operation. Assessments need an objective review of the complexities of the people, the processes and the structure of the operation. The key to finding optimal insight is to tailor a rigorous audit and analysis which identifies obstacles and opportunities impacting growth. The most important resulting output is a customized action plan.