Client Continuity

Lead Management

Customer Data

Opportunity Progression

Overall Score

Internal Collaboration

Commission Management

Performance Management

Client Facing Docs

Order Management

Actionable Insights

Partner Management

Scalability

Contract Management

Roles & Responsibilities

Training & Enablement

Messaging

Products & Pricing

Overall %

Sales Score Card

The new sales manager handles it, but without much structure

We've got a cross-function tiger-teams that handle it according to a clear process.

We have an in-depth system and have mitigated as much risk of churn and loss that we can

Score

When there's a change in sales staff, which of these best describe how you manage the client relationship?

Limited processes for collecting leads, and qualifying varies greatly from rep to rep.

Technology driven process for collecting basic lead information but qualifying still varies by rep.

Integrated process that collects key lead information with clear processes and requirements for lead qualification.

Integrated business functions and processes that systemically improves lead collection and qualification within the context of winning more opportunities.

When your sales team gets a lead, which of these best describe your system for working and qualifying your leads?

Our CRM and marketing tools dictates what we collect and stores the basics

We've got some pretty solid process around this to help manage relationships and future sales opportunities.

Our customer data flows through the organization, drives our growth strategies, and is integrated throughout the organization.  Basically, we're crushing this.

Collecting and leveraging your customer data can help you serve them more.  Which of these best describe how you manage and utilize your customer data?

Nothing formal, just regular convos with the reps.

We use stages and probabilities to track deals in our CRM

Our CRM stages drive business decisions like hiring and we manage our pipe as a team weekly.

We have a guided process in the CRM to manage our opportunities that ensures we build long lasting relationships with clients and accelerate deals through the pipeline.

Which of these best describe how you manage/forecast your opportunity progression throughout the pipeline?

We extract data from our systems and build reports offline.

We build reports as the need arises in the tool the data resides.

Each department owns their reporting needs and cadence and has pre-defined requirements using the tools that they own, connected or not.

We use BI tools that pull data from a single source, with clearly defined requirements that enable all departments to use and/or build actionable dashboards and reports.

In today's world, we're flooded with data.  And gaining actionable insights from that data's is even harder than before.  Which of these best describes how your company gains actionable insights based off your data?

We have one tool for cross function collaboration.

We have clearly defined tools and uses for function specific cross team collaboration.

Function specific collaboration solutions with integrated processes that are dedicated to improving overall business operations in and between all departments.