| ITEM |
STATUS |
COMMENT |
|
Sales plan? (Sales targets/goals)
|
|
Annual, monthly by product line, individual product.
|
|
Explicit goals for each sales person?
|
|
Revenue, profit, contacts.
|
|
Effective sales department organization?
|
|
Clear definition of responsibilities and coverage.
|
|
Sales management process?
|
|
Weekly/monthly goals with scheduled follow-up to review progress against goals.
|
|
Sales force trained in product benefits?
|
|
Most sales people sell features, not benefits.
|
|
Sales force trained in mechanics of selling?
|
|
Sales is a learned skill that follows a particular process.
|
|
Structured sales presentation?
|
|
Every sales person should have a structured, documented "presentation".
|
|
Incentive compensation plan?
|
|
Base + incentive.
|
|
Target market definition?
|
|
Can be developed by joint marketing-sales team.
|
|
Target customer definition?
|
|
Can be developed by joint marketing-sales team.
|
|
Contact management system?
|
|
ACT! 2000, Goldmine, Outlook, SalesForce.com
|
|
Lead generation system?
|
|
Proactive and/or reactive.
|
|
System of qualifying prospects?
|
|
Maximize efficiency of selling process.
|
|
Sales materials?
|
|
Communicates features/benefits.
|
|
Sales database?
|
|
ACT! 2000, Goldmine, Outlook, SalesForce.com
|
|
Sales automation system?
|
|
Computer or web-based system.
|
|
Structured cross-selling?
|
|
Other products/services of Company.
|
|
Structured terms of doing business?
|
|
Efficient, avoid confusion.
|
|
Established pricing or system of rapidly developing pricing for inquiries?
|
|
Efficient, avoid confusion.
|
Comer & Associates, LLC