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Sales Force Assessment Framework

Sales Force Assessment Framework. STEP. Develop Sales Strategy. Account Segmentation Segment accounts by Ideal Customer Profile. Lead Generation Generate MCL/MQL/SQL. 1. Sales Process Map customer/prospect buying process to custom built sales process. Develop Go-to-Market Plan.

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Sales Force Assessment Framework

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  1. Sales Force Assessment Framework STEP Develop Sales Strategy Account Segmentation Segment accounts by Ideal Customer Profile Lead Generation Generate MCL/MQL/SQL 1 Sales Process Map customer/prospect buying process to custom built sales process Develop Go-to-Market Plan Channels Determine optimal route to market 2 Sales Force Structure Organizational model effectiveness vs. efficiency Design Sales Force Sales Force Size Match selling capacity to market demand 3 Sales Infrastructure Create performance conditions for optimal results (Talent, Compensation, Sale Mgmt., Performance Mgmt., Key Accts. Sales Enablement) Build Infrastructure 4

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