The First Component is Corporate Realization™:

 

Corporate Realization – Ensuring the sales organization, as a business unit, is positioned correctly with corporate senior management to influence market position, innovation and growth plan goals.

 

• Do you have a strategic plan in place that clearly communicates the goals and tactics by which the company will achieve its objectives?

• Does your company launch products or problems?

• Are all aspects of marketing communications aligned with problems and needs (versus products and features)?

 

The Second Component is Functional Realization™:

 

Functional Realization – Maximize effectiveness of the sales organization to create and sustain customers. Ensure it is a well managed and effective business unit.

 

• Is your organization achieving both top and bottom line sales projections?

• Are sales managers effective mentors to the sales force and do management practices reinforce desired sales force behavior?

• Do your sales managers have a plan in place to address your sales environment’s increasing competitiveness and general difficulties?

 

The Third Component is Sales Execution Realization™:

 

Sales Execution Realization – Lead, coach and constantly improve essential skills required of the sales force.

 

• Is a formal sales process in place and followed? Are structured methods in place for territory, account, and opportunity management?

• Is your sales force effective at finding new business?

• Is your sales team clearly differentiating and positioning your products value and feature set?

 

 

If you answer “No” to any of these questions, contact us for a complete corporate assessment.