9 Question

Sales Process
Evaluation

Presented by

Rivalry

Evaluating Your
Sales Organization
........................................
After answering the following questions,
youll have a much better idea on the state
of your sales process.
1. Our approach to Salesforce.com is:
a. salesforce is our contact database
b. we only bother entering the important
stuff.
c. if its not in Salesforce, it didnt happen.
2. The deal value function is:
a. not used
b. only has a single value
c. contains a detailed reporting of the deal

3. The close date for all deals is:

a. set to the same date (e.g. EOQ)
b. frequently changed
c. almost never changed when set
4. The Opportunity stages are:
a. either won and lost. Activities are not
used.
b. a mix of actions and status. The sales
perspective is what drives the stages.
c. derived from the customers
perspective. Sales people run their day
from the task list. Activities are the
things you do.
5. Campaigns are:
a. not even known to the organization
b. used sparingly for one-off email blasts

c. syncd with the marketing campaigns

from you marketing automation
software
6. Your Lead Source is:
a. not used
b. used to indicate origination. Post-facto
revisions are difficult to indicate lead
origination vs. real-life attribution
c. categorized into tier 1 / 2 / 3 lead source
via custom fields. Separate fields are
used for lead origination vs. lead
converting
7. Lost reason is:
a. not used
b. custom text field
c. custom pick-list and custom text field
for detail

8. Field validation is:

a. not used
b. used sparingly: some fields are marked
as required
c. used significantly. Validation of field
value, e.g. opp value must be > than
$1500. Validation of workflow e.g. if opp
moved to closed-lost then Lost Reason
custom filed must be filled in
9. Your reporting has:
a. Built-in SFDC report used to generate
lists, but not analysis.
b. Built-in SFDC reports for ad-hoc
analysis. Excel or Google Spreadsheets
for compilation and dashboards.
c. Built-in SFDC reports for ad-hoc
analysis by data team. 3rd-party
business intelligence system for
dashboards and usage outside data team
(executives, managers, salespeople)

Scoring
........................................
Number of as ______
Number of bs ______
Number of cs ______
A = 1 point
B = 2 points
C= 3 points

Analysis:
Scored: 9-15
My organizations sales process needs major work.
Suggested action item: bring on a sales consultant to help
you get a valuable and reliable process in place.
Scored 16-21:
My organizations sales process is up and running. Major
changes would produce significant returns in the
demand generation process. Suggestive action item:

Scored 22-27:
My organizations sales process is tight. The only thing I
should be focused on is hiring the best people and
iterating on the my process.