Sales Management Process |
 |
 |
Is there a formal process for managing sales activity? |
 |
 |
How are leads managed? What happens to "dropped leads?" |
 |
 |
Does the company have an understanding of its cost of leads? |
 |
 |
What marketing activities have the lowest cost of leads? |
 |
 |
What marketing activities produce the most qualified leads? |
 |
 |
What tools are used to manage the leads? |
 |
 |
What metrics are documented and reviewed? Frequency? Audience? |
 |
Pipeline / Lifecycle |
 |
 |
Does the sales pipeline provide an adequate forecast of future sales? |
 |
 |
How long is the sales cycle? What does it cost to produce a sale? |
 |
 |
Is the pipeline realistic given our review of accounting and customer support? |
 |
 |
What is the percent variance of forecasted sales versus actual? |
 |
Lead Generation Process |
 |
 |
Where do leads come from? |
 |
 |
How are they tracked? |
 |
 |
What happens to dead leads? |
 |
 |
Are lead programs measured? |
 |
 |
Which lead programs make financial sense, which do not? |
 |
Voice of the Customer |
 |
 |
How are customers found? |
 |
 |
How do customers find you? |
 |
 |
How does the Company stay in touch with its customer? |
 |
 |
How are products and services specified? What is the degree of customer input into the process? |
 |
 |
What are the customers saying about the target? It's products? It's people? |
 |
 |
How does customer support information flow into the Voice of the Customer? |
 |
 |
What is the Frequency of customer contact? Distribution of contact? |
 |
Customer Relationships |
 |
 |
What is the CRM system? Is it formal and coordinated or ad hoc? |
 |
 |
What are its metrics? |
 |
 |
Who reviews system? Frequency? |
 |
 |
How does customer influence product direction? |
 |