I am often surprised by how few companies conduct a periodic examination of their sales model. With the cost of sales being one of the most expensive line items in your company's budget, an annual check-up may seem like common sense, but it is not unusual for it to be overlooked. Revenue growth pressures and day-to-day people management issues can easily take priority. However, if left unattended, changes in market dynamics, buyer behavior, and the competitive landscape can create chaos in your sales process and reduce win-rates.
To confirm that you're maximizing your sales investment dollar, we recommend conducting a simple, annual sales check-up. This quick, 5-point assessment will help identify and prioritize any sales ailments before they become chronic.
With your sale leadership, review your organization’s overall sales approach and rate your findings on a scale of 1 to 5: 1 = This is a weakness, 2 = Not too often, 3 = Sometimes,
4 = Most of the time, 5 = This is a strength.
This simple, 5 point assessment tool will help determine if your sales model requires a more in-depth diagnosis. If you scored 20: Go ahead and worry about something else. If you scored <20: Dig a little deeper to diagnose the underlying issue(s) The sooner you can identify and address any sales health issues, the better your long-term prognosis will be.
Mike Peters is the managing director of the Whitespace Consulting Group, a global business development strategy firm. The Whitespace Consulting Group has been helping multi-cultural clients optimize their business development strategy since 2005. He can be reached at firstname.lastname@example.org.