Are You Ready to Grow? Self Assessment

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Question	Non- existent	Poor	Average	Good	Excellent
1. Senior Executive Sponsorship. Our Senior Executives communicate a growth message. We effectively engage them in account planning and proactive high-level interactions with our most important customers.
2. Sales Strategy We have created a compelling vision and strategy and have communicated it clearly and comprehensively throughout the entire organization. The sales force understands both the strategy and the part they play in executing the strategy.
3. Customer Knowledge. We systemically gather voice of the customer, translate and communicate it to the entire organization. We have methods in place to track our performance to what makes our customers loyal.
4. CRM. We possess a holistic view of the customer through a data-rich and fully integrated enterprise-wide information system that gets high rates of use across the sales force.
5. Account Planning. We create outstanding account plans that are up to date and solution focused. The type and scope of these plans is commensurate with customer value.
Question	Non- existent	Poor	Average	Good	Excellent
6. Hiring We hire the best talent by screening for known characteristics of high performance and do not compromise based on availability
7. Sales Management. We develop outstanding sales managers who achieve desired behaviors and results from their sales teams through effective deal strategizing, coaching, and leadership.
8. Sales Process. We have a well-defined sales process that directs sales people to the best opportunities and disciplines sales people to the behaviors that will best pursue those opportunities. (We know what the sales critical X's are). The sales force adheres to this process.
9. Business Metrics. We have identified and are able to track our performance against the key metrics that determine the fate of our business. Some examples are loyalty, retention, value creation, profit, etc.
10.Change Management. We view sales as a continuous improvement project. We have the resources, processes and organizational will to manage improvement changes effectively.