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©Copyright Mercuri International
Creating Sales Excellence and Implementing Strategy
A Provocative and Proactive Questionn...
©Copyright Mercuri International
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Self Assessment Tool - How to create sales excellence and implement strategy

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Q- How do you compare to the best performing companies?
Q - What are the sales excellence factors that you should concentrate on?

Complete this self-assessment.
Take Action!
See the full Global Survey Results here; https://www.slideshare.net/MatMercuri/how-to-create-sales-excellence-and-implement-strategy-mercuri-international?ref=https://www.slideshare.net/MatMercuri/slideshelf

I am happy to help you too - call Mat on 07572 343 341
http://mercuri.co.uk/how-can-mercuri-international-help

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Self Assessment Tool - How to create sales excellence and implement strategy

  1. 1. ©Copyright Mercuri International Creating Sales Excellence and Implementing Strategy A Provocative and Proactive Questionnaire for you from Mercuri International For discussion and support, call Mat Everitt on 07572 343 341 or matthew-everitt@mercuri.co.uk # The 10 Drivers of Sales Excellence from the Mercuri Global Survey Your Notes 1 Does every member ofyour sales team have a systematic accountmanagement planning process for eachof their customers? 2 Is your sales strategydocumented inwriting? 3 Is eachstep of your sales process defined bytraining modules,checklists & supporting instruments and tools? 4 Does your written corporate strategy define sales topics clearly and explicitly? 5 Do you have a detailed description of each step of your sales processes documented in written form? 6 Does your corporate structure fully support sales through cross-functional approaches from different departments? 7 Are your CRM tools an integral part of the company, populated with relevantinformation and regularly updated by your sales teams? 8 Is the image of ‘Sales’ inside your company‘Excellent’? 9 Do you use a blended approach when developing the sales competence ofsales staff (i.e. e-learning or virtual learning combined with classroom training)? 10 Is your sales strategy clearly defined? # Sales Strategy Implementation – Day to Day Notes 11 How well do your managers implementyour corporate strategy through their teams? 12 How closelyaligned are your people’s competencies with the activities they need to do? 13 How closelyaligned are your people’s activities with the customer portfolio you are aiming to develop? 14 How well do your people implementthe essential 3 sales factors of Quantity, Direction and Quality of sales activity? 15 How well do your people implement Market Platform activities? (new customer selection and development) 16 How well do your people implement WorkingPlatform activities? (sales process, pipeline forecasting and opportunity conversion) 17 How well do your people implement Buying Platform activities? (customer retention,accountmanagement and growth) 18 How well do your people manage and develop Key Accounts? 19 How clearly mapped are your ‘Moments of Truth’? (any episode or instance when an existing or potential customer contactcan form an impression ofyour company) 20 How fully aligned are your Systems, Attitudes and Skills (SAS model) to ensure you deliver excellentinternal and external ‘Moments ofTruth?’ What are your priorities to address from this survey?
  2. 2. ©Copyright Mercuri International

Q- How do you compare to the best performing companies? Q - What are the sales excellence factors that you should concentrate on? Complete this self-assessment. Take Action! See the full Global Survey Results here; https://www.slideshare.net/MatMercuri/how-to-create-sales-excellence-and-implement-strategy-mercuri-international?ref=https://www.slideshare.net/MatMercuri/slideshelf I am happy to help you too - call Mat on 07572 343 341 http://mercuri.co.uk/how-can-mercuri-international-help

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