“MXL did a great job of applying proven sales practices to our particular circumstances. It's made a big difference for our team.”
–Jim Herbold, VP of Sales, EmailLabs/Uptilt, Inc.
–Jim Herbold, VP of Sales, EmailLabs/Uptilt, Inc.
15 Questions To Ask About Your Sales Organization
Are you hitting your revenue targets - and if not, do you know why?- Is your forecasting process clean, simple and accurate?
- Do you have the right salespeople onboard and in the right place? Beyond the sales numbers, how do you know a budding star from a mediocre player?
- Are your weekly sales meetings accomplishing what you want?
- Have you optimized territories, compensation plans, quotas and processes?
- Are your salespeople closing deals or do account opportunities consistently "slip" and linger on the forecast?
- Are your sales pitches and messages communicated in phone calls, emails and meetings, clear, concise and consistent?
- Do you have a common sales vocabulary and sales orientation across the company?
- Are your salespeople (or anyone touching the prospect/customer) consistent, crisp and deliberate in sales calls or do they "wing it?"
- Does your sales cycle really map to the way your customers buy?
- Do you know where the deals start to break down in a clearly defined sales process?
- Is your CRM system effectively helping you manage the sales organization and helping your people manage their sales territories and opportunities?
- Do marketing efforts align with your selling efforts? Really?
- Are your channel partners the right ones, effectively incented and trained to give you mindshare?
- Is your organization up-to-date and unified in modern sales practices and competencies?
If these questions raise some doubts about your current team and organization, let's talk about how to get you back on track.
