sales capability benchmarking
How does your team compare to best practice?And what do you need to do to improve performance?
Assessing your current perf0rmance
How do you know just how good your Sales team really is?
How does it compare to other Sales teams within your business?
Better still, how does it compare to best practice?
The Industry’s Most Comprehensive Sales Capability Assessment
Shoodan has developed a Sales Capability & Benchmarking Model that can answer all of these questions and more. We look at 27 separate measures to gain a detailed understanding of how your Sales team performs; we identify areas of strength and areas where performance can be improved.
Best of all, our Model can be used on an on-going basis to track your Sales Capability, provide opportunities for improvement and ultimately, deliver an action plan to help your Sales team(s) move up to the next level of performance.
Our model is based on the simple premise that you can have the best sales people in the world, but if they are not supported by the best tools and processes, you won’t get the most out of them.
Traditional sales capability models typically look at 5 or 6 elements – they’re using a telescope to view your organisation. Our 27-element model provides a wide-angle lens that captures the entire ecosystem. This comprehensive approach is why we identify root causes rather than just symptoms, and why our improvement plans deliver lasting results rather than temporary fixes.
Our Sales Capability Model is inspired by the principles of capability maturity models, like the well-established model developed at Carnegie Mellon University for software engineering. We have adapted these proven principles to the specific domain of sales effectiveness, so you can feel confident that we will deliver reliable and tangible results.
The 27 Key focus areas
The diagram below shows each area that we look at.
The Scoring Model
When analysing each focus areas, we assign a level from 1-5, based on the diagram on the left.
Our model also includes specific examples of what each level looks like for each separate area. We have defined detailed criteria that allows us to quickly identify which level you are at – this has been built up over many years of analysis and experience and allows us to accurately score your performance.
THE RESULTS
Once we have completed the scoring, you will receive a high level view of the results, showing both your overall score and the score of each of the twenty seven areas.
You will also receive a detailed review of each area, showing what you need to do to move to the next level e.g. if you scored a “2” under Sales Methodology”, we will tell you exactly what you need to do in order to move to level “3”.
ACTION PLAN
Finally, after discussing the various options with you, we will create a detailed action plan to drive improvement in the desired areas.
If required, we can help to implement the changes or leave you to it. Either way, once the changes have been embedded into your business, you can run the Benchmarking model again to see just how far you have come and what the next steps for improvement
This model is inspired by the principles of capability maturity models. It is an independent framework and is not affiliated with, endorsed by, or certified by Carnegie Mellon University or the CMMI Institute.
Get In Touch
+44 (0) 7799 627901
info@shoodan.com