Assessment of Sales Excellence in Customer Coverage PPT
This PPT slide, part of the 15-slide Sales Excellence - Diagnostic Tool PowerPoint presentation, presents a structured assessment of sales excellence focused on customer coverage, categorized into 4 key levers: Customer Targeting, Organisation, Coverage Targets, and Coverage Incentives. Each lever is evaluated across 4 distinct stages: Relegation, Survival, Play-offs, and Champion.
In the Customer Targeting section, organizations are assessed on their approach to customer engagement. At the Relegation stage, there’s a uniform treatment of customers, lacking any differentiation in effort. As organizations progress to the Champion stage, they develop a sophisticated targeting strategy that considers various criteria, enhancing their ability to meet customer needs effectively.
The Organisation lever highlights the clarity of roles within the sales team. At the Relegation level, roles are undefined, leading to inefficiencies. By the Champion stage, roles are clearly defined, allowing sales personnel to operate effectively within a structured environment that aligns with client needs.
Coverage Targets focus on the establishment of activity targets. Organizations at the Relegation level set no targets, which can lead to unproductive sales efforts. In contrast, the Champion stage sees organizations implementing formal targets at the customer level, which are tied to incentive systems, promoting accountability and performance.
Finally, Coverage Incentives examines how organizations motivate their sales teams. The Relegation level shows a lack of motivational structures, while the Champion stage reflects a comprehensive system that integrates compensation, rewards, and coaching, ensuring that coverage targets are not only set, but also incentivized effectively.
This assessment framework provides a clear pathway for organizations to evaluate their current practices and identify areas for improvement in their sales strategies.
This slide is part of the Sales Excellence - Diagnostic Tool PowerPoint presentation.
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