This PPT slide, part of the 15-slide Sales Excellence - Diagnostic Tool PowerPoint presentation, presents a structured assessment of sales excellence, focusing on customer coverage across 4 key levers: Customer Targeting, Organisation, Coverage Targets, and Incentives. Each lever is evaluated across 4 maturity levels: Relegation, Survival, Play-offs, and Champion.

In the Customer Targeting section, the lowest level, Relegation, indicates a lack of differentiation in how customers are treated, suggesting a one-size-fits-all approach. As organizations progress to the Champion level, they develop a sophisticated strategy that considers various factors like size and potential, indicating a more tailored approach to customer engagement.

The Organisation lever highlights the clarity of roles within the sales team. At the Relegation level, roles are undefined, leading to wasted efforts. Progressing to the Champion level, roles are well-defined, allowing sales personnel to operate effectively within a structured environment that enhances both customer service and sales outcomes.

Coverage Targets assess the activity expectations set for sales teams. The Relegation level shows no targets, which can lead to inefficiencies. As organizations mature, they begin to set formal activity targets that tie directly to incentive systems, ensuring that sales efforts are aligned with organizational goals.

Lastly, the Incentives lever examines how organizations motivate their sales teams. The lowest level relies solely on compensation, while the Champion level employs a mix of compensation, rewards, and coaching, reflecting a more nuanced approach to driving performance.

This assessment provides a clear framework for organizations to evaluate their current sales practices and identify areas for improvement, ultimately guiding them toward more effective customer engagement strategies.

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