Sales Excellence Assessment Framework: Tailored Offer Delivery PPT
This PPT slide, part of the 15-slide Sales Excellence - Diagnostic Tool PowerPoint presentation, presents a structured assessment of sales excellence across 4 key dimensions: Unique Sales Proposition, Proposal Targets, and Understanding Customer Needs. Each dimension is evaluated on a continuum from "Relegation" to "Champion," illustrating various levels of organizational effectiveness.
In the "Unique Sales Proposition" section, organizations are assessed on how well they define their sales proposition. At the lowest level, there’s no documented proposition, leading to reliance on trial and error by salespeople. As organizations progress, they begin to establish a price and technical product-based proposition. The highest level indicates a well-defined overarching unique selling proposition (USP) that is regularly reviewed and tailored for key customer segments.
The "Proposal Targets" dimension evaluates how sales organizations set performance targets. At the relegation level, there are no performance targets related to proposals. Progressing through the levels, organizations start to set generic targets that lack differentiation. The champion level indicates a sophisticated approach where targets are differentiated by sales personnel and are aligned with reward systems.
The "Understanding Customer Needs" section assesses the capability of salespeople to identify and respond to customer needs. At the lowest level, salespeople struggle to identify needs, leading to poorly received proposals. As organizations improve, salespeople become more adept at identifying customer needs, with proposals that align closely with those needs. The champion level reflects a proactive approach where salespeople are seen as strategic partners, effectively anticipating and clarifying customer requirements.
This assessment framework provides a clear roadmap for organizations aiming to enhance their sales effectiveness and customer engagement strategies.
This slide is part of the Sales Excellence - Diagnostic Tool PowerPoint presentation.
EXPLORE MORE SLIDES FROM THIS PRESENTATION
EXPLORE MORE PRESENTATIONS ON
Flevy is the world's largest knowledge base of best practices.
Leverage the Experience of Experts.
Find documents of the same caliber as those used by top-tier consulting firms, like McKinsey, BCG, Bain, Deloitte, Accenture.
Download Immediately and Use.
Our PowerPoint presentations, Excel workbooks, and Word documents are completely customizable, including rebrandable.
Save Time, Effort, and Money.
Save yourself and your employees countless hours. Use that time to work on more value-added and fulfilling activities.
