Who should complete the Analysis

Purpose of Analysis
The Sales Management Process and System Analysis assesses whether key Sales Management process and system elements are in place, and how effective they are in terms of providing managers with the ability to manage and implement defined sales strategies.

Key Questions answered from the Analysis

When should you use this Analysis

Areas of Analysis
Revenue Generation
The extent to which revenue streams are being measured and whether they are being measured separately in terms of contribution to total revenues. It further assesses whether the revenues are measured by area, sales person and channel to market.

Sales Activity Measurement
The effectiveness of planning and recording of key sales activities to support defined strategies.

Customer Management Planning
Companies who have segmented their customer base and use customer information in the new business planning process to identify customer needs and value opportunities within the existing customer base.

Sales Team Planning
A defined view of revenue streams and clear understanding of how the sales organization needs to plan around the number and type of sales personnel required to deliver the sales strategy.

Sales Performance Management
Sales performance managed through defined roles and responsibilities, key performance areas and indicators.

Channel Management
Considers the extent of the business' use of its own sales force as a channel to market; employment of distributors or resellers; the processes for channel partner preference; and whether recruitment, selection and training is in place to optimise channel management.

Sales Force Deployment
Looks at coverage in terms of the numbers and types of sales people required to deliver a sales plan. Specific emphasis is placed on aligning sales people to the type of sales activity required.

Sales Force Remuneration
Definition of how the organization plans to remunerate it's sales people, including the fixed and variable elements of their remuneration.

Selling Process
Considers whether a defined selling process that specifies how the company expects the sales people to sell (specifically in the face to face sales situation) is in place.

Sales Campaigns
Examines the organization's plans for campaign based sales activities to achieve increased revenues.