1. Sales force Productivity and
Effectiveness
Performance
Assessment
Programmatic
Solutions
Strategic
Planning
Support
(3) Engagement Opportunities in the Evaluation Continuum
Productivity
is the measure of output efficiency
ACTION:
Functional review of the “value” of leadership, support areas
and standard systems to the
sales organization
People
Process
Technology
Marketing
& Sales Team
Gap Analysis
Change
Management
Execution
Effectiveness
is the capability of producing a desired result
ACTION:
Evaluate current field tactical investment(s)
1 2 3

2. Sales force Productivity and
Effectiveness
• People, Process and Technology
 Functional review of the “value” of leadership,
support areas and standard systems to the sales
organization ability to drive output efficiency
measure(s)*
*Metrics – e.g., revenue, profit, admits, referrals, share, customer coverage,
program/service delivery, channel mgt., etc.
Performance
Assessment
*SMOS = Sales Management Operating System = Phase 1: Plan, Coach and Review and Phase 2: Talent Recruiting, Interviewing and Onboarding
**PRSP = Is the market plan being executed into sales through a Proven, Repeatable, Sales Process – i.e., can you communicate a road map
of how you’ll turn a prospect into a customer
 People = sales leadership, recruiting, hiring right &
onboarding
 Process = *SMOS and/or PRSP** (e.g., SPIN
selling, Acct. Mgt., etc.), data tracking/reporting &
compensation
 Technology = CRM & other “selling tools/reports”

3. Sales force Productivity and
Effectiveness
• Marketing & Sales Team Gap Analysis
Determining if sales (productivity) is creating
the desired marketing results as
demonstrated by
• Field Messaging having a strong and consistent link
to Market Positioning*
• “Customer” behavior / knowledge is optimal
• Ancillary selling activities support business strategy
• Growth in both existing and new business
Merge insights from sales productivity and
effectiveness due diligence
Make current adjustments or create new
solutions to optimize selling success
Programmatic
Solutions
* Marketing Model Flow = 1. Profile(Conjoint Analysis /key functional attributes) , 2. Positioning (unique customer mindshare) 3. Message
(what sales to say to communicate position – use focus groups?), 4. Execution (sales aids). 5. Implementation (how to deliver to customer)

4. Sales force Productivity and
Effectiveness
• Change Management Execution
Strategic
Planning
Support
Learning
•Consider current value of programmatic solutions and field
activities in play …
Implications
•Impact on current Strategic Planning Effort and Expectations
Execution
•Determine “other/adjunct” tactical initiatives and leadership
actions to further accelerate output efficiency measure(s)*
that also create the desired marketing results