Q- How do you compare to the best performing companies? Q - What are the sales excellence factors that you should concentrate on? Complete this self-assessment. Take Action! See the full Global Survey Results here; https://www.slideshare.net/MatMercuri/how-to-create-sales-excellence-and-implement-strategy-mercuri-international?ref=https://www.slideshare.net/MatMercuri/slideshelf I am happy to help you too - call Mat on 07572 343 341 http://mercuri.co.uk/how-can-mercuri-international-help

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Creating Sales Excellence and Implementing Strategy
A Provocative and Proactive Questionnaire for you from Mercuri International
For discussion and support, call Mat Everitt on 07572 343 341 or matthew-everitt@mercuri.co.uk
# The 10 Drivers of Sales Excellence from the Mercuri Global Survey Your Notes
1
Does every member ofyour sales team have a systematic accountmanagement
planning process for eachof their customers?
2 Is your sales strategydocumented inwriting?
3
Is eachstep of your sales process defined bytraining modules,checklists & supporting
instruments and tools?
4 Does your written corporate strategy define sales topics clearly and explicitly?
5
Do you have a detailed description of each step of your sales processes documented
in written form?
6
Does your corporate structure fully support sales through cross-functional approaches
from different departments?
7
Are your CRM tools an integral part of the company, populated with relevantinformation
and regularly updated by your sales teams?
8 Is the image of ‘Sales’ inside your company‘Excellent’?
9
Do you use a blended approach when developing the sales competence ofsales staff
(i.e. e-learning or virtual learning combined with classroom training)?
10 Is your sales strategy clearly defined?
# Sales Strategy Implementation – Day to Day Notes
11 How well do your managers implementyour corporate strategy through their teams?
12 How closelyaligned are your people’s competencies with the activities they need to do?
13
How closelyaligned are your people’s activities with the customer portfolio you are
aiming to develop?
14
How well do your people implementthe essential 3 sales factors of Quantity, Direction
and Quality of sales activity?
15
How well do your people implement Market Platform activities?
(new customer selection and development)
16
How well do your people implement WorkingPlatform activities?
(sales process, pipeline forecasting and opportunity conversion)
17
How well do your people implement Buying Platform activities?
(customer retention,accountmanagement and growth)
18 How well do your people manage and develop Key Accounts?
19
How clearly mapped are your ‘Moments of Truth’? (any episode or instance when an
existing or potential customer contactcan form an impression ofyour company)
20
How fully aligned are your Systems, Attitudes and Skills (SAS model) to ensure you
deliver excellentinternal and external ‘Moments ofTruth?’
What are your priorities to address from this survey?

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