Do your sales people follow a consistent sales process? Is your sales process optimized for your customer's buying process. Do you sell several products that require multiple sales processes?

Sales Process Improvement

Are your sales people motivated by your commission program? Do sales people understand their goals and how they impact their income?

Sales Compensation Design

Sales Structure

Are all sales roles contributing to your profitability? Are you achieving a ROI for all sales roles? Do you promote and develop talent from within?

What percentage of your sales reps activities are tracked in your CRM? Is your CRM adapted for your sales process or multiple processes? Do your reps know when to close out lost deals?

CRM Adoption

How often do you change prices? How cumbersome is his? How much flexibility do sales people have to reduce prices? How is this impacting your profitability?

Pricing Strategies

How accurate are your sales forecasts? How often do reps "push" deals to the next month/quarter? Do you have enough quality deals in your pipeline to hit budget this year? How can you be sure? 

Forecasting & Budgeting