Determine how easily and to which extent we are enabled to produce great sales outcomes.
Perspectives evaluted in this health check:
We have a deep understanding of which types of problems our product solves, and the pains, strains and costs associated with those problems.
We have a deep underststanding of who buys our product and what motivates them to do it.
We have a deep understanding of which use cases our products solve and how it provides value in those use cases.
We have a deep understanding of what people are doing instead of using our product to solve the same problem, and the pros and cons of those alternatives.
We know what the most common objections are when considering buying from us, why those objections exist and how to address them effectively.
We have a deep understanding of how the buyers evaluate the success of our solution and the alternatives they compare it to.
We have easy access to indent data (data which indicate buying intent) from high-quality intent data providers.
The organization has a positive perspective on sales and are interested in contributing to sales enablement.
Leadership is competent within sales and sales-related areas in a way which helps them understand what's required to achieve successful sales outcomes.
We have the competency required to practice sales effectively.
We have established the neccessary processes to practice sales effectively.
We have established the neccessary systems to practice sales effectively.
We have the sales manpower, budget and mental attention of leadership to practice sales effectively.
We have the knowledge resources, presentations, demos and other non-commital material that is considered relevant, valuable and interesting to the target audience.
We have an effective way to gathering and utilize customer feedback in order to improve improve sales strategies and offerings.
We have an effective and transparent way of tracking and analyzing sales performance.
We know which segment of the market we are focused on.
We are aware of what we're optimizing for and what our metrics of success are when it comes to our sales efforts.
We know which customer profile we are targeting.
We know which part of our product portfolio we are focused on selling.
We have an appealing "foot in the door" offering that allows us to approach and get a discussion going with our ICP.