Customer Engagement
Customer Engagement Benchmarking and Gap Analysis is the first step in the approach to uncover the "current state" of your company's sales approach's strengths and weaknesses. Analysis starts by identifying your unique selling culture, primary selling model / approach, terms and definitions, current operational processes, selling resource structures, compensation and rewards systems and the technologies used to support your sales system. The result is a clear picture of the current selling practice.
Benefits & Deliverables of the Benchmarking & Gap Analysis Process are:
- A clear view of the sales organization's strengths and weaknesses;
- Identification of internal "areas of excellence";
- Identification of applicable external "best-practices";
- Prioritized list of areas requiring sales consulting optimization;
- Tangible documentation to support appropriate decisions for fine-tuning the sales systems;
Approach
As stated in a recent study (© HBR) any improvements made to stimulate Motivation rank as one of the four decision blocks deemed most effective as improvements to a company's fundamental building blocks.
Benchmarking and Gap Analysis is the first step in the approach to uncover the "current state" of your company's sales approach's strengths and weaknesses. Analysis starts by identifying your unique selling culture, primary selling model / approach, terms and definitions, current operational processes, selling resource structures, compensation and rewards systems and the technologies used to support your sales system. The result is a clear picture of the current selling practice, from which we will build our recommendations and implementation strategy, covered in our sections on Sales.
Broadly we will cover the following steps to determine the current state of your organization:
- Document current go-to market strategy;
- Outline current sales force structure, including channels;
- Identify and document internal best-practices;
- Conduct discovery sessions with best practice areas;
- Identify external best-practice areas;
- Develop Gap Analysis from Internal & External findings;
