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Scorecard Summary Chart

The Sales organization is divided into 70 modules.  Each module lists the components that make up Best Practice along with a scorecard to assess the current situration and performance and a development process.


Sales Strategy & Channel Management

1. Route to market and customer segmentation
2. Competitor awareness and response
3. Company positioning, differentiation and added value
4. Opportunity analysis and identification
5. Objective setting, Scorecards, planning and reporting
6. Strategic sales plan
7. Head office sales support departments (incl. Customer Service)
8. Internal Communication

Customer Management and Development

9. New business and prospecting process
10. Customer perception and benchmarking
11. Customer needs and added value
12. Customer profile
13. Customer service and performance measurement
14. Customer/territory business development plan
15. Customer communication and contact plan

Sales Force Activity

16. Department structure, roles, responsibilities and measures
17. Sales force profile
18. Sales force activity and productivity
19. Sales force in-call and point of sale activity and performance
20. Sales force utilization and development
21. Attitude and morale
22. Planning, objectives and reporting
23. Compensation and incentives
24. Recruitment and retention

Skills and People Development – Field Sales

25. Skills and training strategy
26. Selling skills
27. One to one communication
28. Customer understanding and knowledge
29. Negotiation
30. Time and personal planning management
31. Managing the team
32. In field coaching & development

Point of Sale/Influence Management & Development

33. Point of sale / influence development
34. Sales Driver identification & performance
35. Sales & marketing activity impact & return on investment
Customer Profitability
36. Customer profitability model
37. Customer cost to serve, spend impact and return on investment
38. Incremental margin growth modelling
39. Pricing model and sensitivity
40. Pricing and terms harmonization

Key Account Management and Development

41. Key Account performance and relationship summary
42. Key Account opportunity analysis
43. Key Account Department structure and support functions
44. Role of the Key Account Manager and measures
45. Definition of Key Account identification and prospect management process
46. Key Account department goals, strategic plan and reporting
47. Key Account multi disciplinary teams

Key Account Skills and Tools

48. KA Penetration, understanding and relationship skills
49. KA Differentiation and added value
50. KA Profile and information
51. KA Business growth planning
52. KA Presentation
53. KA Financial management
54. KA Marketing management
55. KA Perception audit and benchmarking
56. KA Management  and Performance review
57. KA Preferred partners – added value orientation

Distributor & Third Party Management

58. Distributor role, responsibilities, measures and structure
59. Distributor performance assessment
60. Distributor sales driver identification and performance
61. Distributor opportunity analysis and identification
62. Distributor coverage and contact frequency
63. Distributor tools, processes and skills
64. Distributor cost to serve & replacement cost
65. Distributor incentive models
66. Distributor Partner Program
67. Distributor management
68. Distributor profile and knowledge
69. Distributor business growth plan
70. Distributor strategy and operational plan



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