WELCOME INSTRUCTIONS SECTION I SECTION II SECTION III SECTION IV SECTION V SECTION VI RESULTS  

Welcome to the ZS Associates Sales Effectiveness Survey


OBJECTIVES

The objective of this survey is to help sales leaders identify key sales effectiveness improvement opportunities, and then prioritize these opportunities based on their impact on company profits. The survey will take approximately 30 minutes to complete.

ZS SALES EFFECTIVENESS FRAMEWORK

I. Sales Strategy



We have a clearly defined & highly effective sales strategy

II. Sales Force Design



We are cost-effectively & fully covering profitable customer & prospect accounts

III. Sales & Acct Mgt Process



We have a disciplined & winning sales & service process aligned with our value proposition

IV. Knowledge & Skills



Our people are highly skilled & knowledgeable in our strategy & leading sales approaches

V. Culture & Motivation



We have the right sales culture & a highly motivated, performance sales team
  1. Customer & Market Insights
  2. Segmentation
  3. Growth Strategy
  4. Market Offerings & Value Propositions
  5. Pricing Strategy
  1. Sales Force Structure & Roles
  2. Sizing & Allocation
  3. Territories
  4. Account Targeting
  1. Sales, Service & Account Management Process, Activities & Roles
  2. Selling Tools & Enablers
  1. Competency Model
  2. Hiring & Selection
  3. Training
  4. Coaching
  1. Sales Culture
  2. Measures & Metrics
  3. Incentive Plan & Rewards
  4. Goals
  5. Performance Reviews
 

VI. Sales Support



We accurately & efficiently provide the sales support required by our sales model
  1. Sales Administration (Territories, Goals, Incentives)
  2. Reporting (Standard, Ad-hoc)
  3. Analytics (Standard, Ad-hoc)
  4. Data & Systems

REGISTRATION

Please fill in all information below. We take your privacy seriously; we don’t share or sell your data.

ABOUT YOURSELF
Name:
Title:
Email:
Industry:
Company Size:
Sales Force Size:
Country:
Selling Type: