Sales Assessment

Here is a somewhat complicated but very comprehensive model to assess the sales function of a company or business unit.

I can see this coming in very handy in a diagnostic phase of a project, allowing you to test various elements that affect sales performance: From the very broad knowledge and understanding of the market and overall sales targets, to very specific factors affecting the function itself (systems, people, processes, structures, competencies, product offering, instruments, etc.).

Note that a similar pictorial could probably also be used for various other functions, whether it’s finance, marketing, or supply chain.