Assessment Part 6:
Do you have a complete set of sales enablement tools & materials?
☐ Sales resource guide: A master reference document for the sales team that ensures consistency when they present your company’s solutions and business value to your target market - also describes your sales process and how to use tools and resources to succeed.
☐ Sales presentation: A scripted first-call sales presentation that can also be used as a webinar or customer leave-behind that provides an overview of your company, its IT solutions and their business value to customers.
☐ Lead qualification scorecard: A standard lead qualification process with your criteria for a highly qualified lead in the form of an easy-to-use template that is used by all sales reps.
☐ Sales quotation builder: A tool for quickly and accurately producing a professionally formatted sales quote based on configuration parameters learned during the sales discovery process using your standard price list and including your standard terms and conditions.
☐ ROI calculator: A template for your sales rep to enter information about the customer’s current IT cost factors and comparing them to the cost of your proposed IT services in order to calculate the potential cost savings and expressing them as a return on investment.
Complete Your Own Business Assessment Checklist
☐ Sales presentation: A scripted first-call sales presentation that can also be used as a webinar or customer leave-behind that provides an overview of your company, its IT solutions and their business value to customers.
☐ Lead qualification scorecard: A standard lead qualification process with your criteria for a highly qualified lead in the form of an easy-to-use template that is used by all sales reps.
☐ Sales quotation builder: A tool for quickly and accurately producing a professionally formatted sales quote based on configuration parameters learned during the sales discovery process using your standard price list and including your standard terms and conditions.
☐ ROI calculator: A template for your sales rep to enter information about the customer’s current IT cost factors and comparing them to the cost of your proposed IT services in order to calculate the potential cost savings and expressing them as a return on investment.
Complete Your Own Business Assessment Checklist
