Sales Performance Benchmark

1. Important cases are discussed within the sales team to share experiences.

2. Customer information is systematically used for product improvements.

3. Our organisation’s strengths influence prospective customers’ decision-making criteria.

4. Sales, marketing and other support services are one strong team.

5. We have, or are building, an excellent relationship with all the decision makers at the customer.

6. There are no sellers who are responsible for a large part of the revenue.

7. The CRM system is consistently used by multiple departments.

8. Management stimulates experience sharing and self-coaching.

9. Everyone uses the same terms and definitions for specific moments in a sales process.

10. Everyone in our organisation learns from the successes achieved in other departments.

11. Internal and external communications are simultaneously prepared and send out.

12. Our offering provides more added value than our direct competitors' offering.

13. Our CRM system contains specific information about every person involved in the buying process at the customer

14. Our objectives and reporting are consistent across all departments.

15. Our customers usually pay more for our products and services.

16. Sales use CRM to coach themselves and improve their activities.

17. We also use sales documentation (‘collateral’) to describe our customers’ challenges.

18. Our sales people are in contact with several customer contacts throughout the various stages of a sales process.

19. We map out a customer’s desired future situation before presenting our products and offering.

20. Sales and marketing reporting is used to support the personal development of all employees.

21. We have a formal process for customer retention and acquisition which various departments contribute to.

22. We provide the sales department with tools that help them communicate with customers.

23. We rarely have to make more than one proposal for the same opportunity.

24. We also organize sales training targeted at specific customer groups.

25. We know and measure the link between sales activities and sales results.

26. We systematically make calls to follow up on deals that have been won and lost. The resulting information is processed in our sales approach.

27. We work with a training plan to keep our sales team focussed.

28. Over 75% of our sales people achieve their annual target