1. Sales Strategy We have formulated a clear vision and strategy and have communicated it clearly and comprehensively throughout the sales organization. Market Analytics We have clear vision of our target markets and competitive landscape. Our pricing schemes and product/service offerings are in alignment CRM We have a holistic view of the customer through a data-rich and fully integrated enterprise wide information system with high sales force adoption rates Sales Methodology We have a consistent message and roadmaps/playbooks for engagements with customers Approach allows sales teams access to key decision makes. Strategic Account Program We have a strategic accounts program designed to deepen relationships profitably and sustainably with our most strategic customers Channel Strategy We create strong bonds with key channel partners that drive mutual success and profitability. We view our partners as a true extension of our sales force Competencies We define and update the competencies required for specific sales role We deploy sales people based on aligning competencies with roles Sales Training We have a coordinated training strategy encompassing product, skills, technology and methodologies. We test for retention and track results Performance Management We have an automated process which allows to measure total performance and is aligned with training, compensation and resource acquisition/alignment Sales Management We develop/hire outstanding leaders who achieve desired behaviors/results from their sales teams through effective hiring,/coaching and leadership. Hiring We hire people by aggressively screening for known qualities of high performers. We do not compromise based on availability or time-to-fill Compliance /Contracts We have a standard process for non-standard transactions which is timely and leverages sales hierarchy decision making. Contract process is timely Sales Tools We provide the sales teams with easy-to-use, value-added tools (templates, quote generators, presentations, configurators, etc) which are centrally located Sales Productivity We aggressively streamline the sales process, minimizing unnecessary complexity through automation or the elimination of redundancy/low value actions Sales Process We have a well defined sales process that a) drives reps towards high probability opportunities b)drives high win ratios c) reduces cycle time Pricing /RFP’s We have formulated a clear vision and strategy and have communicated it clearly and comprehensively throughout the sales organization. Organization Effectiveness We effectively coordinate across our organizations, divisions, functions and geographies such that we are easy to do business with internally and externally. Compensation & SPIFFS We have compensation plans and bonus programs which drive desired behaviors, reward star performers, are simple and are easy to administer Forecast Management We have clear insight into the opportunities which drive our forecast. We consistently achieve + / – 10%. of bookings forecast - high account accuracy Business Metrics We have a defined set of metrics that accurately portrays our business. Reports and analyses are easily available and reliable Change Management We have formulated a clear vision and strategy and have communicated it clearly and comprehensively throughout the sales organization. Sales Talent Management Sales Strategy Metrics and Rewards Sales Process and Productivity