Do you find yourself wondering if your organization’s sales processes effectively support and drive sales performance, or if your sales talent is appropriately skilled to adapt to changing customer demands? While the answers to these questions seem simple, an increasingly complex sales environment requires organizations to move beyond simply measuring sales results and market share, and instead, focus on measuring organizational capabilities. However, most organizations find it difficult to identify and measure the right capabilities, often using industry standards as reference points.
To help companies gauge how they measure up to the drivers of world-class behavior across sales organizations, SEC used its research across 1000+ companies to define 24 key attributes in the Anatomy of World-Class Sales Organizations.
This diagnostic tool helps organizations benchmark their organizational capabilities and identify gap areas in 4 key sections—Strategy and Culture, Customer Management, Talent Management, and Sales Operations. In addition, to help members interpret world-class correctly, each of these areas consist of key attribute descriptions that distinguish world-class practice from standard practice. They are also paired with best practice case studies and tools to help guide sales organizations towards world-class executions.
So, is your sales organization world-class?
SEC Members, use the new Anatomy of a World-Class Sales Organization v6.0, or listen to our webinar to understand how and why we updated the Anatomy tool.
