Sales Readiness

Sales Readiness

Sales Readiness Bay Area, Growth Process Group

Sales Readiness

If you plan to Enter a New Market (either as your first market entry or after you have established your company), you should get an objective view of your strengths and weaknesses to improve your chance of success.

Growth Process Group offers a Sales Readiness Assessment that is appropriate for companies that are preparing to enter a market with a new service or product offering. We provide an objective review of all of the elements that should be in place to enter a market.

The purpose of the Sales Readiness Assessment is to assess the essential business elements, to identify the gaps and to prepare a prioritized Action Plan.

All major areas affecting sales are examined, including proposed target market, prospect pain level, planned sales process, value propositions, organization structure, current & desired positioning, sales resource quality, proposed marketing program effectiveness, market focus, executive team chemistry, etc.

What types of conditions do we find?

The Sales Readiness Assessment often reveals some mix of the following conditions:

  • Unreasonable assumptions for sales & marketing expense
  • Corporate goals are not clear
  • Lack of focus on the prospect’s pain
  • Inadequate lead generation planning
  • A “sales anywhere” strategy
  • Focus on features instead of value
  • Poor selection of target markets
  • Planned pricing does not reflect value
  • Relying on assumptions vs. facts
  • Founders plan to do it like their last company
  • Inadequate financial planning
  • Lack of sales experience

Benefits

The Sales Readiness Assessment provides a reality check on the ability to perform against goals. Our expert and objective view provides clarity on the alternatives that should be considered plus our recommendations on the preferred course of action. It can eliminate cross functional friction by clarifying goals and requirements to achieve them. We also experience that, through our facilitation, executive team members improve cooperation.