PrivateSalesCoach Enables Benchmarking

Key Questions about Benchmarking the Execution of Sales Opportunities

• When you look at your sales organization, what standards/benchmarks are in place to measure—qualitatively—how well key opportunities are being handled?
• How well defined are the standards/benchmarks for how opportunities are being handled?
• How consistent are the standards/benchmarks for how opportunities are being handled?
• Are the standards/benchmarks for handling opportunities clear and transparent or are they simply tribal lore: unspoken, mysterious and understood only by a few high priests and chiefs?
• How often and with what degree of consistency are key opportunities measured against these standards/benchmarks?
• How well do these standards/benchmarks help you assess you risk on these key opportunities?
• How effectively does a discussion about these standards/benchmarks lead you to react and adapt to minimize your risk and maximize your chance of winning on specific opportunities?
• How well do you see the patterns of strengths and vulnerabilities of your sales team, as measured against your benchmarks?
• How effectively do you use these insights from these patterns to thwart selling mistakes before they become systemic and have significant or tragic impact on your sales numbers?

What Is Benchmarking?

Benchmarking can be defined in many ways. The specific context in which we are using benchmarking is as follows:

Setting a quality standard for how key sales opportunities are handled as they move through the sales cycle. Measuring key sales opportunities in play against this quality standard.

In Terms of Benchmarking Opportunities, Where Are You Today
Compared to Where You Would Like to Be?

Clear Benchmarks?

Consistently Applied Benchmarks?

Benchmarks Used to Calibrate Your Risks?

Benchmarks Used to Refine and Improve Your Sales Execution?

See Patterns and Thwart Major and Systemic Selling Problems?