INSPECT What
You EXPECT
Mortgage broker expected that their ideal customers were younger Millennials and Gen Z. Upon inspection, they discovered that Gen X and younger Boomers converted faster and at a higher percentage.
70%
of companies DO NOT inspect and as a result their commercial execution does not meet their strategic expectations.
Select from the following areas of commercial excellence to answer 6 questions that will allow you to self inspect what your company expects.
Our leadership is tightly aligned on the approach and order of operations required to achieve the growth that has been committed to stakeholders.
1 - Strongly Disagree
5 - Srongly Agree
Strongly
Disagree
Strongly
Agree
Our leadership would provide similar answers to the question, “how do we provide unique and distinctive value to our customers, employees & investors?”
1 - Strongly Disagree
5 - Srongly Agree
Strongly
Disagree
Strongly
Agree
We have prioritized & quantified a manageable set of organic and inorganic levers to achieve sustainable growth in-year.
1 - Strongly Disagree
5 - Srongly Agree
Strongly
Disagree
Strongly
Agree
Our leadership would propose similar tradeoffs and reprioritization of initiatives in the face of a revenue miss or market changes.
1 - Strongly Disagree
5 - Srongly Agree
Strongly
Disagree
Strongly
Agree
Our GTM is designed to make it easy for customers to do business with us, and easy for us to do business with our customers.
1 - Strongly Disagree
5 - Srongly Agree
Strongly
Disagree
Strongly
Agree
We allow customers to interact with us in a consistent manner across digital and live channels.
1 - Strongly Disagree
5 - Srongly Agree
Strongly
Disagree
Strongly
Agree
Lastly, we just need to know your email address to contact you:
Thank you for participating
Here’s our main takeaway based on your responses:
Results show your underperforming within your peer group.
Where to get started:
Assess your commercial maturity and cross-functional alignment to revenue.
Results show your in line with your peer group.
Where to get started:
Conduct a Buyer’s Journey and implement a Growth Acceleration Initiative.
Results show your at the top of your peer group.
Where to get started:
Implement a Growth Acceleration Initiative to validate current beliefs.
Here’s how we can help:
Commercial Excellence Maturity Playbook (CEMP) - all-in-one commercial health check & execution plan that encompasses: customer journey mapping, RevOps data diagnostic, sales process review, growth marketing & tech stack recommendation.
See below for a summary of your responses & total score:
Commercial Strategy
Question 1
Question 2
Question 3
Question 4
Question 5
Question 6
Total/30
Priority
Our customer data is structured, clean (de-duplicated), segmented & governed to maintain high quality.
1 - Strongly Disagree
5 - Srongly Agree
Strongly
Disagree
Strongly
Agree
Our decisions are data-driven by utilizing business intelligence & data analytics.
1 - Strongly Disagree
5 - Srongly Agree
Strongly
Disagree
Strongly
Agree
Our expectations are aligned between all levels of sales human capital to achieve our committed sales targets.
1 - Strongly Disagree
5 - Srongly Agree
Strongly
Disagree
Strongly
Agree
We have defined process and capabilities to rapidly act on customer experience data and friction points.
1 - Strongly Disagree
5 - Srongly Agree
Strongly
Disagree
Strongly
Agree
Our pricing is simple, allowing customers to easily understand the budget required and plan their spend over time.
1 - Strongly Disagree
5 - Srongly Agree
Strongly
Disagree
Strongly
Agree
Our pricing approval matrix and deal desk facilitates fast decision-making for customer contracts beyond on our stated pricing.
1 - Strongly Disagree
5 - Srongly Agree
Strongly
Disagree
Strongly
Agree
Lastly, we just need to know your email address to contact you:
Thank you for participating
Here’s our main takeaway based on your responses:
Results show your underperforming within your peer group.
Where to get started:
Conduct a foundational review of data sources & integrity of KPIs.
Results show your in line with your peer group.
Where to get started:
Conduct detailed audit of CRM usage & sales data to ensure its driving prescriptive activity.
Results show your at the top of your peer group.
Where to get started:
Inspect your business intelligence quality and validate that it’s driving maximized growth & strategic decision making.
Here’s how we can help:
Win Room - cross-functional, data-driven, prescriptive activity against strategic revenue plays specific to customer segments & personas.
See below for a summary of your responses & total score:
Revenue Operations
Question 1
Question 2
Question 3
Question 4
Question 5
Question 6
Total/30
Priority
Our leadership would agree that we have a prescriptive customer journey and that they have a deep understanding of it.
1 - Strongly Disagree
5 - Srongly Agree
Strongly
Disagree
Strongly
Agree
Our internal sales process are completely aligned to our prescriptive customer journey.
1 - Strongly Disagree
5 - Srongly Agree
Strongly
Disagree
Strongly
Agree
Our expectations are aligned between all levels of sales human capital to achieve our committed sales targets.
1 - Strongly Disagree
5 - Srongly Agree
Strongly
Disagree
Strongly
Agree
Best practices and behaviors that drive revenue are incentivized within individual compensation plans.
1 - Strongly Disagree
5 - Srongly Agree
Strongly
Disagree
Strongly
Agree
We have a complete understanding of the formula for all our conversion rates and how they ultimately affect revenue.
1 - Strongly Disagree
5 - Srongly Agree
Strongly
Disagree
Strongly
Agree
Our functional departments roles & responsibilities are cross-functionally aligned to drive revenue growth in-year.
1 - Strongly Disagree
5 - Srongly Agree
Strongly
Disagree
Strongly
Agree
Lastly, we just need to know your email address to contact you:
Thank you for participating
Here’s our main takeaway based on your responses:
Results show your underperforming within your peer group.
Assess your commercial maturity and cross-functional alignment to revenue.
Results show your in line with your peer group.
Conduct a Buyers Journey and implement a Growth Acceleration Initiative.
Results show your at the top of your peer group.
Implement a Growth Acceleration Initiative to validate current beliefs.
Here’s how we can help:
You have a sophisticated experience vision and leadership that elevates the CX agenda across your enterprise.
See below for a summary of your responses & total score -
Sales Org & Process
Question 1
Question 2
Question 3
Question 4
Question 5
Question 6
Total/30
Priority
Our Sales teams are educated on the tools available to them and they understand how to use them efficiently and effectively.
1 - Strongly Disagree
5 - Srongly Agree
Strongly
Disagree
Strongly
Agree
Sales tools have high adoption and allow reps to engage with prospects through every channel available to them.
1 - Strongly Disagree
5 - Srongly Agree
Strongly
Disagree
Strongly
Agree
Sales training is centered on educating the sales force on material and metrics that ultimately drive revenue.
1 - Strongly Disagree
5 - Srongly Agree
Strongly
Disagree
Strongly
Agree
We have call recordings and trainings of elite performers and a clear understanding among the salesforce of what sets them apart.
1 - Strongly Disagree
5 - Srongly Agree
Strongly
Disagree
Strongly
Agree
Leadership understands the lost revenue associated with an individual who leaves their job, at each stage of tenure, and the opportunity cost associated with the onboarding ramp time for a new hire to becoming a fully productive rep.
1 - Strongly Disagree
5 - Srongly Agree
Strongly
Disagree
Strongly
Agree
Sales plans & career paths are aligned to encourage reps early in their tenure and support key behaviors for early success.
1 - Strongly Disagree
5 - Srongly Agree
Strongly
Disagree
Strongly
Agree
Lastly, we just need to know your email address to contact you:
Thank you for participating
Here’s our main takeaway based on your responses:
Results show your underperforming within your peer group.
Where to get started:
Conduct inventory review of current tech stack, sales collateral and learning plans.
Results show your in line with your peer group.
Where to get started:
Review efficiencies gained through each existing tech stack: Sales, Marketing, Training. Review quality of sales and training collateral.
Results show your at the top of your peer group.
Where to get started:
Measure usage and adoption to tweak efficiency and improve ramp. Review quality of sales and training collateral.
Here’s how we can help:
Sellers Journey - deep-dive into your sales team, process, tools, training & data provided to enable their success.
See below for a summary of your responses & total score:
Sales Enablement
Question 1
Question 2
Question 3
Question 4
Question 5
Question 6
Total/30
Priority
We regularly inspect our results and rankings on search engines.
1 - Strongly Disagree
5 - Srongly Agree
Strongly
Disagree
Strongly
Agree
We have a paid advertising strategy and understand how it impacts our customer acquisition cost.
1 - Strongly Disagree
5 - Srongly Agree
Strongly
Disagree
Strongly
Agree
Our brand is well known and recognized by our target audience.
1 - Strongly Disagree
5 - Srongly Agree
Strongly
Disagree
Strongly
Agree
Our product is well known and is favorably viewed against competitors.
1 - Strongly Disagree
5 - Srongly Agree
Strongly
Disagree
Strongly
Agree
Our marketing strategy reaches our target audience while optimizing resources and budget.
1 - Strongly Disagree
5 - Srongly Agree
Strongly
Disagree
Strongly
Agree
We understand who our ideal customer is and how to effectively target them.
1 - Strongly Disagree
5 - Srongly Agree
Strongly
Disagree
Strongly
Agree
Lastly, we just need to know your email address to contact you:
Thank you for participating
Here’s our main takeaway based on your responses:
Results show your underperforming within your peer group.
Where to get started:
Implement set of prescriptive sales motions in alignment with Marketing.
Results show your in line with your peer group.
Where to get started:
Conduct Buyer’s Journey analysis and ensure Sales is following prescriptive GTM actions.
Results show your at the top of your peer group.
Where to get started:
Implement improved signals and further refine ICP for market expansion.
Here’s how we can help:
Go To Market - define your go to market and identify areas to expand: Inbound, Outbound, Partner Channel, Product.
See below for a summary of your responses & total score:
Growth Marketing
Question 1
Question 2
Question 3
Question 4
Question 5
Question 6
Total/30
Priority
Our customers feel valued, their voices heard and needs attended to.
1 - Strongly Disagree
5 - Srongly Agree
Strongly
Disagree
Strongly
Agree
We act on customer inquiries in a timely, consistent and organized manner.
1 - Strongly Disagree
5 - Srongly Agree
Strongly
Disagree
Strongly
Agree
We have data and reporting to capture insights around our customer’s pain points.
1 - Strongly Disagree
5 - Srongly Agree
Strongly
Disagree
Strongly
Agree
Our customer service assets are properly trained and equipped to support customers.
1 - Strongly Disagree
5 - Srongly Agree
Strongly
Disagree
Strongly
Agree
We regularly inspect our systems and internal processes, and work to make improvements.
1 - Strongly Disagree
5 - Srongly Agree
Strongly
Disagree
Strongly
Agree
We provide our customers the functionality and options that best fit their customer service wants, from self-service to full-service.
1 - Strongly Disagree
5 - Srongly Agree
Strongly
Disagree
Strongly
Agree
Lastly, we just need to know your email address to contact you:
Thank you for participating
Here’s our main takeaway based on your responses:
Results show your underperforming within your peer group.
Where to get started:
Conduct internal Buyer’s Journey and Secret Shop to review key differentiators. Ensure tech stack is in place for internal team to manage client expectations.
Results show your in line with your peer group.
Where to get started:
Conduct internal Buyer’s Journey and Secret Shop to review key differentiators and potential market trends.
Results show your at the top of your peer group.
Where to get started:
Inspect current teams’ capacity. Review opportunities for upsell, cross-sell and automation of client engagements.
Here’s how we can help:
Buyers Journey - secretly shop your own company, walk the path of your customer journey, from prospect to renewal.
See below for a summary of your responses & total score:
Customer Success
Question 1
Question 2
Question 3
Question 4
Question 5
Question 6
Total/30
Priority