Competitive Profiling Assessment Questions Competitive Profiling Initial Questions Comments Topics How often do opportunities advance from early stage to late stage? What is the main reason for these advancements? Process Is your it mapped to a Buying Process Have you developed and used Buying Personas? Have you changed your Sales Comp Plan recently? What is your OTE for the sales positions? Compensation What is your fixed/variable pay mix? Do you pay Hunters more than Farmers? Has your Ramp to Productivity Time decreased? Has your Win Rate increased? Lead Generation Did your Cycle Length decrease? Has the number of inquiries increased? Have you recently realigned territories? Did you recently complete a segmentation analysis? Territory Design Has Average Sales Price improved? Do you have different Go To Market models for Large Accounts vs. SMB's? What coaching programs have your SMs completed in the past 60 days? Sales Management Have been an increase in Field Evaluations? Has forecast accuracy improved? Did recent hiring improve?
Competitive Profiling Assessment Questions Competitive Profiling Topics Initial Questions Comments Process How often do opportunities advance from early stage to late stage? What is the main reason for these advancements? Is your it mapped to a Buying Process Have you developed and used Buying Personas? Compensation Have you changed your Sales Comp Plan recently? What is your OTE for the sales positions? What is your fixed/variable pay mix? Do you pay Hunters more than Farmers? Has your Ramp to Productivity Time decreased? Has your Win Rate increased? Lead Generation Did your Cycle Length decrease? Has the number of inquiries increased? Territory Design Have you recently realigned territories? Did you recently complete a segmentation analysis? Has Average Sales Price improved? Do you have different Go To Market models for Large Accounts vs. SMB's? Sales Management What coaching programs have your SMs completed in the past 60 days? Have been an increase in Field Evaluations? Has forecast accuracy improved? Did recent hiring improve?
Competitive_Profiling_Assessment.docx