UtilityWise

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Microscopy Mind Map

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LSTD Ch. 10 Contract

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WHO?

TBA?

Jon

Peter

Robert

David

STATUS

In place

In progress

Not started

Relevant?

UtilityWise

Build

Coaching and Support

Role Play

Accompanied visits

Sales Training

Target Setting

Sales Management

Winning tenders

Marketing planning

Selling skills

Sales staffing

Sales management

Sales staff defined / recruited

Adequate sales resource in place

Selling Styles

Understood and defined

Drive

Opportunity Generation

Outsource resourcing

Lead generation

Sales/Marketing Campaigns

Execution and review

Campaign planning

Marketing Planning

Marketing management

Marketing plan defined

Monitor

Target & Objective Setting

Business performance review schedule and agenda

Incentives

Sales plan

Measurement

Dashboard / KPIs

Biz Dev KPIs

Financial KPIs

Review

Disciplinary process

Sales review process

Optimise

Perception

Client perception

Social Networking

PR

Brand

Appropriate website

Up-to-date brand in place

Sales Systems

Selling documentation / proposals

Customer self-service capability

e-Selling

Web analytics

CRM

Routes to Market

ABC analysis

Selling process defined

Competitors / Alternatives understood

Target markets defined

Defined RTM map

Proposition

Proposal document

Uniqueness / IPR

Documented client testimony

Proven market acceptance

Defined pricing

Current marketing collateral

Defined Product / Service

Company

Process & Documentation

Defined and adopted document management system

Defined Quality System

Commercial Control

Regularly produced management reporting and review

Management systems implemented

Customer ABC / product group analysis

Is financial analysis feasible?

Market Trending

Leading or following?

Legal & Compliance

Contracts defined

Formal standards defined

Roles & Responsibilities

Defined Induction/Appraisal/Review Processes

Defined Job roles and descriptions

Defined Board/Management Structure

Business Strategy

Subtopic

3 year objectives

Ripple Chart

6/12 month plan