によって David Anderson 9年前.
151
UtilityWise
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
