We use a proven framework, called the Full Stack model, i.e. we divide a sales operation into its Backend and Frontend.
Virtual Sales Readiness Audit
Backend [Company Facing]
- Sales Pipeline
- Common Language
- Sales Forecasting
- Opportunity Review
- Opportunity Review Weekly Internal Sales Meeting
- Coaching & Management Practices
Frontend [Customer Facing]
- Opportunity Creation
- Opportunity Capture
- The Sales Playbook
- Messaging Challenges
- Consultative Selling
- The Buyer Experience
Not all issues will need attention; here is an opportunity to identify specific areas that would deliver a high impact in terms of performance.