Company Profile Worksheet
Planning for Sales: 2-Day Workshop with Jake Dunlop of Skaled
BACKGROUND
What is your company name?
(answer)
Brief overview of your company's mission and objectives:
(answer)
What is the size of your company?
(answer)
What kind of product do you sell/industry are you in?
(answer)
What are some challenges you are facing?
(answer)
What is your ideal customer profile(s)?
For each ICP, please provide: Size, Industry, Type of Company, and Titles
(answer)
CLIENTS
How many clients do you have?
(answer)
Average length of sales cycle?
(answer)
Average deal size?
(answer)
Location of clients?
(answer)
FUNNEL METRICS
Where are leads currently coming from?
(answer)
What's the MQL conversion rate?
(answer)
What's the SQL conversion rate?
(answer)
What's the conversion rate from SQL to closed won deal?
(answer)
SALES SUPPORT
Do you have sales operations or enablement teams?
( ) Yes
( ) No
If so, describe the roles and their day-to-day responsibilities
(answer)
Do you use a CRM tool?
( ) Yes
( ) No
Which one?
(answer)
How would you describe the level of adherence to tracking and recording data in your CRM?
(answer)
How would you describe the cleanliness of data?
(answer)
What additional technology do you use for sales support?
(answer)
Sales support objectives for this engagement:
(answer)
Top of funnel: inbound and outbound leads
Do you have roles dedicated solely to generating outbound leads through emails, cold calls, and marketing?
( ) Yes
( ) No
If so, describe the roles and their day-to-day responsibilities
(answer)
Do you have roles dedicated solely to handling inbound leads?
( ) Yes
( ) No
If so, describe the roles and their day-to-day responsibilities
(answer)
Hiring, training, and onboarding
Which of the following items have you documented for the roles mentioned above?
[ ] Hiring process and supporting documents
[ ] Onboarding process and supporting documents
[ ] Training process and supporting documents
[ ] Role descriptions
[ ] Comp plans for each role
[ ] KPIs
[ ] Other: ______
What are the KPIs for measuring daily/weekly/monthly performance and quota attainment?
(answer)
What is the level of KPI attainment?
(answer)
If they are frequently unable to hit KPIs, what are your hypotheses about why?
(answer)
Templates, documentation, and tracking
Which of the following items have you documented for inbound/outbound lead generation?
[ ] Call templates
[ ] Email templates
[ ] Rebuttal templates
[ ] FAQ
[ ] Case studies
[ ] Current customer lists
[ ] Other: ______
How the top of funnel roles are using the CRM today:
[ ] Is the CRM customized for these roles?
[ ] Are there reports and dashboards for these roles?
Handoff processes
(between top of funnel roles and sales people)
If there is a formal handoff process, what does it look like?
(answer)
What technology do you use for top of funnel?
For example: email automation, lead generation, marketing, etc.
(answer)
What are your top of funnel objectives?
(answer)
Sales Roles
What are the primary roles in the sales process?
Describe the roles and their day-to-day responsibilities
(answer)
Check all of the pieces that you have documented for the above roles
[ ] Hiring process and supporting documents
[ ] Onboarding process and supporting documents
[ ] Training process and supporting documents
[ ] Role descriptions
[ ] KPIs
[ ] Comp plans
How are sales roles measured and how is success measured?
(answer)
Is there success in hitting KPIs?
Yes
No
If sales people are unable to hit KPIs, what are your hypotheses about why?
(answer)
Templates, documentation, and tracking
What pieces of the sales process are currently documented?
[ ] Meeting process
[ ] Proposal process
[ ] Contract
[ ] Handoff process (if there is a customer success or account management team)
How sales roles are using CRM today
[ ] Is CRM customized for these roles?
[ ] Are there reports and dashboards for these roles?
Renewals and upsells
Are your sales people handling renewals?
Yes
No
Are your sales people handling upsells?
Yes
No
If there are any upsells, what does the process/handoff look like?
(answer)
Technology
What technology do you use for sales?
(answer)
What are your sales objectives?
(answer)
Customer support/Account management (CS/AM)
What are the primary roles in the CS/AM process?
Describe the roles and their day-to-day responsibilities
(answer)
Check all of the pieces that you have documented for the above roles
[ ] Hiring process and supporting documents
[ ] Onboarding process and supporting documents
[ ] Training process and supporting documents
[ ] Role descriptions
[ ] KPIs
[ ] Comp plans
Approximately what percentage of the AM process is documented?
(answer)
How CS/AM roles are using CRM today
[ ] Is CRM customized for these roles?
[ ] Are there reports and dashboards for these roles?
What technology do you use for CS/AM roles?
(answer)
What are your CS/AM objectives?
(answer)
Any other comments or questions?
What else do you feel is critical for us to know?
(answer)