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  • Derek Banker

Where Does Your Sales Organization Stand?

Updated: Mar 19, 2020





See how you measure up across critical objectives &

20 discrete functional activities:


New Customer Acquisition

1) Account Planning

2) Key Account Management

3) Sales Development & Execution

4) Early Pipeline & Lead Management


Sales Effectiveness & Enablement

5) Sales Support, Tools, & Technology

6) Commercial Messaging

7) Managing the Sales Operations Function

8) Sales Analytics and Intelligence


Sales Operations

9) Sales Process Design and Management

10) Compensation Design and Management

11) CRM/SFA Management


Sales Strategy & Design

12) Strategic Planning and Sales Transformation

13) Sales Force Design

14) Indirect Channel Management

15) Talent Acquisition

16) Onboarding

17) Sales Training

18) Talent Engagement & Retention


Sales Talent Management

19) Sales Manager Effectiveness

20) Coaching




Source: Gartner

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