Q3 just ended.
It’s the right time for a quick check-up.
A CRO or a VP of Sales must do this quick-check of your sales health regularly and especially when any quarter ends. This is critical to understand if you need to course-correct for the new quarter.
Let’s do a quick “gap analysis” – two quick checks:
- Sales Execution & Performance – prior quarter’s global sales target vs. your sales team quota attainment
- Sales Strategy Assessment – was the “game plan” the right one for us to hit the target
This is also a good time to review all the key components that drive results and support the Sales Strategy:
- Corporate Strategy – assess the continuing internal alignment to the sales team
- Product Strategy – where there any new products or changes in launching a product
- Go-to-Market Strategy – the overall GTM to help hit the sales number
- Marketing / Demand Generation Strategy – marketing’s contribution to the sales pipeline
- Customer Experience & Customer Success Strategy – overall revenue growth (expansion sales, retention, etc.)
- People/Talent Strategy – do we have an A+ team, the right people on the right bus and in the right seat
What else? What are some other thoughts for a quick check-up and assessing your Sales Strategy vs. Execution gap?