VP of Sales Maturity Model
VP of Sales Maturity Model
VP of Sales Maturity Model
Level 1: Chaos
Heroic Efforts
Level 2: Defined
Standardized Processes
-Ill-defined processes
-Unpredictable result
Sales Environment
Yes
No
-Documented Process
-Some Repeatability
Sales Environment
Yes
No
Yes
No
Yes
No
Crisis-driven
Sales Force
Success and execution varies widely from rep to
rep
Sales accomplishments are repeatable with
similar campaigns and scope, but managers
cannot depend on outcomes
Sales Management
No
Yes
Yes
No
Level 4: Managed
Quantative Sales Mgmt.
-Leading Indicators
-Early Problem Detection
Sales Environment
Yes
No
Yes
No
Yes
No
Yes
No
Yes
No
Yes
No
Level 3: Reportable
Basic Sales Management
-Adopted Processes
-Lagging Indicators
Sales Environment
Yes
No
Yes
No
Yes
No
Level 5: Predictable
Casual Sales Mgmt.
-Change tolerant
-External Benchmark
Sales Environment
Shift in emphasis to continuous process improvement
Processes are nimble, adaptable, and innovative
Sales Force
Sales force is empowered and aligned
A player retention is over 90%
Sales Management
Management understands causality and predicts
performance
Leading indicator sales metrics are benchmarked against
external data and against peer groups
Best practice execution of all methodologies