GAP Analysis Template
Instructions
1. Use the tabs at the bottom of this spreadsheet to analyze & resolve GAPs for each competency area
2. Under the "Target" column, define the business gap that needs to be resolved (examples are provided)
3. Under the "Current State" and "Goal State" columns, document the size of the gap
4. Provide a realistic "Timeline" for resolving this business gap
5. Identify "Actions Items" that will resolve the gap within the timeline
GAP Analysis Template
Strategic Planning
GAP Target Item Current State Goal State Timeline Action Items
1 Prioritization Ad hoc prioritization Quarterly Exercise Q1 2012 Develop prioritization framework
2 Formal Planning Informal planning Quarterly Exercise Q1 2012 Standardize planning methodology
3 Governance Minimal oversight Steering Committee Q2 2012 Create Charter, build committee
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
21
22
23
24
25
GAP Analysis Template
Business Data & Information Assets
GAP Target Item Current State Goal State Timeline Action Items
1 Customer Data Difficult to Access Dashboard in place Q3 2012 Identify data needs, build dashboard
2 Retention Rates Unknown Reviewed Quarterly Q2 2012 Build data mart & reporting tools
Web based and Real
3 Project Data Not Centralized or Visible Q3 2012 Build Collaboration System
Time
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
21
22
23
24
25
GAP Analysis Template
Customer Relationship Management
GAP Target Item Current State Goal State Timeline Action Items
1 Customer Service Calls Not Done Frequently Monthly Calls Q1 2012 Create Customer Lifecycle Process & Schedule Tasks
2 Customer Self-Service Not Available Online Customer Portal Q2 2012 Evaluate Vendor Solutions and Customer Requirements
3 Service Level Agreement Not Defined Defined and Distributed Q3 2012 Draft Service Level Agreement and Send to Customers
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
21
22
23
24
25
GAP Analysis Template
Demand Generation
GAP Target Item Current State Goal State Timeline Action Items
Not Integrated &
1 Lead Generation Strategy Defined and Measured Q1 2012 Develop Lead Generation Scorecard and establish KPIs
Measured
Lead Score Scaling Research Lead Scoring Best Practices & Automation
2 Lead Scoring Not Scored for Quality Q2 2012
System Tools
Online & Search No Pay Per Click Steady Stream of Web
3 Q3 2012 Test Google AdWords Campaign and Measure ROI
Marketing Campaigns Leads
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
21
22
23
24
25
GAP Analysis Template
Sales
GAP Target Item Current State Goal State Timeline Action Items
Adopt SPIN Selling Attend SPIN Selling Workshop & Distribute Book to Sales
1 Sales Training No Formal Methodology Q1 2012
Method Team
Conduct Account Scoring Exercise & Key Account
2 Key Account Planning Not Being Completed Account Plans for Top 25 Q2 2012
Planning
Daily Productivity
3 Productivity Metrics Not Tracked Q3 2012 Create Daily Productivity Report and Measure Statistics
Reports
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
21
22
23
24
25
GAP Analysis Template
Performance Measurement
GAP Target Item Current State Goal State Timeline Action Items
1 Campaign Metrics Not Captured or Defined KPIs Defined & Reported Q1 2012 Research Marketing Campaign Management Solutions
Dashboards & KPIs Visualized & Conduct Dashboard Readiness Assessment & Budget for
2 No Systems in Place