Revenue Generation Assessment by ula13878

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                               Revenue Generation Assessment


Learn more about the tools that support this assessment at www.ConsultingMO.com

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Use this tool if you’d like to assess a client/prospective client’s needs in each subject.
Have them fill it out and match the responses to the proposal key to determine
recommended subjects to address. Then, create a high-level proposal outlining the
subjects. To execute, you can download the best practices by subject, or run a strategy
wizard plan for the subject and deliver to your client. Or, you can choose to provide a
complete detailed proposal upfront. You may delete questions if you’d like to shorten it.
Make sure to modify your proposal key to match any changes you make here.

Please answer the following questions so that we can gain a better understanding of
your overall revenue generation process. The questions are broken down into three
areas: strategy, tools and processes, and demand generation. Please answer
thoughtfully and carefully, and bring in the appropriate people to provide the best
possible answers. Insert any comments in the open box to the right.

Email/return the completed file to: insert your email address here

Strategy

                                                                                Comments
 1             Are you clearly differentiated from the      Yes   No   Unsure
                competition from the market's view?
 2    Is your market share growing less than 20% per        Yes   No   Unsure
                                                 year?
 3                   Are lead acquisition costs rising?     Yes   No   Unsure

 4     Is the market growing faster than your market        Yes   No   Unsure
                                               share?
 5      Does your current brand reinforce your value        Yes   No   Unsure
               proposition and competitive strategy?
 6     Do you have a defined brand architecture and         Yes   No   Unsure
                                            strategy?
 7    Does your product/service complement others           Yes   No   Unsure
                                 in the marketplace?
 8    Is ownership considering a company sale in the        Yes   No   Unsure
                                      next 3-5 years?
 9         Can all company leaders clearly articulate the   Yes   No   Unsure

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                                   company strategy?
10              Is your revenue forecasting accurate?        Yes   No   Unsure

11                               Are margins shrinking?      Yes   No   Unsure

12                         Are sales flat or decreasing?     Yes   No   Unsure

13       Are you creating a new company or product           Yes   No   Unsure
                                              line?
14       Do you know your customer lifetime value?           Yes   No   Unsure

15        Do you focus your marketing investments on         Yes   No   Unsure
              your most valuable customer segments?
16           Do you make ad hoc decisions about new          Yes   No   Unsure
                                 marketing campaigns?
17      Do you have some large customers that might          Yes   No   Unsure
                                       be unprofitable?
18     Are you customer acquisition costs higher than        Yes   No   Unsure
                                    industry standards?
19            Are you in a mature market with a lot of       Yes   No   Unsure
                                           competition?
20         Are you losing customers faster than you're       Yes   No   Unsure
                                        replacing them?
21          Are there conflicts or inefficiencies in your    Yes   No   Unsure
                                 distribution channels?
22    Is your marketing budget tied to customers and         Yes   No   Unsure
                                                   profit?
23                  Is your brand clearly defined in the     Yes   No   Unsure
                                           marketplace?
24          Are your campaigns tied to revenue goals?        Yes   No   Unsure

25          Do you have a formal campaign planning           Yes   No   Unsure
                                   process in place?
26       Are you using campaigns to generate leads?          Yes   No   Unsure

27            Do you measure ROI on your marketing           Yes   No   Unsure
                                      investments?
28                   Are channels underperforming?           Yes   No   Unsure

29   Do you reduce/cut your marketing budget when            Yes   No   Unsure
                          the economy gets tough?
30   Do you view marketing as an expense instead of          Yes   No   Unsure
                                    an investment?




Tools and Processes


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                                                                                  Comments
31    Do you sales literature and tools convey you70r       Yes   No   Unsure
          competitive positioning and brand strategy?
32     Is your corporate identity consistent with your      Yes   No   Unsure
                                                 brand?
33         Does your website reflect your competitive       Yes   No   Unsure
                       positioning and brand strategy?
34          Does your existing creative reinforce your      Yes   No   Unsure
          competitive positioning and brand strategy?
35    Do your in-house creative resources need more         Yes   No   Unsure
                                    strategic direction?
36      Does your logo reflect your brand personality       Yes   No   Unsure
                                                  traits?
37      Have you updated your messages in the last 3        Yes   No   Unsure
                                                  years?
38          Are you recovering from a negative public       Yes   No   Unsure
                                                  event?
39    Do you have friction within your marketing and        Yes   No   Unsure
                                           sales teams?
40     Are you using all possible distribution channels     Yes   No   Unsure
                              for your product/service?
41         Do you have special messages to deliver to       Yes   No   Unsure
                           different market segments?
42                 Are you using a new creative firm?       Yes   No   Unsure

43              Have you updated your logo recently?        Yes   No   Unsure

44            Does your sales literature reflect your       Yes   No   Unsure
         competitive positioning and brand strategy?



Demand Generation

                                                                                Comments
45   Do a few top sales reps account for most of your       Yes   No   Unsure
                                           revenue?
46      Does management access the sales pipeline?          Yes   No   Unsure

47        Are your campaign response rates too low?         Yes   No   Unsure

48      Are prospects stuck or falling out of the sales     Yes   No   Unsure
                                              process?
49    Do you need to establish stronger relationships       Yes   No   Unsure
               at the beginning of the sales process?
50               Are sales reps missing their quotas?       Yes   No   Unsure

51   Can sales reps accurately project when deals will      Yes   No   Unsure
                                               close?
52      Do sales reps have to discount to get orders?       Yes   No   Unsure


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53        Are your campaigns aligned with your sales     Yes   No   Unsure
                                            process?
54        Is your CRM tied to your business process?     Yes   No   Unsure

55    Is your email marketing producing quantifiable     Yes   No   Unsure
                                              results?
56       Do incoming leads need further qualification    Yes   No   Unsure
                               before going to sales?
57     Does you market have some tendencies of the       Yes   No   Unsure
                                   consumer market?
58             Could an outside vendor improve your      Yes   No   Unsure
                                 marketing activities?
59    Are your direct mail response rates at or above    Yes   No   Unsure
                                  industry standards?
60    Are your sales reps nurturing instead of moving    Yes   No   Unsure
                prospects through the sales process?
61      Do your sales reps spend enough time closing     Yes   No   Unsure
                                                deals?
62   Does your website rank highly in Google for your    Yes   No   Unsure
                                  industry keywords?
63                 Are you using internet marketing?     Yes   No   Unsure

64   Could your prospects use a personal touch in the    Yes   No   Unsure
                                       sales process?
65      Do you have a defined sales process in place?    Yes   No   Unsure

66             Do you have a strong online presence?     Yes   No   Unsure

67    Do you have substantial creative and marketing     Yes   No   Unsure
                       execution resources in-house?
68      Do you calculate the number of leads to meet     Yes   No   Unsure
                                    your sales goals?
69       Do you measure your ROI on your traditional     Yes   No   Unsure
                                 media investments?
70           Do you have a small, well-defined target    Yes   No   Unsure
                                             market?
71   Do you have customer segments that are easy to      Yes   No   Unsure
                                        reach online?
72    Do you have high turnover on your sales team?      Yes   No   Unsure

73       Do you handle any of your customer service      Yes   No   Unsure
                                 from your website?
74      Do you have news-worthy stories that aren't      Yes   No   Unsure
                being communicated to the market?
75      Does your website play a defined role in your    Yes   No   Unsure
                                      sales process?
76             Do you need to generate more leads?       Yes   No   Unsure

77       Do you need more results from a shoestring      Yes   No   Unsure
                                marketing budget?

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78            Do you need to raise your visibility in the   Yes   No   Unsure
                                          marketplace?
79       Do you sell an intangible product/service that     Yes   No   Unsure
      required education at the beginning of the sales
                                                  cycle?
80        Are you considering using a new vendor for a      Yes   No   Unsure
                                  marketing campaign?
81   Is it challenging to motivate sales reps to exceed     Yes   No   Unsure
                                                  goals?
82         Are you launching a new product or service?      Yes   No   Unsure

83    Are you launching new campaigns that require          Yes   No   Unsure
                                  new headcount?
84             Do you need to generate more leads?          Yes   No   Unsure

85                                 Are you using CRM?       Yes   No   Unsure

86     Are you measuring ROI on your telemarketing          Yes   No   Unsure
                                       campaigns?
87                 Are you using email marketing?           Yes   No   Unsure

88   Are you using paid search on Google to generate        Yes   No   Unsure
                                              leads?
89                            Is your CRM outdated?         Yes   No   Unsure

90                 Are you unsure of how to improve         Yes   No   Unsure
                             underperforming reps?
91              Do you measure customer retention?          Yes   No   Unsure

92                         Is your sales cycle growing?     Yes   No   Unsure




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