1. Our sales strategy is current, clear, well communicated and differentiates us from our competition in the market

2. We have effectively aligned and optimised our channels to market, sales force design and value propositions to our target segments and ideal prospects to maximise revenue growth

3. Our sales and marketing teams work effectively together and have a clear understanding of how they can each assist and enable each other to support sustainable growth

4. We effectively select and on-board new members of the sales team so that they consistently become high performing and productive within a short time frame

5. We have a well structured, phased sales rep development program that ensures that all members of the team have the skills, knowledge and confidence to succeed

6. We have an effective set of practices to align every members of the sales team with the strategies of the business and the targeted opportunities within their assigned territory

7. We provide our sales leaders and managers with extensive formal sales leadership development and coaching to enable them to continuously develop their ability to get the most from their teams

8. Our sales managers utilise a well structured operating rhythm that ensures they maintain an appropriate balance between working on the business and working in the business helping their teams to achieve their goals

9. Our sales managers have the performance data and reports required to understand what each member of the team needs to focus on to raise their performance

10. Our sales team effectively generate, nurture and qualify enough high quality sales opportunities for them to achieve their sales targets and growth plans

11. We measure and manage our sales pipeline so that we maximise lead quality, deal velocity and close ratios at every stage of the sales process.

12. We have and consistently utilise a range of best practices in our identification, selection and response to tenders and major proposals that ensure we maintain high success rates and effective use of internal and external resources

13. We have developed and consistently leverage key account management best practices to ensure that we maximise the depth and breadth of our penetration of our strategically important accounts

14. We have a well developed and well understood set of cross-sell and up-sell strategies and practices that enable us to maximise our sales revenue from all accounts

15. We have well developed capabilities and practices that enable us to track, report and optimise customer advocacy, satisfaction and retention

16. We have established a dedicated sales force effectiveness and enablement team that has the skills and expertise to prioritise, design and execute highly effective and practical sales force effectiveness initiatives

17. We have developed and implemented a CRM system, sales process and suite of sales tools that enable our sales team to manage and meet customer requirements

18. We measure and analyse a mix of input and output metrics that give sales leadership a clear understanding of where the team are performing well and where they can perform better