Course curriculum

  • 1

    About the Sales Effectiveness Assessment

    • What is the Sales Effectiveness Assessment (SEA)?

    • Who Should Take an SEA?

    • What Can I Expect in the Process?

    • What Are Typical Outcomes?
  • 2

    Project Management

    • Project Timeline

    • The Document Request

    • Getting the Team Onboard

    • Managing Interview Requests
  • 3

    Strategy

    • Target Market

    • Competitive Battlecard

    • Roadmap

    • Personas

    • Product Editions

    • Discount Guidelines

    • Product Pain
  • 4

    Systems

    • Sales Process Overview

    • Sales Math

    • Methodology

    • CRM

    • Hand-Off

    • Coaching

    • Pipeline Reviews

    • Playbook Materials
  • 5

    Staff

    • Org Chart Diagram

    • Hiring Playbook

    • Onboarding Playbook

    • Learning Management System

    • Career Path by Role

    • Turnover Data

    • Compensation
  • 6

    Skills

    • Training Program

    • Certifications

    • Access to Recordings

    • Sales Skills Assessment

    • Outbound Prospecting

    • Performance
  • 7

    The Readout

    • What to Expect? FAQ