Picking up where we left off from the two most recent articles …….

Marketing –

• On a scale of 1 (least positive) to 10 (most positive), how would your company’s current marketing activities and your ability to generate the right number of quality leads?
• Make a list of what you think is needed to make this a 10.
• Do you have an effective lead generation process that provides a steady stream of high-quality leads?
• Is your company taking advantage of a variety of different channels for generating leads?
• Are you sure that your current marketing messages are having the desired impact on prospective customers
• Do you have an effective social media strategy and presence?

Sales –

• On a scale of 1 (least positive) to 10 (most positive), how would you rate your company’s ability to generate the desired level of sales revenue?
• Make a list of what you think is needed to make this a 10.
• Do your salespeople use a documented sales process that effectively converts new leads into customers?
• Do you set challenging sales goals for each salesperson? Do they regularly achieve them?
• Do you have an effective process for proactively creating new sales from existing customers?
• Are your existing customers routinely referring new leads?

Delivery –

• On a scale of 1 (lease positive) to 10 (most positive), how would you rate your company’s ability to deliver your products/services to customers in a way that meets and often exceeds their expectations?
• Make a list of what you think is needed to make this a 10.
• Do you have a long-term strategy for driving innovation of the products and services your company offers?
• Do you have a documented process that ensures products/services are delivered to customers accurately and on time?
• Are you certain that your company delivers a high level of customer service, each and every day?
• Do you have a process that ensures customers get a consistently high quality product/service?
• Do your company culture and procedures promote exceeding customers’ expectations with each transaction?

Step 3: Prioritize Your Needs – an exercise we will do in the workshop

Step 4: Create Your Plan – we will work on this in the workshop and you will have as homework

Step 5: Assign and Create Accountabilities – another part of your workshop homework

Step 6: Build Change into Your Annual Plan – to be considered as you develop your plan

If you promise to complete the pre-requisite homework described in this and the prior two articles, call Bonnie at 931-456-4910 or email cbi@roanestate.edu to let Bonnie know that you are interested in being included in the workshop. Be sure to tell Bonnie when you will have your pre-requisite homework completed. Based on your responses we will schedule the workshop.

Enjoy the work! Hope to see you in the workshop!