Sales Effectiveness Framework
Cosgrove Partners has identified five key characteristics that consistently serve as drivers of superior performance in customer facing selling organizations. These dimensions of success serve as the evaluation and improvement framework that Cosgrove Partners has utilized to assess the knowledge, skill, process and positioning of your selling effort.
Sales Effectiveness Scorecards have been designed by Cosgrove Partners to accumulate information in one easy to communicate reference tool. The score is a relative rating of the your sales team’s performance against the specific dimensions that drive Sales Force Effectiveness. The following scorecards roll-up these dimensions of sales effectiveness from their component attributes to represent the current effectiveness rating of the your selling effort. Please rate yourself accordingly.
The rating scales are calibrated as follows:
|5||Observed consistent & pervasive “best-in-class” performance|
|4||Observed solid and wide spread performance|
|3||Observed varying presence of performance|
|2||Observed very limited presence and not a strength of the organization|
|1||Did not observe the presence of this attribute in the organization|