Self-assessment
How well is your sales organisation really managed?
20 statements, four minutes, an honest picture across five dimensions – developed from more than 20 years in the sales organisations of banks and financial services providers in Germany and Austria. No registration, no email address.
Why these 20 questions?
Ask a bank why its sales figures are weak and you almost always hear the same three answers: the market, the pricing, the competition. In the projects I have been involved in, it was almost never down to that. It was down to the fact that nobody could say precisely which customer relationship contributes what, what the best advisers do differently from the middle of the pack, and whether a decision is still being put into practice six months later. That is exactly what these twenty statements test.
And if it does come down to pricing – where the margin is really lost in sales:
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Four minutes
Twenty statements, four answer levels. No free-text fields, no login, no download.
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Five dimensions
Customer knowledge, sales force, steering, leadership, processes. You see immediately which dimension is pulling your result down.
- 03
No address
The evaluation is produced in your browser. Your answers are not transmitted and no email address is requested. The only thing counted, anonymously, is that a check has taken place.
What I work on when a sales organisation is not delivering is described under Sales Force Effectiveness – one of my three service areas.
The check
20 statements, five dimensions, around four minutes. Answer according to how things actually are today – not as they appear in the target state. The check is only worth something if you are honest with yourself.
Your answers stay in your browser. They are not transmitted, not stored, and the check does not ask for an email address. Only when you share your result at the end does it leave your computer – and even then only to the recipient you choose yourself. All that is counted, anonymously, is that a check was started, abandoned or completed, how long that took and which route you chose afterwards – without your answers, without your IP address, without a cookie and without re-identification. What exactly is counted →
Based on: the steering metrics of Sales Force Effectiveness – customer potential and contribution margin per relationship, performance differentiation, leading indicators instead of closing figures, the effect of remuneration and process lead time – and the DMAIC cycle from Six Sigma: Define, Measure, Analyze, Improve, Control.
Where the twenty statements of this check come from – and what I changed in the models:
Customer knowledge & potential
0 of 20 statements answered · 0%
Your results
Your profile across five dimensions
Your biggest lever:
And the other institutions?
You will deliberately not find comparison figures here. A check illuminates one section; but your organisation is not a section. What your compliance function permits may be prohibited at the institution next door – the same matter, two judgements, two scopes for action. An average conceals that and leads to the wrong conclusions. Sound benchmarking requires knowing the whole picture, not just this one area.
Why I take this approach – and what you should ask if someone offers you benchmarks:
Discuss your result in a first conversation. You now have a picture. The uncomfortable question comes next: what is causing it – and what do you change first? Send me your result, and I will give you an honest answer in 30 minutes. The first conversation is free of charge.
Discuss your result in a first conversation →Other perspectives
- Project check – when initiatives are not delivering
- Transformation check – when it is unclear whether an overhaul is needed
- Change readiness check – when the overhaul is decided and implementation is in doubt
- Decision check – when a decision is due and nobody takes it
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Note: this self-assessment provides general information and does not replace an assessment of the individual case. The Legal information applies.
Please read first
A self-assessment, not an expert opinion.
This check is a self-assessment tool. It does not replace a conversation or an assessment of the individual case.
The result is based solely on your own answers. It is therefore as reliable as your assessment – and just as subjective. Another person in your organisation, an external auditor or I myself may reach a different result and different conclusions from the same statements.
No commitment can be derived from the result – neither about the state of your organisation nor about the effect, duration or success of any measures. You take decisions on your own responsibility.
Your answers stay in your browser and are not stored. The only thing counted, anonymously, is that a check was started and completed – what exactly that means.
The Legal information and the Privacy policy apply.
Continue with
If the numbers don’t add up, the next question is whether that is down to sales – or to the organisation as a whole. The transformation check assesses how urgent an overhaul really is.