1. Is the team structure and leadership aligned with goals?
Are the right people and leadership in place? Are incentives aligned with corporate objectives and market dynamics? What training and development is required?
2. Should the focus be on acquiring new clients or nurturing existing clients, or both?
What processes and technologies are in place to ensure data accuracy, timeliness, and completeness?
3. Is the market ready for a "bridgehead" strategy or a "land grab"?
Should the company focus on establishing a strong initial presence in a niche market (bridgehead) or aggressively pursue broad market penetration (land grab)?
4. What is the composition of the sales team's portfolio?
Are salespeople primarily focused on acquiring new logos, managing existing accounts, or a combination of both? How does this alignment support the overall sales strategy?
5. What technology supports the sales function?
How effective are the tools and systems in place for pipeline management, CRM, and sales analytics? Are there opportunities to enhance these technologies to support sales efforts?
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