International Sales Management Profession Map (Version 3.2)
International Sales Function Analysis
Setting Sales Analysis Foundations
| Analysis objectives & benefits |
| Analysis model & domains |
| Methods & tools for analysis |
| Documenting the analysis |
Organization Analysis
| Company vision, values, history |
| Business objectives & plans |
| Business growth and competitive strategies |
| Organization structure & support mechanisms |
| Organization culture, sales attitudes & approach |
Marketing Analysis
| Marketing objectives & plans |
| Segmentation, targeting, entry mode, positioning, key differentiations |
| Brands & branding plans |
| Marketing communications, plans & activities |
| Marketing funnels, operations & automation |
| Marketing & sales collaterals & tools |
| Marketing support to sales |
| Marketing performance & ROI |
| Market sources, key information, IS |
Products & Services Analysis
| Product lines, PLCs |
| Products benefits, features and USPs |
| Product applications & use cases |
| Underlying product mechanisms & technologies |
| Related services and support (pre & post sales) |
| Products & services quality |
| Product weakness - limitation, bugs |
| Product competition / comparisons / Benchmarking |
| New products development roadmaps |
Pricing & Commercial Terms
| Pricing objectives & strategy |
| Price lists & pricing guidelines & limitations |
| Pricing adaptations, discounts, negotiation allowances |
| Commercial terms & conditions |
| Commercial agreements |
Sales Function & Strategies
| Sales objectives, targets & strategy |
| Sales quotas, settings & allocation, budgets |
| Sales approaches, processes & funnels |
| Sales playbooks & guidelines, qualification criteria |
| Sales function structure, roles and persons |
| Sales role definition, expectations & evaluation |
| Sales compensation model |
Sales Operations & Administration
| Ordering & related processes |
| Supply chain & delivering, export mechanism |
| Collection & financial controls |
| CRM, info systems, sales reporting |
Existing Customers Analysis
| Customers' common profiles & segmentation |
| Key customers profile, current sales status |
| Key customers' DMUs & contacts |
| Customer relationships, satisfaction, complaints |
| Customers related risks |
| Customers interviews - problems, needs, wants, open issues |
| Customer review visits |
| Customers' reasons for not buying |
Target Market (End Customers) Analysis
| End customers segments, sizes, trends & drives |
| End customers ideal / preferred profiles |
| End customers' problems, needs & wants |
| End customers' buying behaviour - DMU, process, factors |
Target Industry & Macro Analysis
| Target industries profiles & segmentations |
| Key competitors - companies, brands, products, customers, strengths & weaknesses |
| Industry barriers or risks |
| Legal requirements & constraints |
| Region macro environment & Trends (PESTEL) |
Sales Performance Analysis
| Sales data sources & quality - systems, reports, gaps |
| Sales figures - revenues, booking, deliveries, collections, profits |
| Sales figures - by year, quarter, month, 3 years |
| Sales figures - by region, customers, products |
| Sales trends -by country, customer, brand, product |
| Sales seasonality & industry specific contingent factors |
| Complaints analysis, satisfaction reviews |
| Current forecasts & projections |
Sales Analysis Integration
| SWOT |
| Conclusions |
| Recommendations |
International Sales Function Strategy & Planning
Sales Function Objectives & Strategy
| Sales function level forecasting |
| Sales function objectives, targets & quotas |
| Sales function strategy & fit - prioritization & focus (territories, segments, products, channels, KA, etc.) |
| Sales subsidiaries |
| Sales function during M&A |
Sales Function Planning
| Sales function - processes, funnels & lead generation |
| Sales organizational structure, responsibilities |
| Sales function guidelines and playbooks - profile, qualification, USPs. Etc.) |
| Pricing & commercial terms, pricelists |
| Sales operations & support planning |
| Sales tools & events design & planning |
| Sales trips planning |
| Sales function budget |
Sales Team Planning
| Team territories & targets allocation |
| Sales team composition, roles & responsibilities |
| Sales team expansion, re-sizing, changes |
| Sales team development & motivation plans |
| Sales team compensation |
| Ethical guidelines |
Sales Function Operations
| Sales administration |
| Sales & marketing information & leads flow |
| Sales Tech - CRM/PRM, AI, etc. |
| Coordinating: Sales-Marketing, Other |
| Sales function time tables & milestones |