U.S. Sales & Growth Assessment

This assessment is intended to help leadership teams examine how effectively their current sales organization, routes to market, and channel strategy are positioned to capture available growth opportunities.

1. 01

   Question 1: How is your organization currently selling to customers?

   Consider the roles of direct sales, inside sales, e-commerce, distributors, resellers, agents, referral partners, or other routes to market.

2. 02

   Question 2: How is your sales organization currently structured?

   For example, do you segment sales resources by account size, geography, vertical market, product, or customer type? Which customer segments receive dedicated sales coverage?

3. 03

   Question 3: Where does your organization generate the majority of its revenue today?

   Consider your major customer segments, products or services, industries, geographies, and routes to market.

4. 04

   Question 4: Where do you believe the greatest untapped sales opportunity exists within your current market?

   Are there customer segments, geographies, verticals, products, or account tiers where you believe your organization should be performing better?

5. 05

   Question 5: How effectively does your current sales organization cover the market opportunity available to you?

   Are there customers or segments that receive limited coverage because of sales capacity, cost of coverage, geography, specialization, or competing priorities?

6. 06

   Question 6: Does your organization currently sell through indirect channels?

   If so, describe your distributors, resellers, agents, MSPs, strategic partners, or other channel relationships. If not, have you previously considered an indirect sales model?

7. 07

   Question 7: If you have an indirect channel, how effectively is it performing today?

   Consider partner recruitment, partner productivity, enablement, incentives, deal registration, sales support, pipeline visibility, and partner-generated revenue.

8. 08

   Question 8: What are the biggest obstacles preventing your sales organization from growing faster?

   Consider sales capacity, organizational structure, management, channel coverage, partner performance, processes, tools, compensation, market coverage, or other constraints.

9. 09

   Question 9: If you could improve or add one capability to your current sales organization, what would have the greatest impact on revenue growth?

10. 10

    Question 10: What are your primary sales growth objectives over the next 12–24 months?

    What would need to change within your sales organization, channel strategy, or go-to-market model to achieve those objectives?