Performance Sales System

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Best Practices & Gap Analysis
Serious Stuff
Best Practice Benchmarking and Gap Analysis is the first step in BCI’s process to uncover the “current state” of a selling organization’s strengths and weaknesses. Analysis starts by identifying our client’s unique selling culture, primary selling model / approach, terms and definitions, current operational processes, selling resource structures, compensation and rewards systems and the technologies used to support the sales system. The result is a clear picture of the current selling practice.

From this vantage point, BCI identifies “internal” best practices as a foundation to expand solid business practices already in place. This snapshot is then compared to “external” industry best practices. Opportunities for optimization and improvement will surface by layering both the internal and external comparisons over the “current state” analysis.

What are the benefits?

1. A clear view of the sales organization’s strengths and weaknesses
2. Identification of internal “areas of excellence”
3. Identification of applicable external “best-practices”
4. Prioritized list of areas requiring optimization
5. Tangible documentation to support appropriate decisions for fine-tuning the sales systems

Our step-by-step approach to Gap Analysis looks like this:

Identify & document "go-to-market" strategy at enterprise level.
Identify geographic markers & sales force organizational
Develop analysis structure & identify short list of internal best-practice locations.
Conduct & document discovery & interview session with best-practice locations.
Identify external best-practices in similar industries and "go-to-market" strategies.
Compare to internal best-practice locations and idenify Gaps to prioritize.

Contact us for more information on this practice area.


Baker Communications Inc.
Sales Training America
A Sales Consulting, Customer Service Consulting Training and Custom Development Company
Home Office: 2400 Augusta Suite 369 • Houston, Texas • 77057 •
Phone: 1-713-627-7700 • Fax: 1-713-587-2051