Sales and Marketing Assessment

Our sales and marketing assessment and readiness tool (SMART) help prioritize the areas within the institution that require the most attention.  Too often, the notion that strategy is about making making choices about what NOT to do is overlooked.  SMART solves that problem by using our audit and benchmarking tool to provide a strategic view of sales and marketing management decisions.

The Sales and Marketing Assessment and Readiness Tool is designed to evaluate performance against best practices. The findings from the tool should be used to identify strengths and weaknesses and prioritize areas for action.

The areas covered include:

• Senior Leadership
• Business Strategy
• Marketing
• Sales
• Service Delivery

This tool is designed for Gelb’s consultants to rate our client’s abilities across several key areas that drive business performance. The purpose of the rating is to facilitate an honest conversation about the client’s capabilities and to point out opportunities for improvement.

An outline of the tool is provided below. Raters score all or part of the client’s capabilities based on the scope of the project / client’s expectations.

Scores are subjective, but can be rated on the scales provided to help client’s understand where they are now in relation to where they could be on a given capability. The key for the rating scale is listed below.  Our consultants interview your key stakeholders and sales / marketing materials to perform the assessment.

Clients with scores in the lower half of the scale (1 and 2) should have the greatest opportunity for improvement, while scores on the upper half of the scale (3 and 4) should indicate good performance in that particular capability.