Analysis Input Form

Please fill out our form below. You can reach The Devine Group by calling 866.792.7500 if you have any questions.

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Company to be assessed:
Person who will be reading the reports:

Hiring Cost:

Please fill in approximate numbers. Please leave blank if not applicable.

1.Number of salespeople hired during the last 3 years
2. Number of salespeople fired or quit during the last 3 years
3.Average salary per salesperson
4.Average revenue per territory (sales rep)
5.Number of weeks to replace a sales rep
6.Recruiting/Hiring cost per hire
a.Advertising the open position
b.Referral or Recruiter fee
c.Administrative costs (including cost of interviewing)
7.Training and Development costs per hire
8.Number of weeks before a new salesperson is up to speed / productive

Company Strategy:

Please select only one Strategies are customer-focused visions of future goals and objectives; selling to customers the way they want to buy.

What is your strategy?: Low Cost Provider (Walmart) - Your Company has a least cost infrastructure that enables them to buy and sell products and services at the lowest price. You are typically the largest player in the space and make your money on volume.
Broad Differentiation (Macy's) - Your Company has multiple product lines, multiple pricing strategies, and / or multiple market segments that you are working to serve from economy to luxury.
Best Cost Provider (Target) - Your Company sells the same type of products or services as the Low Cost Provider sells, but at a slightly higher price. You offer something to your customers that they value and will pay extra for (location, customer service, knowledge, convenience...) You are typically not as large as the low cost provider.
Market Niche Based on Lower Cost (Old Navy) - Your Company focuses on a specific product line to a very specific target market and you do it very well.
Market Niche Based on Differentiation (LaCoste) - Your Company has a defining or unique characteristic about your brand, distribution, product, or market you appeal to.

Business Strategy and Offerings

Company Structure / Leadership

Hiring New Salespeople

Selling Process and Cycle

Participants:

Please fill in names and titles for all participants in the report

Leadership

Name:

Title:

Reports To:

Sales

Name:

Title:

Reports To:

Date assessment instructions will be emailed to participants:
Date participants are required to complete assessment:
Date Analysis Reports will be delivered to the client:
Training / development company:
Primary contact:
Your Devine Group Services Representative:

1.Business strategy: Low cost provider Broad differentiation Best cost provider Market niche based on lower cost Market niche based on differentiation	8.Criteria for identifying prospects: Previous user of products / services Vertical market penetration Exhibited interest / requested information Referred by existing customer Meets specific benchmarks - need, timing, financial considerations, etc.
2.Our prospects and clients view our competitive standing as: Industry leader In the top five In line with competitors Relatively unknown (with proven track record) Start-up (with no track record)	9.Primary strategy for developing prospects: Proactive prospecting (cold calls, networking, tradeshows, etc.) Direct mail, email, other marketing strategies Referrals / introductions Leads supplied by our company
3.Our company structure and buying process is: A least cost of goods infrastructure A competitive infrastructure A high cost of goods infrastructure	10.Our products and services: Several product lines in a broad market Several product lines in a narrow market Few products in a broad market Few products in a narrow market
4.Our number one priority with sales should be: Volume Profit	11.Our products are available: On the internet Through five or more suppliers Through fewer than five suppliers Only through our company
5.In a competitive situation, our salespeople will: Lower their prices to beat the competition Match the competition's price so that the sale is not about price Maintain the integrity of our prices and sell value	12.Our products / services are: Tangible Intangible Both
6.Our primary growth strategy is: Develop new accounts with focused prospecting efforts Grow existing accounts (including cross-selling and up-selling)	13.Marketplace view of primary products / services: Commodity item Value-added item
7.The percentage of our total revenue for the next 12 months, in relation to new clients vs. existing clients, should be: 10% New, 90% Existing 30% New, 70% Existing 50% New, 50% Existing 70% New, 30% Existing 90% New, 10% Existing

1.Company size: Small firm Medium-sized organization Large company Major domestic corporation Multi-national corporations	1.When recruiting, we: Always assess our applicants Only assess applicants if they pass an initial interview Never assess our applicants
2.Company structure: Publicly traded Privately held Family owned Sole proprietor	2.We recruit: Only when there is a position open When we are getting ready to fire someone Passively, on an ongoing basis Actively, on an ongoing basis
3.Our sales management hold salespeople: Accountable for results with light supervision Accountable for results with high supervision Does not hold direct reports accountable for results	3.Our hiring managers have: A structured hiring process A loose hiring process No hiring process
4.Our sales manager(s) should spend their time: 70% selling / maintaining accounts, 30% sales management 50% selling / maintaining accounts, 50% sales management 30% selling / maintaining accounts, 70% sales management 100% sales management	4.Our sales managers have: A 30-day on-boarding process for all new salespeople A 60-day on-boarding process for all new salespeople A 90-day on-boarding process for all new salespeople No on-boarding process for all new salespeople
5.Our top priority regarding our people is: Replace non-performers Reassign non-performers Develop existing people	5.Our attitude toward hiring top salespeople is: They do not require training, coaching, or development They shouldn't require training, coaching, or development They will still participate in training, coaching, and development
6.Our salespeople's compensation plan is designed to be: 100% salary More salary than commission More commission than salary 100% commission
7.Our company rewards leadership / management with: Annual bonuses based on results Semi-annual bonuses based on results Quarterly bonuses based on results Monthly bonuses based on results No bonuses are paid

1.Our sales cycle should be: One month or less One to three months Three to six months More than six months	8.Our salespeople should: Fulfill a demand Create a demand, then fulfill it
2.Typical number of sales calls from contact to close should be: One - we close on first call One to three Four to seven More than seven	9.Our salespeople should sell to: All new prospects Mostly new prospects Evenly split between new prospects and secure accounts All, or mostly, to a secure group of accounts
3.Our salespeople should: Sell once to the client Sell to the client and are active in the delivery process Sell and service the client Sell to a secure group of client accounts	10.Typical order size: Less than $5,000 $5,000 - $25,000 $25,000 - $100,000 More than $100,000
4.Customer relationship: One-time sale and delivery Repeat sale - annual Repeat sale - infrequent Repeat sale - frequent	11.Competitive position of pricing / fees: Generally higher than competition In line with competition Less than competition No basis for comparison
5.Our products and / or services are: Commodities Simple products or services Complex products or services Highly customized complex products or services	12.Competition: Intense - more than six active competitors Moderate - three to six active competitors Light - less than three active competitors None
6.Title / position of prospect: President, Owner, CEO Upper-level Management (VP, C-level mgr.) Purchasing Agent End user (commercial / technical / homeowner)
7.Number of decision makers: One or two Small group (3 - 5) Large group (single location) Large group (multiple locations)