Sales Systems Objective: To establish what systems – IT and others – are in place to support the sales process and to identify data feeds and information sources?   As an overview, what systems and tools are available to support the sales process? What customer history data (products, billings etc) is available and in what form? What, if any, CRM system is in place?  What are the views and perceptions of its value? For KAM, what account planning and analysis tools are there in addition to any CRM? What if any SFA is in place? What are the views and perceptions of its value? What forecasting tools are in place? What is the system that drives sales force reporting? What IT facilities do the sales people have?

Sales Strategy Sales Process Sales Structure Sales Skills